In early 2023, sales professionals worldwide logged into ChatGPT for the first time with the expectation that they’d never have to write sales messaging themselves again.Only, our first attempts resulted in messaging full o...
How to Use Sales Qualification Frameworks to Maximize Selling Time
Over the past several months, I’ve spent more time at my satellite office on the East Coast. It’s a beautiful location that sits along a tidal river whose shores I walk most evenings
The Proven Playbook for Strategic Account Planning and Expansion
On the surface, strategic account planning seems simple. You have access
Strategies for Selling to the C-suite
When you’re sick, what do you do? Google your symptoms, right
Buyer-Centric Selling Explained: Six Best Practices
Three weeks ago, I attended the Gartner CSO & Sales Leader Conference in Las Vegas – let me tell you why it was the ideal location.In any major Las Vegas casino, you’re confronted with the strange dichotomy of human e...
Build a Better Customer Experience with a Shared Framework, Language and Toolset
What do revenue operations, buyer-centric selling and value-based selling have in common? At their core, they are concerned with one principle: aligning the revenue engine to the way buyers want to buy
One Framework for Better Sales Emails, InMails and Warm Calls
You’re the SVP of Sales at an engineering firm that designs braking technology for major car manufacturers – and you’ve been tasked with growing revenue 20% YOY.Easier said than done, especially since your cost of acqui...
Chasing Sales Efficiency Won’t Make You More Effective
Generating reliable, top-of-funnel activity is notoriously difficult these days, not to mention expensive and time-consuming. After all, your outreach must be hyper-personalized, timely and add value to the potential buyer
5 Keys to Closing Sales Before the End of the Year
The understatement of the year? Selling in 2022 has been difficult
