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

During a recent conversation with @Kushal Saini Kakkar on the On The Flip Side podcast, Brent explained the Programmatic Prospecting Play. It means focusing every single prospecting campaign on creating new opportunities AND learning from

[et_pb_section fb_built=”1″ _builder_version=”4.10.4″ global_colors_info=”{}”][et_pb_row _builder_version=”4.10.4″ background_size=”initial” background_position=”top_left” background_repeat=”repeat” global_colors_info=”{}”][et_pb_column type=”4_4″ _builder_version=”3.25″ custom_padding=”|||” global_colors_info=”{}” custom_padding__hover=”|||”][et_pb_text _builder_version=”4.10.4″ background_size=”initial” background_position=”top_left” background_repeat=”repeat” global_colors_info=”{}”] How well do you leverage a diversity of backgrounds to build a high-performing sales team? “Building

[et_pb_section fb_built=”1″ _builder_version=”3.22″ global_colors_info=”{}”][et_pb_row _builder_version=”3.25″ background_size=”initial” background_position=”top_left” background_repeat=”repeat” global_colors_info=”{}”][et_pb_column type=”4_4″ _builder_version=”3.25″ custom_padding=”|||” global_colors_info=”{}” custom_padding__hover=”|||”][et_pb_text _builder_version=”4.10.4″ background_size=”initial” background_position=”top_left” background_repeat=”repeat” global_colors_info=”{}”] How effectively do you use team-based learning to understand what your buyers value, so you can

[et_pb_section fb_built=”1″ _builder_version=”3.22″ global_colors_info=”{}”][et_pb_row _builder_version=”3.25″ background_size=”initial” background_position=”top_left” background_repeat=”repeat” global_colors_info=”{}”][et_pb_column type=”4_4″ _builder_version=”3.25″ custom_padding=”|||” global_colors_info=”{}” custom_padding__hover=”|||”][et_pb_text _builder_version=”4.10.4″ background_size=”initial” background_position=”top_left” background_repeat=”repeat” global_colors_info=”{}”] How well do you harness your customers’ voice to sell faster into target market segments?   

[et_pb_section fb_built=”1″ _builder_version=”3.22″ global_colors_info=”{}”][et_pb_row _builder_version=”3.25″ background_size=”initial” background_position=”top_left” background_repeat=”repeat” global_colors_info=”{}”][et_pb_column type=”4_4″ _builder_version=”3.25″ custom_padding=”|||” global_colors_info=”{}” custom_padding__hover=”|||”][et_pb_text _builder_version=”4.10.4″ background_size=”initial” background_position=”top_left” background_repeat=”repeat” global_colors_info=”{}”] What matters most in building a top sales team – recruiting or skills training?    “Our

[et_pb_section fb_built=”1″ _builder_version=”3.22″ global_colors_info=”{}”][et_pb_row _builder_version=”3.25″ background_size=”initial” background_position=”top_left” background_repeat=”repeat” global_colors_info=”{}”][et_pb_column type=”4_4″ _builder_version=”3.25″ custom_padding=”|||” global_colors_info=”{}” custom_padding__hover=”|||”][et_pb_text _builder_version=”4.10.4″ background_size=”initial” background_position=”top_left” background_repeat=”repeat” global_colors_info=”{}”] When is the right time to build vertical expertise?    “It is never too early!” says

[et_pb_section fb_built=”1″ _builder_version=”3.22″ global_colors_info=”{}”][et_pb_row _builder_version=”3.25″ background_size=”initial” background_position=”top_left” background_repeat=”repeat” global_colors_info=”{}”][et_pb_column type=”4_4″ _builder_version=”3.25″ custom_padding=”|||” global_colors_info=”{}” custom_padding__hover=”|||”][et_pb_text _builder_version=”4.10.4″ background_size=”initial” background_position=”top_left” background_repeat=”repeat” global_colors_info=”{}”] Are you leaving money on the table because you are perceived as a point solution rather

[et_pb_section fb_built=”1″ _builder_version=”3.22″][et_pb_row _builder_version=”3.25″ background_size=”initial” background_position=”top_left” background_repeat=”repeat”][et_pb_column type=”4_4″ _builder_version=”3.25″ custom_padding=”|||” custom_padding__hover=”|||”][et_pb_text _builder_version=”4.7.7″ background_size=”initial” background_position=”top_left” background_repeat=”repeat”] Most go-to-market teams underperform their growth potential because they focus too heavily on team-level measures of success.  They say Marketing