The Sales Playbook: Roadmap for Success

The Sales Playbook: Roadmap for Success

What is a sales playbook and why is it important? Sales playbooks are the synthesis of sales process, best practices, the sales tools used and the tactical steps that should be adhered to as part of an effective sales engagement. Think of it as a blueprint for sales...

Moving from demand gen to revenue performance

good blog post on moving from demand generation to revenue performance management. sales people care about qualified sales opportunities, not # of leads, website hits or cost per lead. great Marketers intuitively get this and ‘the rest’ don’t...

Tips for Effective Sales Storytelling

My Grandfather was an amazing storyteller.  I recall growing up and looking forward to his visits so we could hear more of his great stories.  His stories were filled with exotic experiences, metaphors and drama.  Most importantly, they created...