Research and eBooks

GUEST: Carla Intal, Insights Analyst at LinkedIn

When you hear the word negotiation, what comes to mind? It likely conjures images of your CRM, a ring light shining in your eyes, a giant cup of cold brew and a computer monitor covered in sticky notes. Your palms might even start to sweat a little at the thought — and that’s only natural.

GUEST: Mark Colgan, CEO and Co-founder of Speak on Podcasts

GUEST: Erik Newton, VP of Marketing at Milestone

As many of you know, our headquarters is in Southern California — an area famed for its breathtaking coastline, beautiful beaches, fantastic restaurants and traffic, lots of it.

GUEST: Nick Amabile, CEO at DAS42

GUEST: Roderick Jefferson, Vice President of Field Enablement, NETSKOPE

GUEST: Darin Dawson, Co-Founder and President of BombBomb

The pressure on Olympic athletes is staggering. One false start can send a sprinter or hurdler home. That’s all it takes to destroy more than four years of labor and dedication — and yet, these incredible athletes come back after another four years of hard work.

GUEST: Seth Marrs, Research Director at Forrester

GUEST: Mickie Kennedy, Founder & CEO of eReleases

GUEST: Mike Farrell, CEO of Green Leads

GUEST: Mike Maynard, Owner of Napier Partnership Limited

Pitchverb; gerund or present participle: pitchingto throw or fling roughly or casually."He crumpled the can and threw it into the alley."By definition, “pitching" is done without care and often ends with a lackluster result. While the definition we use in sales may be more targeted, the outcome is the same.

Pitch verb; gerund or present participle: pitching to throw or fling roughly or casually. “He crumpled the can and threw it into the alley.” By definition, “pitching” is done without care and often ends with a lackluster result. While the definition we use in sales may be more targeted, the outcome is the same.

GUEST: Darrell Amy, Author of the Best-Selling Book, Revenue Growth Engine: How to Align Sales and Marketing to Accelerate Growth

GUEST: Kyle Duford, Executive Creative Director of The Brand Leader

GUEST: Dan Morris, Managing Partner of Mindracer Consulting

GUEST: Justin Hartanov, Chief Commercial Officer of Syndigo

When it comes to digital experiences, B2B buyers are drifting through a sea of sameness. In his opening keynote for the recent Gartner CSO & Sales Leader Conference, Brent Adamson shared a shocking statistic: 64% of B2B buyers cannot differentiate one brand’s digital experience from another’s. Yikes.

It’s time to reframe objections. Instead of feeling dread, look forward to the next “No

GUEST: Joseph Fung, CEO of Uvaro and Host of “The Seller’s Journey” Podcast

GUEST: Chelsea Martin, Co-Owner of Noms Bake Shop

GUEST: Mark Ebert, SVP at 6sense

GUEST: Thiago Sá Freire, Chief Revenue Officer at Chorus.ai

Remember the old adage of the elevator sales rep? The long and short of it is this: An elevator company hires a salesperson. He immediately identifies all of the new construction in his territory and goes after everything, relentlessly — only no opportunities move forward.

GUEST: Ken Knorr, CEO of That Company

GUESTS: Mark Petruzzi, VP Private Equity from N3, and Paul Melchiorre, Operating Partner at Stripes

GUEST: Darin Dawson, Co-Founder and President of BombBomb

GUEST: Jeff Coyle, Co-founder and Chief Strategy Officer at MarketMuse

GUEST: Chris Dickey, Founder and CEO at Visably

GUEST: Chester Santos, U.S. Memory Champion & Author of Mastering Memory

GUEST: Sarah Hicks, SDR Manager at Predictable Revenue

It’s time to get back to basics. That means developing the sales prospecting techniques to reliably fill the pipeline with qualified opportunities. Here’s a real-world example of what I’m talking about.

It’s time to get back to basics. That means developing the sales prospecting techniques to reliably fill the pipeline with qualified opportunities. Here’s a real-world example of what I’m talking about.

GUEST: Allison Metcalfe, CRO at Demandbase

As you well know, 2020 had a tremendous impact on sales leaders, salespeople, and learning and development professionals. The rapid shift to virtual selling and the collapsing delta between B2B and B2C buying behaviors fundamentally changed how most of us interact with customers and prospects — and the results weren’t always pretty.

GUEST: Stephen Denny, Managing Director at Denny Leinberger Strategy

GUEST: Ameer Jumabhoy, Co-Founder and VP of Consumer Technology at UTU

GUESTS: Ken Grohe, President & Chief Revenue Officer at WekaIO

GUESTS: JP Clement at boomtime Word of Mouth Marketing

Renewals, especially when it comes to the “as a service" business model.

Renewals, especially when it comes to the “as a service” business model. After all, we’re living in a subscription-based world. A friend of mine just had a baby, and she gets her baby food via subscription. That’s how I get my multi-vitamins. We even have an associate who’s wild about a sock subscription service!

GUESTS: Mark Donnigan at d-launch

The changing sales cycle now involves remote selling, digital buying, and plenty of internet research. Within a sea of competition, how do you stand out

GUESTS: Jeroen Corthout at Salesflare

GUESTS: Zachariah Moreno and Rockwell Felder at SquadCast

GUEST: Dr. Saksham Sharda, CIO and Creative Director at Outgrow.co

As we enter a new year, it’s a time to reflect on the past and set goals for the future. This year especially, most of us are ready to turn the page and focus on what’s ahead. Here’s our advice to get you motivated, invigorated, and ready to start the new year!

GUEST: Kristina Jaramillo, President at Personal ABM

GUEST: Nick Casale, Director of Sales at Sendoso

GUEST: Ana Raynes, CEO at Simplified Impact

GUEST: Robbie Traube, Chief Revenue Officer at Zuora

How can you differentiate your company’s solution, especially in a crowded or commoditized market? First, you must recognize that being different is not the same as being differentiated. Being different is merely a tally of your unique capabilities and attributes. Differentiation means you successfully connect your unique capabilities to your individual prospect’s problems.

GUEST: David (Ledge) Ledgerwood, Co-Founder & Managing Partner at Add1Zero

GUEST: Sean Doyle, CEO of Fitzmartin

GUEST: Jason Reichl, CEO of Go Nimbly

GUEST: Tony Guarnaccia, Founder and Owner at Results Trained

How do you have a conversation with a prospect that focuses on value, rather than the “P” word – price? We all understand that price will be a consideration when making a purchase, but when you compete solely on price, you’ve pigeon-holed your offering as a commodity. The first step to competing on value is to make sure your solution is differentiated in the buyer’s mind.

GUEST: Iqbal Jumabhoy, Founder/CEO at BlackBook Technologies

GUEST: Derek Young, Culture Strategist at Derek Young Speaks and Author of Make My Hindsight Your 20/20

GUEST: Lisa McLeod, best-selling author of Selling with Noble Purpose and Founder of McLeod & More

GUEST: Jonathan DeYoe, Founder and CEO of Mindful Money and President of DeYoe Wealth Management

There are times when sales reps identify opportunities that, for whatever reason, they just can't win.

There are times when sales reps identify opportunities that, for whatever reason, they just can’t win.

GUEST: Dr. Jim Karrh, Consultant and Professional Speaker at Karrh & Associates and Author of The Science of Customer Connections

GUEST: Aaron Walker, Professional Life & Business Coach, Mastermind Group Facilitator, Coach and Trusted Advisor at View From The Top

GUEST: Adam Springer, Founder at StartupSales

GUEST: Jonathan Pogact, VP of Marketing at Drips

GUEST: Peter Montoya, Owner at Peter Montoya, Inc. and author of The Brand Called You

While curiosity may have killed the cat, it also helped the sales rep close the deal …

While curiosity may have killed the cat, it also helped the sales rep close the deal … Successful sales professionals are curious by nature. They are interested in learning about their prospect’s business, their circumstances, challenges, and the situations in which they find themselves. When sales reps authentically engage with a human-to-human connection, they are much more effective than reps who only focus on presenting and pitching their solution.

GUEST: Jim Benton, CEO at Chorus.ai

GUEST: Jessica Rhodes, Founder & Co-Owner at Interview Connections

GUEST: Rene Zamora, President at Sales Manager Now

GUEST: Chala Dincoy, CEO & Founder at The Repositioning Expert

Most salespeople dread objections. Objections from prospects that typically surface toward the end of the sales process can feel like a roadblock to success. Although you may see objections as signs that your prospect is not going to move forward to purchase your solution, try to shift your perspective.

GUEST: Michael Tuso, Director of Revenue Performance at Chili Piper

As toddlers, if we are around other humans…we can’t help but learn to communicate. We all learn how. But we could all benefit from doing it more effectively.