The Sales Playbook: Roadmap for Success

Mar 29, 2015 | Sales

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

Mar 29, 2015 | link

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...

To Present or Not to Present: 5 Tips for Engaging Your Audience

Mar 29, 2015 | Uncategorized

My career has always consisted of presenting to large groups of people, senior execs and even a select few presentations to F500 board members.  I’m a career sales professional and sales executive.  Sales presentations are important but it’s not just about getting...

Tips for Effective Sales Storytelling

Mar 29, 2015 | Best Practices

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...

How to tell a business story for B2B sales and marketing. A best practice.

Mar 29, 2015 | Regular

We’re often asked, how do you define a business story?  How do you create an elevator pitch?  Here’s the formula that works for us .. You should be able to tell an engaging ‘why us’ business story in 60 seconds, 3-5 minutes, or 20...