Great virtual selling means running great conversations. Hear Gabrielle Dabi-Schwebel and Brent talk about how to create great virtual conversations that will lead to greater success on the Virtual Selling podcast. Virtual selling is not

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

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

A growth mindset is critical to any high-growth company, but how can a CEO build this mindset?   I recently spoke to Shiv Gaglani, the co-founder and Chief Executive Officer at Osmosis, about his approach: “It

A 2018 Gong study of recorded calls showed that calls with product discussions that are 9 minutes or less have a much higher likelihood of closing.  The attention span of the typical buyer has dropped

In a recent conversation on The Bacon Podcast, Brian Basilico and Brent discuss how the lack of ideal buyer alignment is the quickest way to kill funnel velocity.  Misalignment quickly results in buyer apathy during

Stories sell, so why don’t sales and marketing teams use stories more frequently?    Stories sell because unlike other forms of content — blogs, white papers, sell sheets, capability talk tracks — they create a subtle

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

Use a three-part meeting structure and your sales team will make the most of every single buyer meeting! John A. Hope at Ready Education talks to Brent about how using a three-part meeting structure helps his