Selling Guides

Tech companies can leverage Al to create value, drive growth, and improve customer experience by incorporating Al algorithms to analyze data, predict trends, and personalize customer interactions, ultimately leading to increased revenue and customer satisfaction.

Value management has become a core business discipline, essential for building lasting customer relationships and driving sustainable growth, with the help of technological advancements like AI.

In partnership with Aberdeen Strategy & Research, ValueSelling investigated the links between AI adoption and crucial sales coaching outcomes like quota attainment, sales productivity and customer retention.

This article will focus on how accountability fosters ownership and outcome alignment while laying the foundations for employee empowerment—the crucial factor that’s at the heart of every satisfied, creative and successful sales team.

Organizations may be failing in their sales enablement programs due to a disconnect between investment and success, but solutions can be found by understanding changing buyer personas and utilizing real-time data with the help of James Pursey from Replicate Labs.

Organizations may struggle to see success from sales enablement programs due to a disconnect between investment and results, but James Pursey from Replicate Labs offers solutions by emphasizing the importance of understanding changing buyer personas and utilizing real-time data in a competitive market.

With a positive mindset, taking positive action, and hard work, becoming the best possible version of yourself is all possible, as emphasized by Rob Hartnett, Founder of Business Performance International.

Navigating through a world filled with disruption and distractions, embracing change as a constant, and striving to be the best version of yourself with a positive mindset and proactive approach is key, as highlighted by Rob Hartnett, Founder of Business Performance International.

The importance of building and leading a successful sales development team for organizational success is highlighted, with a focus on best practices for achieving excellence in team management.

The text discusses the importance of a world-class sales development team in accelerating company growth, offering insights from Ralph Barsi on building a successful team and implementing game-changing strategies.

RevOps is a strategic function that aligns sales, marketing, and customer success teams to drive revenue growth and scalability, crucial for optimizing processes and maximizing revenue generation in organizations.

RevOps is an emerging key force in business, aligning sales, marketing, and customer success teams to drive revenue growth and scalability, as highlighted by LinkedIn as the fastest-growing job, with guidance from experts Laura Adint and Sean Lane.

The rapid advancement of AI technology is transforming industries and reshaping the future of work, requiring businesses to adapt their mindsets, processes, and values to stay competitive. Today, Mary Shea, Global Chief Evangelist at HireQuotient, will discuss how companies can navigate these changes and effectively harness the opportunities presented by AI-driven evolution.

Mary Shea, a seasoned business expert and Global Chief Evangelist, believes AI will have a greater societal impact than the internet, transforming how we communicate, work, and operate in the modern workplace.

Julie Thomas walks through the three pillars of building trust and credibility in any B2B sales opportunity.

How can you leverage the power of human relationships in the era of AI sales? To help us with this today, we have David Connors, Co-Founder and CEO of The Swarm, a Go-To-Network platform that gives companies and investors the keys to their extended networks and the relationship data they need to accelerate sales, recruiting, and fundraising.

Step-by-Step Guide to Leverage the Power of Human Relationships in an AI-Driven World

Before starting your own company, there are two important questions you must answer: How can you build a successful SaaS company from the ground up? What does it take to scale from a good idea to a productive business? To help us with this today, we have Benjamin Johnson, Founder and CEO of Particle41.

Step-by-Step Guide to Successfully Build and Scale a Successful SaaS Company

What are the best strategies to position your company as the go-to-market leader during an M&A process? To help us with this today, we have Aron Bohlig, Managing Partner at ComCap.

What are some of the most effective go-to-market strategies for startups going from early days to scaling up their business? To help us with this today, we have Rags Gupta, Operating Partner at Hyperplane.

Step-by-Step Guide to Effectively Scale Up Your StartupAre you ready for the shift toward enterprise sales and inbound strategies? If not, we must fix that quickly.

How should a new revenue leader inheriting an existing team with predefined goals determine what that revenue engine should look like, from hiring to structure and processes? To help us with this today, we have George Eliopoulos, Chief Commercial Officer at Zip Co.

Stepping into a revenue leadership role can feel like walking a tightrope. You're eager to make your mark but cautious about stepping on toes. So, where should you focus your energy to balance these dynamics effectively? Today, we turn to George Eliopoulos, Chief Commercial Officer at Zip Co, to provide insight into this critical question.

What are the top sales strategies for effectively scaling your revenue? To help us with this today, we have Greg Nutter, Best-Selling Author of P3 Selling. Greg brings over 25 years of experience in sales, marketing, channel management, and consulting, mainly in manufacturing, distribution, services, and technology.

Why Selling Goes Beyond Than Telling Customers What to Buy?

How do you launch a successful startup, target the perfect niche market, and navigate the complexities of remote work without losing the human touch? To help us with this today, we have Brett Martin, Co-Founder/ Investor at Charge Ventures and Kumospace. He delves into the secret sauce for SaaS companies and how to integrate a sales team into a PLG strategy for maximum growth.

Creating effective growth strategies is vital for any business aiming for success. In the modern business landscape, product-led growth (PLG) strategies have gained significant traction. This approach, combined with effective team collaboration and a deep personal connection to the problem being solved, can drive remarkable growth. This blog explores these elements and provides insights on how to avoid common mistakes made by startups.

What are some strategies to help you stand out from the crowd? To give us some insight into this question, we have Jason Bay, Founder and CEO of Outbound Squad, who aims to improve the skills of world-class sales teams with training courses and coaching.

Cold calling can be daunting, but it remains a crucial skill for sales professionals. With the right approach, you can turn this challenging task into an opportunity to connect with potential clients and drive your business forward. In this blog, we will explore actionable tips for mastering the art of cold calling, focusing on preparation, execution, and follow-up.

If you were to establish a sales organization from the ground up, what beliefs, mindset, and behaviors would create a customer-first culture and a highly successful selling motion? To help us with this today, we have John Westman, VP of Project Management at Citius Pharmaceuticals.

Step-by-Step Guide to Building a Successful Sales Organization From Scratch. John Westman is our go-to expert of the day. Today, we discuss the core beliefs, mindset, and behaviors that can drive a successful sales organization and help you transform from a novice to a sales hero.

How does emotional fitness relate to our performance under pressure and our long-term resilience in sales? To help us with this today, we have Ben Drakes, Founder and CEO of Ben Drakes University. With an average deal size of over $150m, Ben held sales roles at Computacenter, Capita, and Serco for over 15 years. Today, Ben helps sales professionals perform at their best without sacrificing their physical or emotional well-being.

Emotional fitness in sales means having the ability to control and regulate your emotions, especially in high-pressure situations. It's about not being overwhelmed by stress and maintaining a calm and measured approach, often crucial for handling the ups and downs of a sales career. Developing a strategy to manage emotional states allows sales professionals to perform better, experience less stress, and enjoy a happier and more balanced life.

Many people, from early-career salespeople to executives, don’t believe that strategic questioning is a skill that can be improved. Part of the problem is undoubtedly formal training. The other half, I’ll put down to misunderstanding the true role of questions.

How can generative AI align B2B marketing and sales teams for revenue growth in 2024? To help us with this today, we have Nathan Schlaffer, CEO and Founder of MarketMate AI.

Step-by-Step Guide to Align B2B Marketing and Sales Teams with AI

How can you successfully align product, marketing, sales, and customer success for a winning go-to-market strategy? To help us with this today, we have Kimberly Kaminski, CMO at Lakeside Software. Kimberly is a visionary and pragmatic tech marketing and operations leader known for driving successful, measurable programs that grow customers and revenue.

Step-by-Step Guide to Align GTM Functions

Today, success in B2B sales doesn't come easy and goes way beyond a simple pitch and a few cold calls. B2B sales require a more strategic and personalized approach. However, it's all about setting a strong foundation. Here's the main question: Why should you understand the problems your company solves when building an ideal customer profile and pipeline?

Step-by-Step Guide to Understanding Customer Problems

Why should you build a marketing ecosystem that aligns with the sales process to achieve measurable success and maximize automation? To help us with this today, we have Ben Sturtevant, Co-Founder and CEO of Elite360. Ben is a marketing expert passionate about helping entrepreneurs master the art of online marketing. He is also the Chief Operating Officer and Chief Marketing Officer at Elite CEOs.

Step-by-Step Guide to Building a Robust Marketing Ecosystem

The evolution of the buyer-seller journey is a never-ending story between the two sides.However, in the last 5 years, the changes have been remarkable.We wanted to find out:How are changes in buyer-seller dynamics causing friction in the sales process?

Today, we're diving into these frictions with the insights of Greg Brown, Managing Partner at ValueSelling Associates, who brings over three decades of experience leading sales teams toward overcoming all these changes.

Sales enablement has become an integral part of every successful organization. So then, we asked ourselves: How can you effectively integrate sales enablement with your sales strategy to drive measurable impact and results for your overall organization? To help us with this today, we have Gail Behun, Director of Revenue Enablement at LivePerson.

Step-by-Step Guide to Integrating Sales Enablement into Your Sales Strategy

Many startups get their Ideal Customer Profile (ICP) wrong. The results? Low-quality leads, decreasing revenues, and unhappy customers. It's time to fix that. How can you identify your ICP to achieve higher win rates, lower cost of acquisition, and better customer retention

Step-by-Step Guide to Identify Your Ideal Customer Profile

Gaining executive access is full of twists and turns in the form of internal and external obstacles that can hinder your success. In this piece, I’ll focus on how to overcome them, but first, let’s look at what you stand to gain.

Sales training plays a key role in the success of any business. It equips sales professionals with the necessary skills and knowledge to effectively engage with customers and close deals. If you're one of them, you've probably gone through sales training programs that start strong, but within weeks or months, they often lose momentum and fail to produce measurable results. Therefore, we were wondering: Why do some sales training initiatives programs fail while others deliver amazing results?

Step-by-Step Guide to Avoid the Seven Deadly "Sins" of Sales Training

It used to be so easy to hire a professional with hundreds of CVs flooding your inbox. But the game has changed, and to become the best, you need the best. Technology has changed the rules, and that's where the problem lies. Well then, we have a big question:

How Does RevOps Bring Together and Elevate Every Business Aspect? RevOps is the vital element that seamlessly integrates and supports every stage of a company's revenue-generating processes, from marketing and sales to post-sales and customer support.

Step-by-Step Guide to Succeed in Your RevOps Role

How can you make revenue more predictable by aligning your go-to-market teams to win more with less? These Six Strategic Insights Can Transform Your Sales Success

Step-by-Step Guide to Win More with Less in B2B Sales

Leveraging Financial Data in Sales: Pre-call Planning Done Fast, Done Right. It all comes down to a proven, three-step process: research, predict and question. 

How can you build and run a world-class enablement function, and what might be the best practices in making the most of your enablement investment? To help us with this incredible topic today, we have Kelly Lewis, VP of Revenue Enablement at Highspot.

Step-by-Step Guide to Build and Run a World-Class Enablement Function

How can you find your rep superpowers? What is the difference between coaching forward and call reviews? What data-driven go-to-market strategies allow you to really measure rep productivity?

When it comes to refining sales tactics, what advantages does coaching forward have over traditional call reviews? And how can leveraging data-driven strategies not only measure but significantly enhance rep performance?

Achieving sales excellence is not an easy feat. Salespeople face countless challenges and misconceptions that can interfere with their performance and ultimately impact the bottom line.

Sales effectiveness is a journey that often feels like trying to find your way through a dense forest without a compass.The path to sales excellence is filled with potential pitfalls and roadblocks that can derail even the best in the game.

How can we manage stress in our lives, move past the chatter in our heads, and implement the discipline we need to be highly successful?

How can we manage stress in our lives, move past the chatter in our heads, and implement the discipline we need to be highly successful?

Why are so many companies struggling to scale, and what can they do about it? To help us with this incredible topic today, we have David Weiss, Chief Revenue Officer of The Sales Collective.

Step-by-Step Guide to Scale Your Business Successfully

Three Cold Email Templates that Generate Meetings, Not Spam Complaints

Storytelling is an incredibly effective way to inform, influence, and inspire others in both personal and professional settings. So, how can you become a great storyteller by learning the science behind it?

So many sales professionals get caught up in the nitty-gritty of products and tech specs. Then, they wonder why their deals go wrong. We believe it is because they don't have genuine business conversations.

Step-by-Step Guide to Shift from Sales to a True Business Dialect

Today is a special day for The B2B Revenue Executive Experience. It is our 300th episode. And we're celebrating it by exploring the podcast's past, present, and future.

When you think of sales you're probably thinking of a used car salesman, insincere, overly friendly, wearing flashy, outdated suits, making grandiose promises about how good the car is. Well, you're not alone. How can we overcome the image of the stereotypical sales professional and still achieve success today?

Step-by-Step Guide to Selling with Dignity

Some people are saying that AI is gonna be replacing key roles such as the sales development representative (SDR).

It comes down to one hard truth: Chasing sales efficiency won't make you more effective.

Will AI become your business' new SDR?

In today's ever-evolving business landscape, two approaches have gained significant traction in recent years: account-based marketing (ABM) and revenue operations (RevOps).

Step-by-Step Guide to Leveraging ABM and RevOps for B2B Success and Revenue Generation

In recent years, there has been a noticeable decline in attention spans, which poses a challenge for sales professionals aiming to achieve and sustain optimal sales performance. So we were wondering… What are the sales communication strategies that adapt to different generations for achieving optimal sales performance?

A Step-by-Step Guide to Personalize Your Sales Communication

Feeling drained after a long day? Totally normal. But when that fatigue morphs into chronic exhaustion, constant overthinking, a downward spiral of negativity, and a narrow, tunnel-visioned outlook, burnout might be creeping in.

Step-by-Step Guide to Deal with Burnout

Think of sales as a strategic battlefield.Your job is to figure out where to deploy your resources to maximize returns.

You're not just part of the race; you're leading it. Every day, you scale new professional heights and feel like a true champion in the business game.

There is an undeniable buzz around the need to grow sales pipelines because, well, they are essential. However, they’re just one piece of the puzzle. We live in an era where businesses must evolve fast and stand out from the competition.

Sales performance directly impacts a company's revenue and success. To achieve and maintain optimal sales performance, it is essential to invest in competency training and regularly measure sales performance.

What would you say if I told you Formula 1 drivers train by driving down the track, looking exclusively in the rear-view mirror? Or what if I told you the most successful NFL football teams spend 90% of their practice sessions reviewing old game tapes?

Step-by-Step Guide to Effectively Develop and Measure Sales Competency

Companies operating in today's globalized business world must have a diverse customer base belonging to various age groups, generations, and cultures. This makes it crucial for businesses to adapt their sales training strategies accordingly to better connect with their customers and boost their sales.

Your Step-by-Step Guide to a Strong Go-to-Market Strategy

As we look to the end of Q4, external factors continue to play havoc with our ability to win new business – and yet, there are reasons to be hopeful.

AI may not be the best option for creativity, intuition, and emotions. However, when it comes to crunching numbers, it's a gold mine. From a revenue perspective, AI is a real game-changer.

Let’s help you put a plan in place for year-end success. One that focuses on elements that every salesperson can control.