Remote Selling
-
E-book: How to Make Virtual Sales Calls Engaging and Memorable
When your sales deck is the most visible part of your buyer’s experience, you can’t rely on the same in-person techniques to deliver a winning presentation. Get science-backed virtual selling skills to build and deliver a winning virtual sales presentation.
- Webinar Replay: The Keys to a Great Remote Sales Presentation
- Remote Sales 101: Ten Easy Tips to Improve Your Online Meetings
- Virtual Selling Just Became Vital to Your Business
- Make Virtual Sales Meetings More Engaging and Memorable
Situational Enablement
-
E-book: Win the Moment with Situational Sales Enablement
You can’t plan for competitive moves, market changes, or global events, but they happen all the time. Discover a faster, more flexible approach to training and enablement—one that doesn’t depend on a long-term, “just-in-case” plan.
- Webinar Replay: The Power of Rapid Response Situational Enablement
- The Three Waves of Sales Enablement
- Three Examples of Situational Enablement in Action
- Proving the Power of Situational Enablement
Memorable Marketing
-
Report: Creating Marketing Materials that Drive Buying Decisions
It's no longer enough to influence awareness or interest with your messages and content—Marketing is now driving buying decisions. Get science-backed strategies to make your marketing more influential in this research report.
- Webinar Replay: Four Key Marketing Skills to Drive Buying Decisions
- Webinar Replay: How to Make Marketing Memorable
- Marketing is Moving Further Down the Sales Funnel
- Why is Most B2B Marketing So Forgettable?
Customer Expansion
-
Interactive E-book: The Expansion Sale
If you’re interested in The Expansion Sale but haven’t yet bought your copy of the book, check out our newly released interactive e-book. You’ll get specific, practical, and actionable approaches to create and deliver your message for maximum impact in your customer conversations.
- Webinar Replay: The Expansion Sale
- E-book: Four Must-Win Commercial Moments in Customer Success
- Avoid These Critical Mistakes in Your Quarterly Business Reviews
- The Best Way to Apologize to Customers, Backed by Science
Customer Acquisition
-
E-book: Winning the Four Value Conversations
Buyers now want you to sift through all the info that’s out there, then deliver insight into what they’re missing that will improve performance. Get this e-book and discover the messages and skills your sellers need to win at every stage of the Customer Deciding Journey.
- Webinar Replay: (Co-)Creating the Buying Vision for Change
- Defeat Your Prospect’s Status Quo with Unconsidered Needs
- What You Need to Know About the Challenger Sales Model
- Sales Strategy: What’s Most Effective? A Great Message!
Executive Conversations
-
Report: Messaging for Executive Access
Conventional wisdom says that if you want to talk with an executive, you need to offer up relevant case studies, ROI calculations, and quantified strategic results. That advice made sense 25 years ago, when you had limited access to executive decision-makers. But does it still hold up today?
- Report: Decide or Defer?
- Webinar Replay: Toe to Toe with the CXO: Improve Your Executive Selling Conversations
- Webinar Replay: Gaining Executive Access—Why Your Traditional Approach Isn’t Working
- Selling to the C-Suite: How to Get Executive Decision Makers to Act Now
Virtual Training
-
Report: Can Virtual Training Be Better Than the Classroom?
When it comes to creating lasting behavior change, most sales leaders assume that virtual sales training is just a pale imitation of the in-person classroom. But what if your virtual training program was as effective—if not more effective—than classroom training?
- Webinar Replay: The Power of Situational Sales Enablement
- Can Online Sales Training Work Better Than the Classroom?
- Deficit Learning and the Rise of the Just-in-Time Situational Salesperson
- The Necessity of Fluency Coaching
Messaging
-
Webinar Replay: Avoid the Parity Trap
No one wants to believe your solutions are the same as your competitors. Yet, in well-defined categories, multiple companies can feasibly do the same job with similar capabilities and pricing. How do you avoid this parity trap and create the competitive separation you need to stand out?
- Report: One Little Word. One Big Difference.
- E-book: Winning the Four Value Conversations
- What You Need to Know About the Challenger Sales Model
- Sales Value Proposition: How to Build and Deliver a Powerful SVP
Personalization
-
E-book: It’s Not Business, It’s Personal
As more organizations rush headlong into Account-based Marketing, marketers are expected to amass an encyclopedic understanding of their targets—everything from earnings data to competitive intelligence to where the CEO went to grammar school. But is all this personalization truly necessary? And, more importantly, is it working?
- Report: One Little Word. One Big Difference.
- Webinar: The Science (Not Opinions) of Email Personalization
- Webinar: Secrets of Email Prospecting
- What Kind of B2B Marketing Personalization Gets Results?