Why Salespeople Fail to Win Deals in the Era of the Trusted Authority
If you’re still selling like it’s 2010, you’re already losing clients. Here’s what the winners are doing instead.
Why Strategic Outcomes Matter More Than Features in B2B Sales
Buyers no longer care about your features—they care about the future outcomes you can help them create.
The Death of Solution Selling (and What Replaces It)
Why Prescriptive Sales Wins: From Solution Selling to Strategic Outcomes Clients don’t buy solutions—they buy results. A sales approach that positions your
Discovery Is Not What You Think It Is
Most salespeople treat discovery like an interrogation. The only thing missing is the light over the contact’s head and the duct tape
B2B Lead Generation with LinkedIn Automation
I’ll be real with you—if you’re still cold-calling like it’s 2003 or praying for referrals like a broke magician pulling doves from
10 SaaS Onboarding Best Practices to Ensure Your Customers' Success
During my time as a client services manager at Yahoo and then Verizon Media, I witnessed firsthand how important good SaaS onboarding
10 SaaS Onboarding Best Practices to Ensure Your Customers' Success
During my time as a client services manager at Yahoo and then Verizon Media, I witnessed firsthand how important good SaaS onboarding
Customer Profiling in 10 Easy Steps [+ Templates]
Delivering exceptional customer experiences requires knowing your customers well. Customer profiling helps you achieve this. Throughout my career, whether creating marketing strategies
Customer Profiling in 10 Easy Steps [+ Templates]
Delivering exceptional customer experiences requires knowing your customers well. Customer profiling helps you achieve this. Throughout my career, whether creating marketing strategies
22 Customer Touchpoints That Will Optimize Your Customer Journey
Customers have countless interactions with your brand, which collectively form their opinion about your business. But what exactly are these touchpoints? A