Insights

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...

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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...

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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...

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Ditch the Pitch, Focus on Your Customer’s Why

Ditch the Pitch, Focus on Your Customer’s Why

Product pitching hurts when selling, but it is more common and more damaging in customer success.  When Jeremy Kelly was at Burning Glass, he saw customer success teams were not often getting beyond their product -- product onboarding, training, and implementation --...

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Laurie Schrager is a COO and a CEO Revenue Partner

Laurie Schrager is a COO and a CEO Revenue Partner

CRO is a “hot” trending title, but some CEOs are choosing a COO as their revenue partner instead. I recently spoke to Laurie Schrager, COO of Element, to understand why. “Our CEO needs to be out in front, building the case for Element to the market and investors.  He...

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50 Reviews in 50 Days ⭐️⭐️⭐️⭐️⭐️

50 Reviews in 50 Days ⭐️⭐️⭐️⭐️⭐️

I knew writing my first book would be hard…but marketing a first book is even harder! For that reason, I was very pleased to get 50 reviews for The Revenue Acceleration Playbook 50 days after the early April launch.   Thanks to those who took the time to share this...

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Start with Your Buyer’s Why

Start with Your Buyer’s Why

Start with your buyer’s why…in every single conversation! Share your product capabilities through stories, because stories make your product actionable. These were key themes in Brent’s recent conversation with Wesleyne Greer on The Science of Selling STEM podcast....

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Be a Buyer Guide to Succeed in the New World of Selling

Be a Buyer Guide to Succeed in the New World of Selling

Listen to Brent and Ramzi Marjaba discuss this and other topics on Ramzi’s “We The Sales Engineers” podcast. In the old world of selling, buyers needed you to find out about your product. They were dependent upon you to share information critical to their purchase...

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Start with your why.

Start with your why.

If we’re not excited about our company and its products or services, why should our buyers or customers be excited? They shouldn’t be! Buyers and customers can sense right away if you aren’t passionate about your company and its offerings. They can also sense if you...

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Make It a Conversation

Make It a Conversation

“What are you working on?” True story. That simple question helped Claudette, a new BDR 4-weeks into her role, to turn a “no” into a $200k opportunity.  Here is how the conversation went: Claudette: “Hi, good morning, I was following up on my email about safety...

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Get the Incentives Right to Land and Expand Faster

Get the Incentives Right to Land and Expand Faster

Ben Robinson, SVP of Sales at Zeel@Work, talks to Brent about his innovative approach to connecting sales and account management to support faster account expansion and higher enterprise deal values with a team selling approach.    To encourage all of his sales team...

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Ask for Referrals. Sell More.

Ask for Referrals. Sell More.

Are you missing out on getting business because you’re not asking your customers for referrals? The answer is probably, YES!  This is just one of the many topics Alice Heiman and Brent discussed recently on her Sales Talk for CEOs Podcast. Most happy customers are...

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Reference Selling for Faster Growth

Reference Selling for Faster Growth

Brent talks to Beth Nelson at Plus Delta Partners about the power of reference selling as a business growth driver. Beth and the team at Plus Delta have figured out that they can grow much faster by learning their customers’ language and capturing their customer’s...

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Be Authentic. Close Faster.

Be Authentic. Close Faster.

In a recent conversation on the Stories Of Selling Human podcast, Alex Smith and Brent discuss how to close deals faster by using an authentic approach to sales discovery. While it may seem counterintuitive to busy sales people, in reality, taking a more authentic,...

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Be Human. People Buy from People.

Be Human. People Buy from People.

Be human. People buy from people they like, not from companies. Of course, building rapport will definitely not secure you a deal by itself. That’s more a function of the value you and your company can offer a buyer. On the other hand, NOT building rapport can lose...

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Personalizing Authentic Prospecting Outreach

Personalizing Authentic Prospecting Outreach

Brent and Jason Pasquale of Activator Dealer Solutions discuss taking a very personalized approach to prospecting outreach and shifting your focus from your product to your buyer’s business objectives.  Authentic prospecting anchors on buyer goals and sharing social...

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Recap Often to Close More Deals Faster

Recap Often to Close More Deals Faster

Recap often. It is that simple. If you recap often in your buyer and customer calls, you will close more deals faster. I have been asked a lot lately on podcasts: “What’s the easiest way my listeners can start having the authentic conversations you recommend? What one...

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Using Programmatic Prospecting to Set More Meetings

Using Programmatic Prospecting to Set More Meetings

Brent and Christina Yu of NovoEd discuss prospecting as a way of gathering market intelligence and getting smarter about your value prop. Every prospecting campaign is an opportunity to test your value messaging against different buyer personas. “Obviously a key goal...

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The Power of Small Wins

The Power of Small Wins

Great buyer discovery is really just a series of “small wins.” Brent was honored to be the first male guest on Lori Richardson's Women in Sales Podcast.   Listen to Lori and Brent and talk about the “give and take” of good buyer discovery.   Rather than have the buyer...

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Accelerating Deal Velocity with a Platform Value Prop

Accelerating Deal Velocity with a Platform Value Prop

“You build the most momentum in buyer conversations by engaging individual buyers with a message specific to them while also connecting all buyers to shared goals” That is how Sujay Darji, Regional Sales Manager for Anthology, a provider of enterprise higher education...

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The Myth of Sales Experience

The Myth of Sales Experience

Have you ever heard Venus Williams or Tom Brady or Derek Jeter complain about practicing? For top performers, a commitment to practice is a given. So when asked to train or practice, why do so many salespeople respond with something like: “We don’t need to practice,...

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The Playbook: A Different Approach to Revenue Growth

The Playbook: A Different Approach to Revenue Growth

“Nobody cares about your products except for you. They care about themselves” is how David Meerman Scott explains the key reason product pitching fails sales and marketing teams. In a recent conversation with David, I had the opportunity to explore why go-to-market...

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Selling with Your Customer’s Voice

Selling with Your Customer’s Voice

“Arguably the single most important input for your prospecting motion is understanding why your existing customers chose you in the first place.” We live in a noisy world and it is difficult to stand out, but capturing your customer’s voice can help you break through....

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Authentic Follow Up Emails as a Powerful Coaching Tool

Authentic Follow Up Emails as a Powerful Coaching Tool

“The follow up email doesn’t lie. You either learned these things in the meeting or not.” Listen to Bobby Coy of Activator Dealer Solutions explain why he finds follow-up emails such a powerful tool to review and coach on discovery calls. The best discovery meetings...

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Anchoring Account Expansion on Customer Value

Anchoring Account Expansion on Customer Value

In traditional account planning, the focus on customer value can quickly get lost in the industry analysis, competitive positioning, product white space, and relationship mapping.  Carrie Straub at Mursion shows how to change this formula to grow account values...

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The Real Reason Sales Methodologies Fail

The Real Reason Sales Methodologies Fail

 They focus on the seller. And sellers do not close deals, buyers close deals.  If you are a seller, all you can do is guide. You can guide the buyer to understand the value of partnering with you. You guide the buyer through their internal purchasing process. There...

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The “Diversity Bonus” to Sales Team Performance

The “Diversity Bonus” to Sales Team Performance

How well do you leverage a diversity of backgrounds to build a high-performing sales team? “Building a diverse team is one of the keys I have found to consistent high-performance in sales,” says Christopher Sheppard, SVP of Higher Education at Vector Solutions....

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Team-Based Learning to Sell Faster

Team-Based Learning to Sell Faster

How effectively do you use team-based learning to understand what your buyers value, so you can sell more and sell faster?    “We use a weekly ‘test and improve’ session to be more successful in our sales positioning and execution, “says Greg Carder, Vice President of...

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Selling with Your Customers’ Voice

Selling with Your Customers’ Voice

How well do you harness your customers' voice to sell faster into target market segments?    “We sell to fundraising teams in four different markets,” says Beth Nelson, Chief Client Officer at Plus Delta Partners. “We work with research universities, small- to...

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Recruiting for a Top Sales Team

Recruiting for a Top Sales Team

What matters most in building a top sales team - recruiting or skills training?    “Our sales success comes from recruiting for the right intrinsic characteristics,” says Josh Allen, Chief Revenue Officer at Owl Labs. “Sales process, messaging and negotiation are...

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Jumpstart Growth with Verticalization

Jumpstart Growth with Verticalization

When is the right time to build vertical expertise?    “It is never too early!” says Rob Brewster, CEO at GoFormz. “Investing in verticalization helped jumpstart our growth.  It brought us closer to customers and let our sales teams speak with expertise by using the...

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Expanding with a Platform Value Prop

Expanding with a Platform Value Prop

Are you leaving money on the table because you are perceived as a point solution rather than as a platform with broad enterprise value?    “We want our new logo team to look for quick wins on a single-use case, but it is our platform value that is the game-changer for...

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Aligning Go-to-Market Teams to Grow Revenue Faster

Aligning Go-to-Market Teams to Grow Revenue Faster

Most go-to-market teams underperform their growth potential because they focus too heavily on team-level measures of success.  They say Marketing is good at identifying and engaging buyers, Sales is good at working deals, and Customer Success is good at customer care...

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Three Obstacles to a Seamless Buyer Journey

Three Obstacles to a Seamless Buyer Journey

How do you get your marketing, sales, and customer success teams to prioritize the buyer journey over their own department-level goals? Sales, Marketing, and Customer Success each have their own personality and culture. Sales is stereotypically focused on earning...

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