by Kevin Holland | Sep 12, 2024 | Uncategorized
Question #1: Ever wonder where the term muscle memory comes from? Here’s how Gemini summarizes the neuroscience that underpins the phrase: “Myelin sheaths insulate neural pathways, making signal transmission faster and more efficient. Repeated practice thickens these...
by Brent Keltner | Sep 10, 2024 | Uncategorized
In sales, like in any sport, success comes with practice. Think about professional athletes. They have playbooks, they train every day, and they continuously refine their skills. Your sales team may have a playbook, but are you practicing it? If not, you’re missing...
by Brent Keltner | Aug 29, 2024 | Uncategorized
Data does not always create business value. It may just create noise. Knowing the difference is critical for companies with data, machine learning, and artificial intelligence offerings. “Within our customer accounts, there are multiple buyer sets,” says Ray Goforth,...
by Brent Keltner | Aug 23, 2024 | Uncategorized
Buyer personalization is not an oxymoron. Sure, it is impossible to personalize marketing for each individual buyer. But true scalability in personalization isn’t about focusing on every single buyer. It is about honing distinct personalization categories within your...
by Kevin Holland | Aug 22, 2024 | Uncategorized
Our MQLs suck Our SDR team doesn’t know what they are doing Marketing makes content that nobody looks at or cares about Marketing doesn’t understand who our buyers are Sales goes rogue; they don’t sound anything like our brand or positioning Sales...
by Brent Keltner | Aug 15, 2024 | Uncategorized
Not having a shared, cohesive sales process will lose you money. It leads to fewer closed deals, less accurate forecasting, and lower deal values. This is Growth Blocker #9 that Eric Rudolf and I identified in our conversation on the 10 most common blockers preventing...
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