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.

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.

Increasing Self-Awareness

Inboxes fill up, task lists go unchecked – we all have times when we struggle with maintaining the balance between our personal and business lives. But if we want to be our best, we have to take the time to work on ourselves first, and understand who we are and what we bring to our relationships.

Improving the Sales Experience

Everyone is familiar with the phrase “customer experience.” But what about the experiences a customer has with a sale before signing on the dotted line?

Improving Change Intelligence

The world is continually going through a great deal of transformations. Whether these are digital transformations or sales transformations, they all mean the same thing: change has become the norm whether you like it or not.

How to Establish a Culture of Phenomenal Customer Experience

We claim to understand the importance of customer experience. Yet, too often we fail to truly internalize how customer experience affects buyer behavior, and impacts the way individuals interact with brands, with sellers, and with marketers.

How FUJIFILM Uses Big Picture Thinking to Grow

These days, when everyone has a digital camera in their pocket, you’d be hard pressed to think of a more obsolete sounding industry than camera film.

How Customers Decide to Buy

When a company is trying to figure out how to move its product and set itself apart from the competition, the first question in this process should not be, “how are we better than the competition?” But, “what is the customer trying to accomplish and what role can we play in enabling that?”

How and Why B2B Buyers Buy, and How To Connect With Them

The number of people talking about how B2B buyers have changed and are more informed today are legion. The question now becomes how do you understand them, how do you connect with them, and what do you need to know in order to connect with them effectively to drive revenue growth and results.

Generating Revenue in a Digital Agency

The digital agency space has seen a lot of consolidation over the years, with many getting bought up by “the Big Four.”

The 4 Pillars of Effective SEO

Mostafa El-Bermawy is VP of Marketing at Workzone, but “SEO” probably belongs somewhere in his title, too.

Factors That Hold Back Growth

If you’ve ever been faced with a period of stagnation, it can be taxing trying to figure out what went wrong and why others are able to scale quickly when you’re stalling out.

How to Quantify Value in Sales and Close More Deals

Quantifying value is a vital step in the sales cycle. It proves that salespeople have a developed understanding of a prospect’s business issues and the impact of the proposed solutions — critical ingredients to building buyer confidence and helping prospects justify the purchase. Let’s look at a four-step formula for how to quantify value in sales.

Creating Phenomenal Value Propositions to Close Sales

It’s no secret that successful B2B companies are more focused on customers and how to provide tangible ROI. What’s surprising is that many companies fail to harness one of the most powerful tools to ensure customer acquisition—their value proposition.

Five Strategies to Close Business this Quarter

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.

eCommerce and Online Trends

In a new era of B2B buyers shifting towards eCommerce and online buying trends, we ask the question, “How can sales professionals and retailers be competitive?”

How are You Arming Your Team for the Crisis?

It’s become a cliché almost instantly, but “the new normal” is so apt. Even if you were remote before, now every day is take-your-kid-to-work day.

Drive Revenue Through Collaboration

As executives grow their businesses, they often experience a lonely road of solitude and don’t think to reach out to others for support.

How to Drive Greater Employee Engagement

As millennials continue to make up the majority of the workforce, it’s evident that they’re the group that’s least engaged in work.

The Dreaded Phone

As social networking online continues to evolve, less and less salespeople are comfortable picking up the phone and calling decision makers. Some may even think that cold calling doesn’t work.

Never Underestimate the Power of Communication

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.

The Challenges of Demand Generation and Goal Setting

In the most recent episode of the B2B Revenue Executive Experience, we sat down with Tim Matthews, VP of Marketing for Imperva and syndicated blogger and author of The Professional Marketer, to unravel the mystery of how to effectively align sales and marketing. We also covered challenges related to demand generation planning and goal setting.

Data Protection in Sales & Marketing

Data breaches, like the recent Facebook debacle, have put companies of all sizes under increased scrutiny when it comes to data privacy. New data protection laws and regulations, such as the General Data Protection Regulation (GDPR) in the EU, are being established to combat data breaches and provide increased transparency when it comes to data usage.

Customer Experience “Chick-fil-A” Style

Any B2C company knows that customer experiences are a number one priority. What can B2B sales organizations learn from B2C customer experiences? More than you would think.

The 5 Key Components of a Cadence

What makes a cadence tick? What’s inside it’s DNA that makes a cadence effective? Or perhaps, not so effective?

How to Use LinkedIn Ads to Grow Your Business

Advertising is an industry seeing a lot of change recently. Yet, ROI from advertising is one of the easiest ways to get traction. Especially, when you advertise on LinkedIn.

How to Leverage Authority Marketing

Authority marketing can separate you from competitors, drive revenue and turn you into a niche celebrity. But for many salespeople, it’s a struggle with where to start and how to get it done.

What AI Means for Your Business & the Future

AI is a hot topic these days. Whether it’s in an incoherent tech-startup pitch or ominous warnings from scientists about a techno-dystopian future, everyone seems to be talking about it.

Outsourcing Your Sales Efforts

At some point, every company has to consider what type of a sales team they will use. Outsourcing sales can benefit companies by not only improving ROI, but by providing a core competency in something that a business might not have.

Results-Based Relationships

Founders and CEOs often expect immediate results from new sales teams and employees. But that isn’t always realistic, or sustainable. To find out why, we sat down with Jacob Baadsgaard, CEO of Disruptive Advertising, a team-enabled agency that uses analytics and data to help clients grow their businesses, leveraging platforms like Google and Facebook.

How To Remain Authentic

Authenticity is one of the biggest challenges for salespeople in a profession that’s so laden with rejection that many fear it. Yet, authenticity is what separates the sales reps from the sales professionals and it’s what buyers want.

The Power of Content Marketing

You’ve no doubt heard the phrase “content is king,” but content alone is never enough. To be a successful content marketer, especially in the B2B world, you need to be plugged in to the sales side of things, and vice versa.

The Power of Coaching

Good coaching empowers individuals, inspires teams and drives results. But it’s often undervalued because it’s not always accessible and its importance may not be obvious.

Secret Sauce of Sales Enablement

The term “sales enablement,” is thrown around a lot and can mean different things to different sales professionals. We sat down with Paul Bickford, Denver Chapter President of the Sales Enablement Society, to discuss what sales enablement is, why it’s effective and how it can be leveraged as a resource.
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