Insights

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...

read more
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...

read more
“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...

read more
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...

read more
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....

read more
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...

read more
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...

read more
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...

read more
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,...

read more
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...

read more
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...

read more
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...

read more
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...

read more
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...

read more
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...

read more
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...

read more
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...

read more
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...

read more
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...

read more
A Growth Mindset is Not Enough

A Growth Mindset is Not Enough

Growth mindset is not enough. Because one alone cannot achieve business excellence. This is a lesson I was introduced to early in my career. But it took me years to figure it out. Six months into my very first revenue leadership role, my CEO sat me down and said:...

read more
The Mutual Success Plan

The Mutual Success Plan

Your ego has many costs.   For sales and customer success teams, the biggest cost is revenue. The more you make your conversations about you, your company, and your product, the more you will lose new logo deals, renewals, and expansion opportunities. The more you...

read more
Consulting as the New Selling with Monica Gout

Consulting as the New Selling with Monica Gout

From her first sales job to a CRO role for a Series D, B2B SAAS company in four years. How did that happen? How did that happen in such a male-dominated field? “As a consultant, I was trained to always begin a client conversation with how I can help them solve a...

read more
What We Can Do About Those Recession Blues

What We Can Do About Those Recession Blues

We are on the cusp of recession -- if we are not already in one -- so what is a sales leader to do? We have to stay focused on what we can control. A recent survey from Jimney revealed that 65% of us are worried about a recession. In fact, it’s one of the top concerns...

read more
Agile is the New Sales Methodology

Agile is the New Sales Methodology

Agile is the new sales methodology. Go-to-market (GTM) teams can learn a lot from software developers. Many of us know that modern software development is all about designing, developing, testing, and iterating based on systematic feedback loops. When executed well,...

read more
Improve Deal Velocity with a Buyer Success Statement

Improve Deal Velocity with a Buyer Success Statement

The simplest way to improve your deal velocity? Get to a buyer success statement. Think of the success statement as your buyer’s why. It recaps in two or three sentences what will motivate your buyer to purchase from you. A success statement leads to higher deal...

read more
Using the “10-Second Commercial” to Engage Your Buyers

Using the “10-Second Commercial” to Engage Your Buyers

Yes, you can really engage your buyers in 10 seconds. But it requires preparation and practice! Create four different “10-Second Commercials” on “Why” buyers should talk to you.   The big market problem you solve for buyers Your brand promise or unique value claim...

read more
Everyone Owns Top of Funnel

Everyone Owns Top of Funnel

“It’s not my job to prospect. It’s my job to work deals.” Really?! I have heard that from way too many AEs as well as sales consultants. There’s been quite a bit of chatter debating whether AE’s should be accountable to top of funnel activities, otherwise known as...

read more
The Old Way vs. New Way Play

The Old Way vs. New Way Play

Product-driving selling is an incredible annoyance to buyers, but appears to be alive and well. That is, at least judging from several recent vendor experiences. At Winalytics, like so many of you, we have been doubling-down on our outbound and demand generation...

read more
Buyer Personalization Starts on Your Website

Buyer Personalization Starts on Your Website

Many B2B companies miss the opportunity to start buyer personalization right on their website.  Karol Hernandez is solving this problem for SEAM Group. She knows, per Salesforce research, that 72% of B2B buyers expect a similar website experience as on a consumer...

read more
Creating Buyer Personalization at Scale

Creating Buyer Personalization at Scale

“We can't do personalization at scale.” I hear that all the time. And at first blush, it feels like it makes sense.   It’s hard to “personalize” sequences when an SDR touches hundreds of prospects every week. It’s hard to “personalize” our website when we have no way...

read more