Author Archive:

Why Your Value Prop is Probably Terrible

These days people want to know specifically what value you’re bringing to the table.

Having a vague value prop will only frustrate and confuse potential customers.

Learn the importance and application of a well-defined value prop.

Where to Go to Harness the Power of Data Analytics

Data analytics has exploded as a business topic. Why? Because it’s so incredibly informative. Today’s guest is Marni Edelhart, Programming Manager for the Direct Marketing Association. In this episode, she explains the Marketing Analytics Conference, a conference meant for data scientists looking to understand the challenges brands are facing, and for marketing executives who want…

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What is Account-Based Intelligence?

Data is the core of any organization, and forming intelligence around that data sets the organization up for success.

This is known as account-based intelligence, and it’s changing the game of B2B sales.

Learn the importance of data when exploring the account-based model.

How to Position Your B2B Company So That Your Clients Can’t Live Without You

In order to win in sales, you have to meet a need, you just need to discover where you best fit into your customer’s business.

Learn how to become so ingrained in a client’s business that they can’t live without you.

Sales Pipeline Management: What 5.4 Million Sales Transactions Taught Us

Can you imagine how much valuable data you could pull from 5.4 million sales pipeline transactions?

Well, luckily for all of us, somebody did.

Learn about some staggering findings from an InsideSales pipeline management study.

3 Things You Need to Do When Transitioning From Founder to CEO

Every founder was once that raw entrepreneur trying to get the marketplace to pay attention to their idea.

Then, as success is reached, the founder typically transitions into a CEO role where building the team becomes more important than the individual tasks themselves.

Learn the three things you need to know to smoothly transition from founder to CEO.

The Reason Most B2B Companies Suck at Branding

B2B companies are so fearful to get creative with their branding that they stick to the basics like features and pricing, and completely pass over making an emotional connection with their audience.

Learn how you can use humor and novel ideas to make your B2B brand stand out.

A 5-Step Process for Actually Using Your Recorded Sales Calls

Most companies record their sales calls, but few of them are doing anything with those recordings.

Your sales calls hold powerful information that will be able to help future sales reps.

Learn best practices for using your recorded sales calls in this 5-step process.

This Mike Ditka Mantra Positioned Our Sales Team For Success

Think of sales as a game, don’t worry about the commission.

It’s a game that can be played well with the right attitude, preparation, and execution.

Learn how a Mike Ditka mantra positioned this sales team for success.

Stop Saying “People Buy From People They Like”

In sales, you could be the most charismatic, friendly rep, but if your product does not deliver value then you won’t make the sale, period.

Learn the truth about needing to be liked in sales.

Spoiler alert: it does not matter.

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