199 Kevin Streater Your certification program better be resume worthyListen now (48 min) | Many enterprise software companies face the question, “Should we create a certification program?” To answer this question properly, a company needs to understand it’s customers well. Kevin Streater, VP of ForgeRock University at ForgeRock, joins Helping Sel…
198 Wayne Mullins How to talk to customers about delivering resultsListen now (53 min) | When we sign up a new customer, we make a bargain that looks something like this: Our customer will hold us accountable for deliv…
Bill Cushard
197 Nils Vinje To lead: Operate at a framework level Listen now (60 min) | If there is one thing I know about leadership and working and career is that when you interact with the CEO, or anyone on the c-s…
Bill Cushard
196 Steve Frost Now more than ever, helping will sell, but selling won’t helpListen now (54 min) | Helping customers achieve outcomes from the products they buy from us is what services teams do. “Now...sales teams have to get o…
Bill Cushard
195 Alex Goldfayn Customers niche usListen now (41 min) | We think we are so smart. We finally figure out that niching down on a narrow customer segment is the best place to start and the…
Bill Cushard
194 Keri Keeling Helping customers in a COVID-19 worldListen now (43 min) | The world has changed dramatically since mid-March. One thing that has not changed is that you have customers to help. How do you…
Bill Cushard
193 Tom Williams Help your prospects buy with mutual action plans (MAP)Listen now (43 min) | Imagine if your sales calls were more like planning sessions. Imagine if you could work on a buying plan and a project plan with …
Bill Cushard
192 Magda Houalla Influencer marketing in B2B worksListen now (49 min) | I know what you’re thinking. Influencer marketing is for celebrities on Instagram and that most of the time, these relationships …
Bill Cushard
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