by Brent Keltner | Jan 30, 2025 | Uncategorized
Shared sales playbooks are a key to top sales performance, but only when aligned with individual skill development needs. That’s the view of Mark Guthrie, VP of UW Solution Sales at Verisk. He stresses that playbooks must be embraced at the individual level: “As...
by Yan Gonzalez | Jan 30, 2025 | Uncategorized
Delivering personalized website experiences is essential for engaging potential clients in the competitive world of B2B marketing. Demandbase offers a model for tailoring websites to meet buyer’s unique needs. By leveraging account intelligence and AI-driven...
by Kevin Holland | Jan 23, 2025 | Uncategorized
While AI, automation, and other sales tech have gotten the lion’s share of headlines and investments over the last few years, savvy organizations are recognizing that true competitive advantage lies elsewhere: Continuously developing the skills and knowledge of...
by Brent Keltner | Jan 21, 2025 | Uncategorized
With the buyer journey now 70% digital, buyers have become sophisticated content consumers. If your content isn’t contextually relevant, you quickly lose engagement. Ren Chin, CMO at GoFormz, emphasizes this: “Contextually relevant content speaks to situational value...
by Brent Keltner | Jan 16, 2025 | Uncategorized
Top-performing sales teams train continually. In fact, sales teams that commit to an hour of weekly skills coaching per team member see 15-20% average sales performance gains. The ABC Fitness sales team, under the leadership of Lee Robinson and Aaron Verasammy,...
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