No one really cares about your product. That is, unless it solves an important problem for them. That is why skill #2 in our Sales 3.0 Series is building your expertise with micro-presentations highly tailored

AI has sparked both excitement and apprehension. With its ability to automate tasks, process vast amounts of data, and mimic some human characteristics, AI has already started to transform business and will continue to do

Land and Expand is a key growth strategy for any multi-product company. Less obvious is that the #1 driver of land-expand success is the go-to-market leadership team’s mindset. “There are lots of things that have

Sales 3.0 Series, Skill #1: Start every sales conversation with discovery, rediscovery, or confirmation on your buyer’s why. Why are they talking to you? The sales profession is still recovering from the disaster of the

Creating faster account expansion is always a priority, particularly in a challenging economy. The key to expansion is continual discovery across your entire go-to-market (GTM) team. “Rather than being siloed focusing on a single product,

We are in a Sales 3.0 world. Your mindset drives your performance. But, there is a catch.   Almost all your sales training has created the wrong mindset — a mindset in which the seller journey

Customer Success (CS) has become vital to sustainable sales growth. Recent headlines tell the story: “Why Customer Success is the Future of Revenue Growth” and “Why Customer Success is Vital to the Future of Sales.” 

For growth-driven businesses, the buyer journey needs to take priority over the seller journey. “We have to think about accountability to the buyer for each go-to-market team,” says Roderick Jefferson, author of Sales Enablement 3.0.

Curiosity is an important skill for all of us, but not so much in our sales conversations. Great selling is based a lot more on consistency than it is on curiosity or creativity. I am