Blog

Articles Sellers Resist Behavior Change. Here’s How to Break Through. Many sellers resist behavior change. What can sales leaders do to break through that resistance and get them to adopt a new approach? March 14, 2023 | Erik Peterson
Articles Using Customer Feedback to Find and Fix Seller Blind Spots Data shows that your sellers don’t know why your buyers did or didn’t choose you more than half the time. Learn more about getting customer feedback efficiently and at scale. March 8, 2023 | Tim Riesterer
Articles AI’s Role in Sales Enablement: A View from the Trenches By keeping sellers on message when pivoting to time-sensitive opportunities or capturing niche market share, AI-powered sales enablement facilitates the next wave of sales efficiency, productivity, and results. March 7, 2023 | Doug Hutton
Articles Marketing Needs Science, Not Surveys Marketers typically depend on "best practices" and surveys, not science, to set their B2B marketing strategy. Here are four ways to start using scientific research and data to inform your plans. February 23, 2023 | Tim Riesterer
How to Have Hard Sales Conversations Articles Do the Hard Sales Conversations Selling is never easy, but some conversations are definitely harder than others. Use these three research-backed frameworks to tackle some of the hardest sales conversations. February 20, 2023 | Eric Nitschke
Articles How Do You Get Sellers to Use Marketing Content? Marketing creates content for sales, but sellers don’t use it. How do you fix this problem? Learn science-backed ways to get sellers engaged and use marketing content. February 15, 2023 | Dr. Leff Bonney
Articles 3 Science-Backed Techniques to Hold Your Audience’s Attention on Zoom Virtual sales meetings are here to stay, but there is still a collective concern about sustaining people’s attention in virtual sessions. Find out how to grab and hold your audience’s attention during virtual meetings with these techniques based on neuroscience research. February 9, 2023 | Dr. Carmen Simon
Articles Should You Whiteboard in a Virtual Sales Meeting? PowerPoint or whiteboard? Which presentation method should you choose? This article covers the pros and cons of whiteboarding vs. PowerPoint presentations, based on findings from several scientific research studies. February 7, 2023 | Tim Riesterer
Make Hybrid Selling Work for You Articles How to Make a Hybrid Sales Approach Work for You Research-backed ways to improve your chances of maintaining a successful hybrid sales approach now, and in the future. February 2, 2023 | Frank Pinder

Explore All Topics

Buyer Psychology
Customer Acquisition
Customer Expansion
Differentiate Your Products
Executive Conversations
Memorable Marketing
Messaging
Personalization
Remote Selling
Revenue Growth Strategy
Sales Enablement
Sales Kickoffs
Situational Enablement
Virtual Training