Expert Tips & Actionable Insights

Unlock success in sales with our curated resources. Dive into expert tips, insights and exclusive webinars to seamlessly integrate value selling into your routine. Whether you're a sales/enablement leader, marketer or individual contributor, your shortcut to driving revenue starts here.

Where New Revenue Leaders Should Focus Their Energy

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.

Episode 324: Where New Revenue Leaders Should Focus Their Energy with George Eliopoulos

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.

Episode 323: The Essential B2B Sales Strategies for Scaling Your Revenue with Greg Nutter

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.

How to Craft Winning Product-Led Growth Strategies

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.

Episode 322: The Future of Distributed Teams: Building Human Connection in a Virtual World with Brett Martin

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.

How to Master the Art of Cold Calling in 5 Simple Steps

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.

Episode 321: Mastering the Art of Cold Calling with Jason Bay

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.

From Ground Zero to Sales Hero

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.

Episode 320: From Ground Zero to Sales Hero with John Westman

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.

Selling to the C-suite: Asking Better Questions in Sales Calls

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 Emotional Fitness Can Boost Your Sales Performance

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.

Episode 319: How Emotional Fitness Can Boost Your Sales Performance with Ben Drakes

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.

Tackling the Buyer-Seller Dynamic Frictions

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.

Episode 317: Align Your GTM Teams for Measurable Results with Kimberly Kaminski

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.

Episode 316: Are You Solving the Right Problems for Your Customers? With Suraj Sampath

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?

Episode 315: Create a Powerful Marketing Ecosystem with Ben Sturtevant

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.

Episode 314: Tackling the Buyer-Seller Dynamic Frictions with Greg Brown

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?

Episode 313: Gail Behun's Approach to Aligning Sales Strategy with Sales Enablement

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.

Episode 312: Find Your Ideal Customer Profile with Eric Holmen

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

Selling to the C-Suite: Gaining Access

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.

Episode 311: The Seven Deadly Sins of Sales Training with PJ Nisbet

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?

Episode 310: Modernizing Hiring Criteria for Next-Gen Leaders

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:

Episode 309: The Evolution of DevOps and Its Next Frontier with Matthew Volm

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.

How to Unleash Your Rep Superpowers

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?

Episode 307: How to Build a World-Class Enablement Function with Kelly Lewis

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.

Episode 306: Unleash Your Rep Superpowers with Steve Waters

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?

How to Overcome the Sales Effectiveness Blockade

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.

Episode 302: Inspiring Action Through Storytelling with Karen Eber

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?

Episode 299: How to Break the Used Car Salesperson Stereotype with Harry Spaight

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?

Episode 296: Personalization and Authenticity in Sales Communication with George Storm

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?

Episode 295: Dealing with Burnout as a Top Performer with Stephen Hardy

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.

How to Give Your Marketing Messaging Needs a Makeover for Rocketing Engagement

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.

Refining High-Performing Leaders and Teams

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.

From Sales Planning to Profit

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

When a Sales Qualification Tool Isn't Enough

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?

Episode 294: What Does 'Good' Look Like in Sales? With Kate Lewis

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.

Episode 293: Tailoring Sales Training for a Multicultural Marketplace with Leon Morris

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.

The Secret to AI is the Key to Better Sales Calls

When it comes to generative AI, we’ve all learned that a generic prompt renders a generic result – and the same holds true for your sales calls.

Your Playbook to Closing Crucial Deals in Q4

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

Refining High-Performing Leaders and Teams with Matt Phillips

we are joined by Matt Phillips, a High-Performance Sales Leadership Coach and Mental Toughness Expert at Matt Phillips Leadership Coaching. Matt is a former professional baseball player in Austria's Bundesliga (first league) and a Division-1 college baseball player in the United States. He also has an extensive background in operations, accounting, and business development, having worked and consulted for multiple Fortune 500 companies worldwide.

From Sales Planning to Profit with Dana Therrien

Sales planning - a daily discussion topic for every CRO and sales expert. Only a handful of organizations are really able to drive their sales numbers, while others feel like getting stuck.

What Sales Executives Need To Hear To Improve Results

Peter draws on 30 years of sales and sales management experience as he leads, mentors, trains, and coaches sales teams to greater heights. Leveraging the power of the ValueSelling Framework, he helps B2B sales organization worldwide increase revenue by selling value, shortening sales cycles and maximizing deal sizes.

The Importance of Having a Well-Trained Sales Team

Imagine a wall. If you have an untrained sales team, and you say, “Go, go, go,” they will inevitably keep running into the wall and bouncing off. After running into the wall enough times, you have to step back and ask how to get over it. There might be a lot of ways: you might be able to bring a ladder, make a human ladder, fly over, or use a pogo stick.

Webinars Are Not Dead!

Webinars. They’ve been around a long time, but are they still relevant? At times, they can get the reputation of being too time consuming and not providing the return that they once did. But, that doesn’t have to be if you know how to harness their superpowers.

What Everyone in Sales Needs to Know About Marketing

I get it, there’s some natural friction between sales and marketing. It’s okay, though. It’s a healthy form of competition, a symbiotic relationship keeping both sides sharp.

Virtual Selling

More and more organizations are implementing virtual selling as they reevaluate their travel budgets, cost of sales and changing desires of buyers.

Using Sales Analytics Across the Entire Organization

With a rise of big data, there are more and more opportunities for companies to leverage their analytics and drive different approaches to business return.

Understanding Retail Dynamics

Turn on the news and you hear countless stories about store closings and forgotten malls – no doubt casualties in the evolution of retail. With ecommerce displacing brick and mortars, it’s easy to cry “death of retail,” but retail is very much alive and thriving.

Inside Tips to Sales Success in the Public Sector

When you’re selling to the public sector, navigating the sales process is a lot like finding your way through the wilderness. There are a lot of odd rules and cultural expectations and it is an arena that is completely unforgiving of mistakes.
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