Latest Articles:
Efficient vs. Effective: the difference between being fast and being right.
What’s efficient isn’t always effective. Of the two, the latter is much more important. Here’s why.
Why your new initiative failed (and how to nail it next time)
This is what New Year’s Resolutions and new company initiatives have in common.
The unrivaled power of your book of business
Here’s what “your network is your net worth” really means.
New sales tools and methodologies? Why sales leaders should care
A leader’s craft is their combination of experience and ability to use new technologies and approaches.
The commercial power of employee brand ambassadors
How one of your most powerful go-to-market motions is hidden in plain sight.
What sales teams aren’t (but should be) doing with closed-lost opportunities
The right and the wrong way to handle Closed-lost deals.
The critical role of internal customer intelligence transfer in the buyer experience
There’s no worse way to start out with a new customer than a lousy post-contract experience.
Need higher performing sellers? Master these two types of sales coaching
The two ways leaders should coach for maximum success—for both the business and the seller.
Solving the disconnect between AEs and SDRs
Both buyer experience and the possibility for a Closed-Won deal suffer when the sales process is broken at the start line.
The quantifiable business impact of a buddy program
Time is money. Here’s how to supercharge onboarding and accelerate go-to-market productivity.
When sales leaders should spend less time in buyer meetings
How businesses must support sales teams to develop the skills to elevate sales conversations independently and understand when to escalate them appropriately.
The buyer-experience mindset: A powerful shift that’s easier to implement than you think
Most salespeople have never been professional buyers. Here are three best practices executives should follow to oversee the implementation of the buyer-experience mindset.
How to run effective sales meetings
Standing meetings don’t have to be a box to check. These strategies for the weekly sales meeting ensure sales organizations operate efficiently and produce actual results.
The weekly 1-on-1 needs an overhaul—here’s why and how
Executives can use these five best practices to coach their sales leaders to create better team dynamics, accelerated deals, and stronger sellers for the long term.
Cultivating successful teams with a growth mindset
The secret to providing personalized coaching that helps every seller reach their potential and drives revenue growth for their organization.
Four steps for an effective interview process
Our strategy for ensuring that, when the chosen candidate accepts an offer, it is because they’re in it for the long run.
Introducing the Connected and Empowered Enterprise
The Connected and Empowered Enterprise is the modern way to sell, prioritizing the buyer experience and leveraging a powerful resource: relationships.
Building a strong talent pipeline in 6 steps
How not to end up on the wrong side of the talent supply and demand chain when it comes time to add headcount.
Why we’re in a buyer experience crisis (and how to solve it)
Buyers have had it with spam. Why revenue teams must focus on providing buyers with a best-in-class experience at every step of their purchase journey.
