The B2B Revenue Executive Experience

There are new tools out there to help sales reps cut down the amount of time it takes to find the right content, organize it, and put it into a pitch that is going to be compelling and move a sales c…

Throw away your 57-step sales guidebook and keep it simple, stupid.

In the most recent episode of the podcast, Chad sits down to talk to Scott Santucci, Director of The Alexander Group and founder of…

There are those out there who don’t understand the difference between a sales process, a true framework, and more tactical types of training.

If you’re one of those people, you’ve come to the right p…

Sales professionals are interested in making their deals larger, increasing the revenue gains and hitting quota with fewer deals. The challenge - few know how to consistently accomplish this.  There …

There’s a lot of talk out there about how to understand value from the buyer’s perspective. New companies are trying to engage with prospective clients in ways that provide them value instead of just…

The number of people talking about how B2B buyers have changed and are more informed today are legion. The question now becomes how do you understand them, how do you connect with them, and what do y…

Change is inevitable. Whether you’re working for a small business, or a company of forty thousand people, at some point you’re going to go through some sort of major organizational change.

On this ep…

Lately, we’ve spent a lot of time talking to people about the future of AI.

Today, we want to take a look at the other side of the coin: human to human interactions. At this point, you’ve probably he…

Sales Managers are often faced with ever-increasing challenges, only one of which is making sure the team is delivering the results the company demands. Working to understand their perspective, we ar…

When you look at your best prospects and customers, they should be just as distinctive as zebras.

That was the idea behind Jeff Koser’s book Selling to Zebras. Jeff noticed that the companies he was …

Peter Philpott is a Managing Partner with Value Prime Solutions and has been a sales executive for over 30 years, running successful teams at Kodak before becoming a sought-after sales enablement con…

A lot of people are fascinated by genetic structure. This is true whether that’s literal genetic material like the human genome or more metaphorical like the DNA of a sales process.

Breaking things d…

Everyone is looking for ways to differentiate in sales, but often miss the one place that is closest to home, their own sales process.  Chad Sanderson and Brian Burns discuss five of the key areas of…

You’ve seen plenty of companies focused on pushing sales organizations hard to generate more revenue. There’s often a focus inside companies to get more out of the salespeople they have.

This is a vi…

Artificial Intelligence or AI is a hot topic in sales and marketing today, but few in the field have the experience or exposure to provide a great deal of clarity.  We went outside of sales and marke…

Every successful business needs to sell something at a price where they can make enough money. If they can’t, they’re going to go out of business.

If that’s the fundamental challenge, we’ve got to un…

Sales executives face challenging jobs with ever increasing numbers, so it is no wonder it is easy to lose sight of the things which can truly increase revenue performance.

David Shatz shares a power…

Businesses are complicated entities with a lot of moving parts, any of which are indispensable to making sure that things run smoothly and that the revenue continues to flow inward.

But, there is one…

Sales has become an increasingly dynamic profession - from AI, to the evolving use of social media, to ever more complex decision making from buyers.  As a result, team structures that used to work, …

In this episode we were able to sit down with Tim Matthews, VP of Marketing for Imperva and syndicated blogger and author of The Professional Marketer, to unravel the mystery of how to effectively a…