What You Need to Know About the Challenger Sales Model
June 19, 2019
Challenging buyers to disrupt their status quo, change, and choose you. This strategy, as popularized by the Challenger Sales Model, is one of the… Read more
What Kind of B2B Marketing Personalization Gets Results?
May 30, 2019
When it comes to B2B marketing personalization, most marketers believe the more personalized your message, the better your results. Our research backs this up.… Read more
Why Your Pipeline Progression Needs to Start With Better Conversations
May 6, 2019
Baseball season is an exciting time in my household, but it also comes with discouragement since it never seems to be “the year” for… Read more
The Best Way to Apologize to Customers, Backed by Science
April 30, 2019
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… Read more
Quick Quiz: Five Questions To Assess An Executive’s Clout (Updated April 2019)
April 28, 2019
With so many different ‘executive-level’-sounding titles in use today, it’s not always clear how much decision-making authority the contacts you’re targeting may have. What… Read more
The Good Guy Discount: Fear of Rejection and Sales Negotiation Techniques
April 23, 2019
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… Read more
What’s the Story? How to Use Storytelling Sales Techniques
March 12, 2019
To defeat the status quo, use storytelling in sales for a winning pitch. At the most conservative estimate, we humans have been telling stories… Read more
Winning Customer Renewals with a Messaging Framework
February 10, 2019
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… Read more
4 Strategies and Tactics for Better Sales and Marketing Alignment
November 28, 2018
According to Forrester Research, only eight percent of B2B companies say they have tight alignment between sales and marketing. That means that 92 percent… Read more
How to Increase Sales In B2B Corporate Situations
November 21, 2018
Ah, B2B sales. The products are complex, sales cycles are long, and they involve many decision-makers. It’s critical that your sales reps highlight the… Read more
