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.
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.
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.
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.
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 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.
One Company’s Journey From Family-owned Business to Private Equity-owned Entity…And What They Learned Along the Way
On the latest episode of the B2B Revenue Executive Experience podcast, we spoke to Gary Walter, President and CEO of Infutor Data Solutions, to find out what it takes to go from a family-owned business to a private equity-owned entity.
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.
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.
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.
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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