The world and our industry are changing so fast that it’s impossible to have all of the answers to every question. That’s why I’m a firm believer in learning from companies and people who are achieving high levels of success. Pluralsight (www.pluralsight.com | NASD: PS) is one such company to study. Quite simply, they’re killing it. Consider […]
I started my consulting practice in January, after spending the past 15 years leading marketing organizations in several well-known sales performance improvement companies. I have always had a strategy of leading with thought-provoking insight and implemented content-driven marketing strategies in the organizations in which I have worked. I started my practice to offer content marketing […]
It is hard to believe, but it’s almost time for Dreamforce. In what is considered the largest software show on the planet, this year the organizers expect 150,000 people to attend and over 400 companies to exhibit. The show will be complete, head-spinning mayhem, but also an excellent opportunity to meet clients and check the […]
I’ve spent the past fifteen years working in companies that sell solutions to improve sales performance, and now I work as a marketing consultant for numerous companies in the industry. I’ve interviewed hundreds of buyers and I’ve studied how organizations prioritize needs, source providers, and make buying decisions. Through my own experience and formal research, […]
The sales performance improvement industry is flooded with content from providers such as you trying to build a presence in the market. I routinely audit the content of major players in this space, and I see a huge disconnect. From my observations, it is not unusual to find companies 90% of its content focused on front-line salespeople […]
You lead a company that offers sales performance improvement solutions. Do you really know how and when buyers make large investments in what you sell? When I ask clients this question, their initial response is almost always an emphatic “YES!” However, when I take them through my research on how buyers actually buy sales performance solutions—from […]
Do you know when companies double down on sales performance improvement initiatives and spend the big bucks? We’ve seen from our research—direct conversations with nearly 300 buyers—that about two-thirds of sales performance improvement investments over $100k are linked to: New leaders with new strategies Post-merger integration Completion of large, late-stage funding round As a seller of sales […]
This Marketing Sanity Check™ takes a look at Gong.io to help you understand what they are doing and what’s working well. Gong.io is a high-flying sales enablement company that offers technology that records interactions between sales reps and customers to identify and replicate best practices across a sales team. In the past 12 months, Gong.io doubled their […]
SPI’s Challenge Sales Performance International (SPI) was one of the world’s largest sales training companies. They hired a subject matter expert (Brad Ansley) from the pharmaceutical industry to build a life science practice. Despite Brad’s expertise, the practice floundered because SPI had little name recognition or credibility in the industry. Brad led with a program […]
The Opportunity Caliper launched a new channel partner strategy. This meant that they had to recruit new partners and enable them to be successful. We wanted to position Caliper as a “high-touch, high-value” partner who is 100% vested in their partner’s success. Click here to download our case study eBook. Execution I worked with the […]
