Effectively selling depends on continuous skills reinforcement. Why? Because, the human brain is wired to forget. Research on the “forgetting curve” suggests we forget 50% of new information in a day and 90% within a

It’s an old saw – sales and marketing just don’t get along.   Sales is filled with “transactional” types who only care about money while the marketing “brainiacs” can turn a clever phrase but are often

Winalytics is a funny name. But it captures perfectly what makes a top sales team different.    Top teams find and act on their “win” or success patterns a lot faster than middling teams. And,

Sales coaching raises rep performance by 19% on average…but only if you also enable the marketing and customer success teams who feed your sales team! In the first of our 3-part series on “sales coaching

Top performing sales teams are different. They use playbooks to accelerate performance. Think about it. A sports team would never take the field without regularly practicing their playbooks. But many sales teams have no shared

Cringe-worthy moment. I watched a role play recently where the rep called his boss, who was playing the buyer, by the wrong name. And then he did it again.  The discomfort, even over a recorded

“Intent data” is all the rage right now. But intent data can be misleading. To accurately surface buyer’s intent, focus first on self-solutioning content. A Google search on the benefits of intent data offers promises

“Our success in moving from a freemium offering to department selling to enterprise selling all came from getting really good at personalizing value for individual partners,” says Jeremy Dean, Vice President and a founding executive,

Content is king is a common refrain, but not all content is created equal. For your buyer and customer journey, content that personalizes value is all that matters! Sarah MacKinnon, in a recent article aptly