Research and eBooks

GUEST: Brian Walker, President at Statwax

Think back to the last time you shared a meal with a good friend. You likely recall the restaurant and the food, the little sensory details like the man smoking the cigar across the street or the squawking birds in the background.

The Guide To Powerful Sales Prospecting is the definitive source for up-to-date sales prospecting techniques and best practices.

GUEST: Julius Solaris, VP of Marketing Strategy, Events at Hopin

There is a cause-and-effect relationship between developing your people and your sales results. Sales coaching is all about looking forward and developing your people to increase their performance, and it’s growing in importance. High-revenue growth companies invest more in coaching and get better results than lower revenue growth companies. Learn all about Sales Coaching and why it’s a must have for any organization.

GUEST: Cherilynn Castleman, Managing Partner at CGI Executive Coaching and author of “What’s in the CARDS?”

Research by LinkedIn revealed that while 65% of salespeople (and 72% of top performers) say they always put the buyer first, only 23% of buyers agree. That’s a serious discrepancy — what’s to blame for the mismatch? The single biggest roadblock to implementing a truly buyer-first approach: “Lack of the right skillset among existing sales talent.” The solution is obvious: Sales training that embodies the five principles of the buyer-first mindset — a value-based approach to sales training that creates customer-obsessed sellers who forge long-term relationships. Luckily, that’s what this guide is all about. In it, we’ll cover the fundamentals of value-based selling and how to build a customized sales training program, drive adoption and measure its impact.

This guide covers virtual selling best practices: You’ll learn how to authentically connect with decision-makers, hold a prospect’s attention, build a powerful business case for the value provided by your solution in real time, and move deals to close.

How do I be me virtually? Sure, if you’re a remote worker who has one weekly stand-up on Zoom, you may be tempted to laugh that question off. For sales professionals, it’s another story.

GUEST:Jennifer Aplin, CEO and Co-Founder at Digital Magenta Inc.

GUEST: Mike Pastore, Director of Custom Content at Technology Advice and Host of the B2B Nation Podcast

What better way to kick off winter in the northern hemisphere than with something a little tropical? Specifically, a tropical thought experiment. Now, I know it’s not as exciting as the giveaway for an all-expenses-paid trip to some exotic locale that you were hoping for — but stick with me.

He then stressed the importance of improving seller websites, creating moments of nuance, and focusing on rep-mediated digital experiences — it’s that final point that I want to expand upon.

GUEST: Carlos Nouche, Natalie Pitchford and Lisa Schnare, ValueSelling Associates

GUEST: Robbie Kellman Baxter, Strategy Consultant at Peninsula Strategies

GUEST: Lowell Ricklefs, Founder and Managing Partner at Traction Advising M&A

GUEST: Wayne Mullins, Founder at Ugly Mug Marketing

GUEST: Matt Cowell, CEO at QuantHub

GUEST: Margot Bloomstein, author of Trustworthy and Brand & Strategy Consultant at Appropriate, Inc

GUEST: Asa Hochhauser, VP of Sales for McGaw.io

What, exactly, are the behaviors that sales professionals need in a virtual world?To find out, we partnered with Training Industry to survey 464 sales leaders and sales training decision-makers

GUEST: Dr. Terry Wu, Owner of Neuromarketing Services

GUEST: Tony Martignetti, Chief Inspiration Officer at Inspired Purpose Coaching and author of Climbing the Right Mountain

’Tis the season of the double-edged sword. On the one hand, it’s exciting to look forward to the holiday season. On the other, the end of the quarter and the year loom large, with the finish line already in sight.

GUEST: Kerry Cunningham, Senior Principal, Product Marketing at 6sense

GUEST: Geoff Atkinson, Founder and CEO of Huckabuy

GUEST: Carlos Nouche, Natalie Pitchford and Lisa Schnare, ValueSelling Associates

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: Carla Intal, Insights Analyst at LinkedIn

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

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: Erik Newton, VP of Marketing at Milestone

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

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.

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.

GUEST: Mike Maynard, Owner of Napier Partnership Limited

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

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

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

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: Sarah Hicks, SDR Manager at Predictable Revenue

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

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!

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

GUESTS: JP Clement at boomtime Word of Mouth Marketing

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

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

GUEST: Kristina Jaramillo, President at Personal ABM

GUEST: Nick Casale, Director of Sales at Sendoso

GUEST: Ana Raynes, CEO at Simplified Impact

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: Robbie Traube, Chief Revenue Officer at Zuora

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

GUEST: Sean Doyle, CEO of Fitzmartin

GUEST: Jason Reichl, CEO of Go Nimbly

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: Tony Guarnaccia, Founder and Owner at Results Trained