Regions
APAC
EMEA
North America

Some call them blogs—we call them must-reads

Sales and service, previously distinct and sometimes warring functions, are converging to create greater customer success. Although this resource realignment is often attributed to the pivot to subscription revenue from Software as a Service (SaaS), it may also be a natural response to the customer’s...

We know relevant, vibrant learning helps keep the sales engine fine-tuned and humming efficiently. What is relevant, vibrant learning? For starters, it’s applicable to real-world situations and doesn’t disrupt your company’s revenue flow. It is delivered to sales and service professionals where they are and...

While being an effective Mutant Learner will not require all your time and energy, it will demand discipline and dedication because mutating requires a concerted effort and ongoing adaptation. The five steps to creating your Mutant Learning lab are:Step 1. Connect: Join the Relevant...

By now, most of us are familiar with the stereotypes of the millennial generation – at least we think we are. I’ve heard numerous generalizations, such as:They’re not into owning cars, houses or getting married. They are overburdened by massive student loans. They’re totally...

Defining ValueOur understanding of value has not changed since we introduced the broadly applicable value equation with SPIN Selling [1]. It’s a basic and powerful concept! If the customer perceives the problem to be larger than the cost of solving it, then there’s probably a...

We’re about halfway through king crab season on the Deadliest Catch and it’s easy to separate the successful crab boats from those that are struggling.Captains of boats filling up with crab had a game plan from day one, had the right bait on board and...

So far I’ve introduced you to two of the five steps needed to build your own Mutant Learning Lab.Step 1- Connect – Join the Relevant Few Step 2 - Systematize Your Learning: Capture the ChaosNow that you are appropriately connected and you have the...

Strategic Sales, Complex Sales, Consultative Sales. The approach we use to identify, prospect, close, maintain and grow our key accounts is typically long and arduous. According to the 2016 Sales Enablement Optimization study from CSO Insights, the research division of Miller Heiman Group, 75.3 percent of...

Last weekend, I was craving a little bit of NYC and what better way to satisfy such a craving than finding a bagel for breakfast. I found the best bagel spot in my neighborhood and went to grab a bite. The line was out the...

As I watched the latest episode of Deadliest Catch, the storyline that grabbed my attention the most was the interaction between veteran captain Sig Hansen of the Northwestern, and Jake Anderson, young skipper of the Saga.Longtime viewers of the show know Sig and Jake have...