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The B2B Revenue Executive Experience

Sep 28, 2017

Everyone is looking for ways to differentiate in sales, but often miss the one place that is closest to home, their own sales process.  Chad Sanderson and Brian Burns discuss five of the key areas of focus for sales executives and professionals to consider in order to make differentiation possible.

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Sep 26, 2017

You’ve seen plenty of companies focused on pushing sales organizations hard to generate more revenue. There’s often a focus inside companies to get more out of the salespeople they have.

This is a viable plan of attack, but it’s not the only one. Over the last five years, we’ve seen an increase in marketing and...

Sep 21, 2017

Artificial Intelligence or AI is a hot topic in sales and marketing today, but few in the field have the experience or exposure to provide a great deal of clarity.  We went outside of sales and marketing to speak with Justin Williams, founder of Tinman Kinetics, who is competing for the IBM Watson A.I. Xprize, to get a...

Sep 19, 2017

Every successful business needs to sell something at a price where they can make enough money. If they can’t, they’re going to go out of business.

If that’s the fundamental challenge, we’ve got to understand how customers decide to buy. Everybody talks about value, but nobody really tells you how to do it.

Sep 14, 2017

Sales executives face challenging jobs with ever increasing numbers, so it is no wonder it is easy to lose sight of the things which can truly increase revenue performance.

David Shatz shares a powerful story from his 20+ year career and breaks down the three things he feels sales executives need to be hearing but for...