Author: Terra Stafford

This author has written 4 articles
Articles Leading, Lagging, or Live: Use Real-Time Analytics to Monitor and Measure Your Enablement Efforts Are you getting the enablement data you need, when you need it? Take these five steps to get real-time analytics and help your sales team win more deals. May 9, 2023 | Brent Stafford
Articles The 10% Message: A Science-Backed Way to Make Content More Memorable What is a 10% message, and how do you use it effectively? People will forget 90% of the content you share. Learn about a science-backed concept called the 10% message to ensure people remember the most important points from your content. April 19, 2023 | Brent Stafford
Articles Why Your Salespeople Need a Personal “Fitness” Tracker What if there was a way to track individual sales performance deal-by-deal—uncovering hidden gaps in sales skills and offering tailored training to optimize results going forward? Introducing the fitness tracker for sales. April 4, 2023 | Brent Stafford
Articles What Every CEO Needs to Understand About Status Quo Bias Status Quo Bias can interfere with your ability as a CEO to make the best choices. Learn what Status Quo Bias is and what causes it, so you can ensure it doesn’t get in the way of making necessary changes. March 30, 2023 | Brent Stafford
Articles 12 Sales Tips and Tricks to Shorten Sales Cycles and Win More Revenue Use these sales tips and tricks to guide your selling conversations more confidently, avoid potential roadblocks, shorten the sales cycle, and win more revenue. March 28, 2023 | Brent Stafford
Articles Sellers Resist Behavior Change. Here’s How to Break Through. Many sellers resist behavior change. What can sales leaders do to break through that resistance and get them to adopt a new approach? March 14, 2023 | Brent Stafford
Articles Using Customer Feedback to Find and Fix Seller Blind Spots Data shows that your sellers don’t know why your buyers did or didn’t choose you more than half the time. Learn more about getting customer feedback efficiently and at scale. March 8, 2023 | Brent Stafford
Articles AI’s Role in Sales Enablement: A View from the Trenches By keeping sellers on message when pivoting to time-sensitive opportunities or capturing niche market share, AI-powered sales enablement facilitates the next wave of sales efficiency, productivity, and results. March 7, 2023 | Brent Stafford
Articles Marketing Needs Science, Not Surveys Marketers typically depend on "best practices" and surveys, not science, to set their B2B marketing strategy. Here are four ways to start using scientific research and data to inform your plans. February 23, 2023 | Brent Stafford
Articles Do the Hard Sales Conversations Selling is never easy, but some conversations are definitely harder than others. Use these three research-backed frameworks to tackle some of the hardest sales conversations. February 20, 2023 | Brent Stafford

Explore All Topics

Buyer Psychology
Customer Acquisition
Customer Expansion
Differentiate Your Products
Digital Sales Transformation
Executive Conversations
Memorable Marketing
Messaging
Personalization
Remote Selling
Revenue Growth Strategy
Sales Enablement
Sales Kickoffs
Situational Enablement
Virtual Training