Insights

Your Discovery Talk Track Might Suck

Your Discovery Talk Track Might Suck

Too many of us suck at discovery. That’s my conclusion from a couple decades of observing and participating in sales conversations. We often see reps asking high-level questions about goals and priorities. Questions like: “What are your main objectives for this year?”...

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5 Key Practices of the Modern Marketer

5 Key Practices of the Modern Marketer

The buyer journey has fundamentally changed. And, many buyers feel overwhelmed. Today’s buyers have access to nearly unlimited information about you and your competitors from websites, peer and product review sites, social media, and email outreach. It is information...

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Personalization is Key for a Compelling Brand Experience

Personalization is Key for a Compelling Brand Experience

Your brand isn’t just about your company’s identity anymore. It’s about your buyer’s journey. Marketers get excited about building brands – and for good reason. Your brand in many ways is your company’s heart and soul.  But a powerful brand identity alone won’t...

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Mastering the Art of Agile Learning for B2B2C Sales Teams

Mastering the Art of Agile Learning for B2B2C Sales Teams

Gym owners, car dealers, retailers, and travel agents are constantly on call responding to their buyers. They want you to be just as agile. Embracing agile learning is now paramount to prospering in B2B2C sales.  For ABC Fitness, like many businesses, the pandemic was...

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Unlock Intent Data Without Buying a Mercedes

Unlock Intent Data Without Buying a Mercedes

Intent data has emerged as a crucial tool in this buyer-led era; but, it may seem daunting, complex, and expensive. But in reality, you can start right now by keeping it simple and without having to invest tons of money on tools.  Simplifying Intent data boils down to...

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Intent Data and In-Market Accounts

Intent Data and In-Market Accounts

“Know thy customer” has taken on a whole new meaning in a buyer-led era. Cold outreach is increasingly seen as outdated and intrusive. Instead, the focus has shifted towards understanding buyer intent and facilitating a guided buyer experience. Leveraging buyer intent...

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The Buyer-Led Future

The Buyer-Led Future

It’s not about you, it’s about your buyer. And, your BDR & SDR roles are the tip of the spear in figuring out why your buyer is talking to you. Rethinking the Role The future of the SDR and BDR roles is going to change, and change a lot. The traditional paradigms...

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Only Personalized Content Matters, Here’s Why

Only Personalized Content Matters, Here’s Why

We’ve all heard the mantra: “Content is king.” But let’s be real – not all content wears the crown equally. When it comes to your buyer’s journey, the real game-changer is content that personalizes value. Somewhere around 90% of companies are increasing their content...

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Personalized Demand Generation Reduces Funnel Friction

Personalized Demand Generation Reduces Funnel Friction

Are your marketing efforts falling short despite increased spending? Consider this: The cost of a B2B lead has surged from $50-$60 to $90-$100 in the last decade. It now takes nearly 11 touches to convert a buyer for a discovery call. The missing link in most demand...

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Personalizing Your Brand Positioning

Personalizing Your Brand Positioning

Marketing teams are looking for every advantage to grow in a challenging business climate. B2B and branding spend was $35 billion in 2023, a whopping 58% increase from 2020. There are three common mistakes B2B marketers make as they invest in breaking through the...

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Buyer Personalization Through Sales Playbooks

Buyer Personalization Through Sales Playbooks

A staggering 74% of buyers opt for the company that was first to provide value, according to Corporate Visions. This statistic underscores the undeniable importance of personalizing value in every sales conversation.  Why should sales leaders care about this? The...

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Intent-Based Demand Gen is The Future

Intent-Based Demand Gen is The Future

The buying journey now is mostly digital. Buyers are often 70% of the way through their evaluation before they engage sales. B2B Buying Groups typically number at least 7 people. This group will have consumed your organization's content (hopefully), read about you on...

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Personalizing Content through Sales and Field Enablement

Personalizing Content through Sales and Field Enablement

There is a “content tsunami” out there. Don’t be part of it. Personalize content to buyer value. Somewhere between 60% to 90% of marketing-generated content never gets used by sales or customer success teams. There’s a surplus of content, but most of it is not aligned...

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Stop the Insanity. It is Time to Rethink Lead Generation

Stop the Insanity. It is Time to Rethink Lead Generation

Stop the insanity. It is time to rethink lead generation. We have all read the headlines: 80% of B2B Sales Interactions Between Suppliers and Buyers Will Occur in Digital Channels by 2025 B2B buyers are nearly 70% through their buyer journey before ever contacting...

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Content Journeys on Your Website

Content Journeys on Your Website

There’s a content tsunami out there. 91% of companies are producing more content, but only 30% have a defined buyer journey that motivates this content.   The result is that a ridiculous amount of content is being produced that does not engage, but instead overwhelms...

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Force Multiply Your Time to Money

Force Multiply Your Time to Money

“Sure we could have done it ourselves, but it would have taken us two years. And, that would have resulted in a lot of lost revenue. You guys got it done in six months.”  That’s how Russ Jackson, Vice President of Growth Sales at NECI, explained the decision to...

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The Power of Focusing on Assistance Over Selling

The Power of Focusing on Assistance Over Selling

“There has been a sea change in how companies go-to-market,” observes Ren Chin, Chief Marketing Officer at GoFormz. “Just 8 or 9 years ago, many companies could be successful with an enterprise, outbound motion. But now, things aren’t quite so simple.” GoFormz,...

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“So You’re a New Sales Leader, Now What?” Chapter 2

“So You’re a New Sales Leader, Now What?” Chapter 2

In our first installment of our “So, you're a new sales leader” series, we shared 8 tips for getting a strong start. In this second installment, we’re sharing perspectives on 3 of those tips from some of our esteemed colleagues. Understand what works. First, focus on...

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Buyers Need to See Themselves in Your Website

Buyers Need to See Themselves in Your Website

“Your website is really bad,” commented a key board member in a client’s recent board. Words that would make any revenue leader’s heart stop.  Your website is at the founding of the buyer personalization experience. It’s typically the first point of contact and...

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Accelerate Sales with Well-Defined Skills Coaching

Accelerate Sales with Well-Defined Skills Coaching

Sales coaching raises rep performance by 19% on average…but only if you have clear coaching plans at both the individual and team level. It’s not just about working harder; it’s about working smarter.  Here is an essential coaching tip. We are all individuals. You...

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You’re a New Sales Leader… Now What?

You’re a New Sales Leader… Now What?

Congratulations on stepping into a new leadership role!  Remember that great onboarding experience as a new rep? Yeah, that’s not happening for you as a new manager.  Remember all those playbooks, coaching, and super consumable learning journeys you got? Yeah, well,...

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Personalizing Your Value Prop to K-12 Buyers

Personalizing Your Value Prop to K-12 Buyers

“With the help of Winalytics, we’ve personalized our district strategy and refined our Superintendent messaging with active A/B tests,” explains Kimberly Moore, CEO, Go Together. Across the country, K-12 schools have been grappling with ongoing funding challenges and...

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Effective Selling is a Perishable Skill

Effective Selling is a Perishable Skill

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 week. And, the amount of “new information” sales...

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How Top Performing Sales Teams Win Faster

How Top Performing Sales Teams Win Faster

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, they use playbooks to make these win patterns repeatable. We all live...

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The Benefits of Programmatic Coaching

The Benefits of Programmatic Coaching

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 to improve performance,” we have shared some whys and hows...

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Sales Playbooks Are The Foundation For Sales Acceleration

Sales Playbooks Are The Foundation For Sales Acceleration

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 plays to guide buyer conversations. Just...

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