Saas
Five Reasons Why SaaS Customers Churn
Learn how to navigate client renewals, understand your North Star metric, and optimize your growth levers with this must-read article
Saas
The Importance of Culture Fit in B2B SaaS Selling
Whiteboards have been around for 40 years. Now that face-to-face selling is back, it is time to teach salespeople to differentiate through using them
B2B selling
Why SaaS M&A's Fail: Strategies for Sales and Marketing Leaders
Whiteboards have been around for 40 years. Now that face-to-face selling is back, it is time to teach salespeople to differentiate through using them
consultative selling
Whiteboard storytelling - your secret weapon in Face-face selling
Whiteboards have been around for 40 years. Now that face-to-face selling is back, it is time to teach salespeople to differentiate through using them
AI and Chat GPT
Woe to B2B salespeople not invested in their own development
The prognosis for salespeople not invested in their own personal and professional development is poor.
B2B selling process
Using a Meeting summary to improve win rate
The Meeting Summary letter is one of the simplest and most effective process steps in the tool-bag for sales professionals to improve their win rate
demand side sales
Demand Side Sales 101 by Bob Moesta - Book Review
Bob Moesta’s book, “Demand Side Sales-101” extends “Jobs-to-be-done” thinking into an easy-to-apply framework that will change how you think about...
visual storytelling
Getting Channel Sell Through - Video Case Study
This short 8-minute video describes the evolution of whiteboard storytelling into a powerful enablement tool and technique for channel sales...
2022 Reading List for Salespeople
Great salespeople are readers. The reading list in this blog is essential reading for salespeople selling into the late 2022 market.
sales enablement
What story are you telling about change?
Visual storytelling is 70,000 years old, it predates language. Can your sales team tell a why change story in a way that engages emotions, and...