Resources

We spend a lot of time talking to our customers, reading, and thinking about sales and marketing. This is where a lot of our thoughts are put down on paper, screen, and video. Check out our quarterly sales and marketing messaging reports to see what our surveys have uncovered, read an overview of the books our market leaders have published, watch any of a number of webinars we’ve recorded on a wide variety of topics, or peruse our library of industry articles.


Featured Publications

 

The State of Sales and Purchasing

The State of Sales and PurchasingNew BayGroup-sponsored report from ES Research Group, “The State of Sales and Purchasing.” Learn what’s really going on in the mind of your buyers, and how you can use this information to improve the outcome of challenging buy-sell negotiations.

Download the report
Watch the video

Conversation System Overview

Conversation System OverviewLearn about how we work with companies to maximize value in their sales and marketing efforts.

Download our Conversation System Overview

 

 

Q3 2013 Survey in Partnership with Sales and Marketing Management

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Watch the video summary or read the article from Sales and Marketing Management.

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Is Your Company Living in the Dark?

Is Your Company Living in the Dark?You know that dimming the lights and turning on a PowerPoint is more likely to lull your prospects to sleep than to inspire them to make a buying decision in your favor. So…why are most companies still abusing slide decks in most of their customer conversations?

Download this new infographic on the power of whiteboarding

 

 


 

Videos and Webinars

Whiteboard SellingWhiteboard Selling: Empowering Sales through Visuals

Watch this one-hour webinar to learn how to free your marketing and sales teams from static slide decks, and enable the field to quickly adopt visual storytelling practices that apply to today’s fast-moving, competitive selling environment.

Watch the video
See all videos and webinars

 


 

Books

Whiteboard Selling: Empowering Sales
through Visuals
By Corey Sommers and David Jenkins

Whiteboard SellingWhiteboarding is a powerful visual storytelling technique that’s much more than stick figures and illustrated icons. It helps salespeople deliver critical messages in today’s fast-moving and competitive selling environment. Included are explanations, exercises and other activities for creating whiteboard presentations that engage customers and prospects, and win their business.

Order now
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Conversations that Win the Complex Sale
By Erik Peterson and Tim Riesterer

Conversations that Win the Complex SaleEveryone loves a good story, especially when it’s about them. In this book, you’ll find a methodology for making your prospect the hero. Read about techniques for engaging your client through compelling storytelling to ensure you stand out at every touchpoint in the buying process.

Read more

 

More Books

Customer Message Management: Increasing Marketing’s Impact on Selling
By Tim Riesterer and Diane Emo

 

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