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If your sales force can’t communicate value—why your solution is different, better, and worth more—your sales strategy won’t help you get more sales. So, what can you do? In this article, you’ll learn 10 research-backed tips for building a sales strategy that actually works.

You don’t need to focus your sales messaging on your prospect's title, position, or persona. Instead, speak to your prospect’s situation. Help your buyers realize that their current approach is so limiting that it puts their strategic objectives and/or their desired outcomes at risk.

The most popular approach to executive-level selling is the least effective, according to behavioral research from Emblaze and Corporate Visions. Conventional wisdom about executive selling says that if you want to talk with an executive, you need to talk like…

Your sales value proposition, or SVP, is a powerful messaging tool for communicating the unique value of the solution you’re selling. Unfortunately, most value propositions in sales fall short of delivering on that promise. According to research by SiriusDecisions, only 10…

The sale isn’t over just because your prospect becomes a customer. There’s still ample opportunity to grow revenue from customer expansion—nurturing your existing customer relationships, helping them see the value of growing with your solution, and continuing to build loyalty over time.

Challenging buyers to disrupt their status quo, change, and choose you. This strategy, as popularized by the Challenger Sales Model, is one of the most recognized sales training methods today. But where did it come from? And is it effective for every selling and buying situation?

When it comes to B2B marketing personalization, most marketers believe the more personalized your message, the better your results. Our research backs this up. 58 percent of B2B marketers we surveyed believed the highest effort personalization method is the most…

Baseball season is an exciting time in my household, but it also comes with discouragement since it never seems to be “the year” for my team. The coach’s explanation for the team’s lackluster play? The players are young, the team…

What can you do to figure out how to find the decision maker of a company? Use this five question quiz on your prospecting call and determine it quickly.

Back in January 2014, This American Life broadcast a segment in which one of the program’s reporters went to several stores, making purchases and using the negotiation technique of asking for a “good guy discount.” The idea is to establish…

Provocative messaging works wonders… except when it doesn’t. Among the exceptional scenarios, it turns out, are sales renewal strategies —a selling situation where marketers and sales pros need to have a compelling answer to the question that’s top of mind…

If you are responsible for enabling favorable sales outcomes, words of wisdom from Steve Jobs could do you well. In the absence of a single accepted definition, sales enablement is often thought of as a container for all of the…