by Kevin Holland | Oct 31, 2024 | Uncategorized
Teams, individual athletes, dancers, musicians, actors, and public speakers who excel all engage in regular practice and coaching routines. In previous posts, we have discussed the link between these professions and those of us who interact with prospects and...
by Brent Keltner | Oct 29, 2024 | Uncategorized
Everyone owns the top of the funnel. It’s an old expression that needs a new definition for a buyer journey that has become 70% digital and self-directed. Let’s take a look at recent research from Salesloft and the Bridge Group to see how this new buyer journey is...
by Brent Keltner | Oct 24, 2024 | Uncategorized
Sales playbooks are the most basic building block for any high-performing sales organization. That’s the view of Phil Charland. He’s learned the critical role of sales playbooks in more than a decade as a CRO and VP Sales leader at companies including...
by Yan Gonzalez | Oct 22, 2024 | Uncategorized
Personalization has become more than just a trend—it’s a necessity. Companies that contextualize for individual buyers earn not just customer loyalty but also a significant competitive edge. Contextualizing for each buyer means delivery of impactful proof...
by Brent Keltner | Oct 17, 2024 | Uncategorized
Growth at all costs demand generation is now dead. It’s being replaced by intent generation that optimizes spend on in-market buyers with demonstrated intent. Heavy demand generation investments have killed profitability for many B2B companies, with Salesloft’s data...
by Brent Keltner | Oct 15, 2024 | Uncategorized
In today’s highly competitive landscape, marketing and sales alignment is a key revenue growth driver. It only works with agreed-upon metrics and measurement. That’s that view of Grant Johnson, and he should know. Grant is a six-time CMO responsible for...
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