Research: Differentiating Your “Virtual” Sales Meetings
September 20, 2018
What does the typical sales meeting look like today? A better question might be: What does the typical salesperson look like? A market-sizing survey… Read more
Why Your Sales Kick-Off Needs a Shake-Up
September 17, 2018
The sales kick-off needs to hit the reset button. Why? Because too many kick-offs get bogged down by product knowledge breakouts (information) while failing to… Read more
Deficit Learning, and The Rise of the Just-in-Time, Situational Salesperson
August 31, 2018
Do you remember the last time you had to change a flat tire? (Okay, maybe you just called AAA, but let’s just imagine you’re… Read more
One-Size-Does-NOT-Fit-All
August 16, 2018
New customer acquisition and demand generation just seem to get all the love when it comes to commercial spend and resources. Meanwhile, the vast… Read more
Research Preview: To Add “Friction” to Sales Calls, Or Not?
July 26, 2018
At a time when 61% of respondents conduct at least half of their meetings over the phone on on the web (and 38% conduct… Read more
Value Delivery Tips for Successful “Virtual” Sales Calls
July 19, 2018
In the 60s and 70s, the Bell phone system had a catchy commercial slogan I remember to this day: “Long distance. It’s the next… Read more
The “Other” Marketing Science
June 27, 2018
Being the VP of Marketing for a marketing and sales messaging and skills organization is not always easy. My team and I are well… Read more
From Offline to Online to Inline Learning
May 31, 2018
Most training and learning efforts are based on clusters of competencies, supported by a curriculum or catalog that gets scheduled on calendar-based interest and… Read more
Do Botanists, Bakers and Farmers Know More About Revenue Than You?
May 7, 2018
Think about these three things: a honeycrisp apple, a cronut and a mule. Each is an example of a hybrid that was created for… Read more
What’s the Best Approach for Upselling Customers to Upgraded Solutions?
April 20, 2018
“But how do we sell in this situation?” Research has a way of begetting more research. As soon as we conduct a study that… Read more
