Going to market via a platform ecosystem
Doubling-down on a single platform and training partners led to our acquisition, but it almost didn't happen.
Sell more, faster with triggers and motivations
How to understand your customer's contexts and what drives them, and use that insight in marketing and sales.
Competing for customers
Using competitive positioning to play offense and defense in marketing and sales conversations – based on the alternative solutions our…
Using sales decks as a conversation tool
Sales decks are often just static presentations, but are most valuable when they encourage an open dialogue. See how we built a deck to…
Understanding your prospect’s change environment
Your win rate will depend on how likely prospects are to take action - but their internal atmosphere may hold them back. How do you recognize…
Four ways to highlight the “pain of same”
Your biggest competitor is inaction. How do you light a fire underneath your stakeholders and motivate them to act now?
Overcoming product roadmap sales objections
How to educate sales and success teams on the product roadmap, and use simple tactics to navigate feature objections.
How to always win, even from deals you lost
Three steps to implement a tight and structured win/loss analysis program that generates usable sales, product, marketing, and strategy insights.
Overcoming sales objections
Five tactics to tackle common objections and turn a 'no' into progress.
The sales deck: a tool for momentum
Four tips to create a strong, insightful, powerful, and effective sales deck.