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Confidence and competence. All too often, that’s what salespeople lack when selling to the C-suite and other financial decision-makers. In fact, Corporate Visions research found that most companies aren’t satisfied with their ability to tell an executive-level story. 67 percent…

While you’re having a quarterly business review with your customer about utilization metrics and project status updates, that same customer’s name is moving through your competitor’s sales funnel. How well are you protecting that customer relationship from your competition?

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…

When it comes to creating lasting behavior change, most sales leaders assume that online sales training is just a pale imitation of the in-person classroom. But what if you could roll out an online sales training program that was proven…

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…

No matter how you phrase it, apologizing to your customers for a service failure is never easy. They’re upset, and you need to find some way to salvage the relationship and their business. But it’s tricky to navigate such a…