Sales Tools

Article
What the Heck Is Sales Readiness Anyway?
I remember it like it was yesterday. The sales rep stood outside an imposing office building in North Carolina, got out a handkerchief, wiped his brow, took a deep breath and gave me (a sales consultant and coach) one last call on his cell phone. We ran through his presentation a...
I remember it like it was yesterday. The sales rep stood outside an imposing office building in North Carolina, got out a handkerchief, wiped his brow, took a deep breath and gave me (a sales consultant and coach) one last call on his cell phone. We ran through his presentation a...
Article
Mapping Your Sales Tools to the Customer Journey
My young niece once asked me, “Is a dandelion a flower or a weed?” Honestly, I was stumped. While I’m hardly a horticultural expert, I recognize that the dandelion has some attributes of a flower—including bright, colorful petals. But dandelions also behave like weeds, springing up all over our yards...
My young niece once asked me, “Is a dandelion a flower or a weed?” Honestly, I was stumped. While I’m hardly a horticultural expert, I recognize that the dandelion has some attributes of a flower—including bright, colorful petals. But dandelions also behave like weeds, springing up all over our yards...
Article
2 Personas + 1 Buyer Journey: How to Align Sales and Marketing Around the Buyer’s Needs
Let’s get right to the point: Salespeople don’t want to hear about your buyer personas. The truth is that salespeople won’t listen to you present a PowerPoint featuring Mary, Jim, Rick, Bill or Sue, not even if it features details about that persona’s pain points supported by pretty pictures or graphics. Between...
Let’s get right to the point: Salespeople don’t want to hear about your buyer personas. The truth is that salespeople won’t listen to you present a PowerPoint featuring Mary, Jim, Rick, Bill or Sue, not even if it features details about that persona’s pain points supported by pretty pictures or graphics. Between...
Magazine
Aligning With Sales
Bridge the gap with sales. Are you delivering information the sales team needs in a way that is useful to them, or are you expecting them to match what’s easiest for you? Failure to align with sales is one of the biggest problems facing product teams. That’s why we’ve dedicated the summer...
Bridge the gap with sales. Are you delivering information the sales team needs in a way that is useful to them, or are you expecting them to match what’s easiest for you? Failure to align with sales is one of the biggest problems facing product teams. That’s why we’ve dedicated the summer...
Article
How We Run Our Conference Like a Product
In 2014 I belonged to a small team that had a vision: We wanted to create something that would benefit product people with a desire to learn from the best product minds around, connect with like-minded folks and inspire them to build better products. We formed Product Collective, a community for...
In 2014 I belonged to a small team that had a vision: We wanted to create something that would benefit product people with a desire to learn from the best product minds around, connect with like-minded folks and inspire them to build better products. We formed Product Collective, a community for...
Blog
Gaining Competitive Advantage Through Upreaching
Many B2B marketers feel the pressure to reach higher into their target customer base to gain the mindshare of corporate executives and true decision makers. That growing pressure to gain visibility and establish tighter relationships with the C-suite is the result of some important shifts in market conditions.
Many B2B marketers feel the pressure to reach higher into their target customer base to gain the mindshare of corporate executives and true decision makers. That growing pressure to gain visibility and establish tighter relationships with the C-suite is the result of some important shifts in market conditions.
Webinar
Peer-to-Peer Sales, the Next Frontier?
Consider this: The average buyer gets 100+ emails a day, opens just 23 percent and only clicks on 2 percent. In addition, 75 percent of B2B buyers wish vendors would put a lid on the fluffy sales-speak that's frequently found in marketing content. Now consider that the average B2B buying committee consists of eight people, all with differing opinions and objectives, and it's no wonder B2B buyers are looking for ways to cut through the chaos.
Consider this: The average buyer gets 100+ emails a day, opens just 23 percent and only clicks on 2 percent. In addition, 75 percent of B2B buyers wish vendors would put a lid on the fluffy sales-speak that's frequently found in marketing content. Now consider that the average B2B buying committee consists of eight people, all with differing opinions and objectives, and it's no wonder B2B buyers are looking for ways to cut through the chaos.
Webinar
Transform Your Customer Relationships Using the Right Sales Collateral
Find out how to develop the right content for the right audience. 
Find out how to develop the right content for the right audience. 
Article
Make the Most of Your Webinars
Webinars have become an important sales acceleration tool in the B2B marketing world.
Webinars have become an important sales acceleration tool in the B2B marketing world.
Article
Take the Guesswork Out of Content Creation
A content standards guide is the key to optimal content.  
A content standards guide is the key to optimal content.  
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