Insights

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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6 Steps for Individualized Sales Coaching

6 Steps for Individualized Sales Coaching

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 Zoom, was palatable, like watching the most uncomfortable episode of The...

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Self-Solutioning is the Key to Buyer Intent

Self-Solutioning is the Key to Buyer Intent

“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 about finding “the heartbeat of modern marketing,”...

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The Right Content is King in your Buyer Journey

The Right Content is King in your Buyer Journey

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 titled a “A Content Tsunami,” shows 91% of companies...

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Three Rules of Content Amplification

Three Rules of Content Amplification

Content amplification. It’s a fancy way of saying let your buyer decide. It means put the same content in multiple places so your buyers can choose where and how they want to engage. The great majority of top of the funnel (TOFU) content used to be consumed through...

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Enabling a Culture of Sales Coaching

Enabling a Culture of Sales Coaching

It’s an old saw. Sales people get lots of training and coaching…and then they get promoted to sales manager and, suddenly, it stops.  Why? We don't assume sales people know everything they need to know the minute after they get hired. So, why do we assume that...

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Personalization Starts on Your Website

Personalization Starts on Your Website

Companies are investing ever greater amounts in personalizing the buyer and customer journey. Too many fail to recognize that personalization starts on your website. Gartner, McKinsey & Company, and Forrester have all done research showing companies proficient in...

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Data-Driven Demand Gen and Buyer Personalization

Data-Driven Demand Gen and Buyer Personalization

We are failing in demand gen efforts. Personalization at scale offers a solution.   For too many organizations, personalization means using generic, or AI generated, content in ham-handed and increasingly ineffective ways.  The work around building and executing...

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Sales 3.0, Skill #4, Prepping a Three-Part Meeting

Sales 3.0, Skill #4, Prepping a Three-Part Meeting

The right sales meeting prep can dramatically increase your deal velocity. And, the good news? You can do it in about 15 minutes. That is why skill #4 in our Sales 3.0 Series is building your skills for a quick, targeted prep session before each sales call to make...

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In a Sales 3.0 World, Mindset is All that Matters

In a Sales 3.0 World, Mindset is All that Matters

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 dominates the buyer journey.   Below I share four sales practices that...

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Customer Success as Sales Engine

Customer Success as Sales Engine

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."  So why is this? This strategic role of customer...

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For Great Selling, Focus on Consistent Problem Finding

For Great Selling, Focus on Consistent Problem Finding

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 thinking about this because a CRO recently shared his view that improving curiosity...

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“What Will Make You More Successful?”

“What Will Make You More Successful?”

“What’s the one thing that will make you more successful?” Mastering that simple question in your buyer conversations will make the difference between top and mediocre sales performance. All sales and deal velocity comes from helping a buyer see a path to a more...

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I Love Latin America

I Love Latin America

I am back in Latin America with my family. It is a place I love. It is a place of so many formative experiences stretching back several decades. It was in Latin America that I learned what it meant to be the “other.”   As an eight year old, I was one of two white kids...

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Empathy is a Habit of Mind

Empathy is a Habit of Mind

I used to think I was naturally empathetic, then a family member’s crisis showed otherwise. I have always been curious about other people, what makes them tick, and what they need. I listen actively, recap often, and make sure everyone is included in the conversation....

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Finding My Tribe

Finding My Tribe

It’s been a long, often lonely, journey. But I’ve found my tribe. I started my professional career as a Ph.D. social scientist doing qualitative research for a decade at Stanford and the RAND Corporation. I loved the focus in the Academy on learning, evidence-based...

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Getting Aligned is Hard… Staying Aligned is Even Harder

Getting Aligned is Hard… Staying Aligned is Even Harder

There is a persistent disconnect across Go To Market teams. Does any of this sound familiar? Marketing develops branding and messaging that isn't used by DemandGen or Sales  BDR teams set meetings that Sales views as poorly qualified and a waste of time Sales develops...

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Building Revenue Team Alignment

Building Revenue Team Alignment

Today will be interesting. I have to tell a CEO that “yes, he really does need to lead go-to-market strategy.” Revenue team alignment has to replace revenue team acrimony. I want to be as polite as possible. But, wow, conflict between these sales, marketing, and...

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Customer as the Source of All Truth

Customer as the Source of All Truth

Simple story, important insight. Your customers are the source of all truth. I was connected with a CEO working to turn around a company with a disruptive video infrastructure technology. They’d quickly gotten to $1MM in ARR then stalled. This CEO had a previous exit,...

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Gap Discovery Leads to Top Performance

Gap Discovery Leads to Top Performance

One simple thing sets top revenue teams apart from other teams. They get buyers to answer this question: “What is holding you back from reaching your goals?” The focus on gap discovery leads to top performance for at least four reasons. The first is that it anchors...

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We Do That Already

We Do That Already

“We do that already!” blurted out the VP of Marketing and VP of Sales almost in unison at a once promising $10M MarTech company.   Growth had flatlined. So, a board member asked me to answer a seemingly complex question:  “Why is this promising company underperforming...

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Fight or Flight Is Toxic

Fight or Flight Is Toxic

I had a verbal altercation on Christmas Eve. It was a valuable reminder that the “flight or fight” response wired into our brains is toxic. I was on my usual running route that morning. I had just stepped off the curb into a crosswalk. Out of the corner of my eye, I...

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The Power of Reciprocity in Business Relationships

The Power of Reciprocity in Business Relationships

“I’m not sure Winalytics is a fit for us, but I’m glad to talk if you feel there is a fit,” emailed a VP of Sales whose CEO has expressed interest in partnering with us. My response: “If you can share the top two or three areas you’d like to see your team improve, I...

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Service to Others Begins with Personalization

Service to Others Begins with Personalization

To build a culture of service to others, focus on personalization. Anyone who has ever volunteered with teens on soup lines will know exactly what I mean. One type of teen will show up on time and do everything asked of them, but do very little to engage patrons they...

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Achieving Personalization at Scale

Achieving Personalization at Scale

“I delete hundreds of emails every day, but I responded to yours. So, let’s get going.” That is how the CEO of an industrial automation company began a meeting with me at a recent  conference. His interest was piqued, but he was also in a hurry to get to the point. It...

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Check Your Ego at the Dojo Door

Check Your Ego at the Dojo Door

I am a 2nd degree black belt. I got there by always checking my ego at the dojo door. I started karate at 47 to have an activity I could do with my then 7-year-old son and 5-year-old daughter.   At the beginning, I was bad, really bad - the bottom quarter of any given...

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Authentic Communities Drive Engagement with Daniel Cmejla

Authentic Communities Drive Engagement with Daniel Cmejla

“The best marketing strategy is helping people,” says Daniel Cmejla, VP of Community and Brand at Chili Piper. “Since we are all wired for connection, one of the easiest ways to help is to support authentic community development.” Daniel defines an authentic community...

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Developing a Path to Partnership

Developing a Path to Partnership

Last week, I was in a closing call with a new enterprise client. At one point, the Director of North American Sales, who was part of the buying group, broke into this huge smile. “I love that you just did a ‘trial’ close,” he said. “It was awesome the way you stepped...

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Product-Led Growth Is Human-Led Growth

Product-Led Growth Is Human-Led Growth

If we build it, they will come… This is the PLG (product-led growth) story. Here’s a little secret: the PLG model is more human-led growth (HLG) than product-led growth. PLG works when product, success, and marketing teams work together, effectively with an agile...

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