Authenticity is key when selling. As a seller, it’s your job to build trust and communicate effectively with your buyers. But what does it mean for someone to be perceived as authentic? Authenticity can be affected by the way we speak, the wa

Episode 66: Key Learnings from Sales to Sales Enablement

Oct 17th, 2023 37m 27s

Sales enablement is a crucial function for any B2B organization, but on today’s show, we’re going to talk about something a little uncomfortable: The elephant in the room. The reality is, many people who work in sales enablement have never e

Episode 65: Why Your Buyer's Mind Wanders

Oct 3rd, 2023 41m 58s

In B2B selling, your buyer’s mind will wander during your presentation. Ideally, they will not wander so far that they forget they’re attending your Zoom call. While mind-wandering can have a positive impact on leisure or creative activities,

Episode 64: The Use of AI in Sales

Sep 20th, 2023 44m 14s

The use of artificial intelligence in sales is revolutionizing the way businesses approach customer engagement, lead generation, and sales forecasting. This revolution brings with it a lot of questions, and even worry from reps and leaders on w

Episode 63: Presenting Complex Content in Global Selling

Sep 6th, 2023 42m 20s

In this global economy, conducting business across borders is inescapable, especially with the convenience of virtual platforms. But do people from different cultures process information differently? When presenting to a culturally diverse au

Episode 62: Zero to Hero: Building a Sales Enablement Function

Aug 15th, 2023 40m 46s

In today's dynamic business landscape, the focus on sales enablement for B2B organizations has become increasingly vital. Whether you're already equipped with a dedicated enablement team or considering enablement initiatives within your company

Episode 61: Effective Sales Presentations (According to your buyer’s brain!)

Aug 1st, 2023 45m 41s

Before the pandemic, face-to-face sales meetings prevailed. But then everything changed. Suddenly, buyer and seller interactions only occurred in virtual settings. Sellers had to adjust their skills to ensure they were building trust, communica

Episode 60: Dissecting the Disconnect: Sales Enablement and Product Marketing

Jun 21st, 2023 43m 30s

Go-to-market teams are made up of different functions, all working together – or at least they should be working together - to increase win rates and revenue. But, this is not always the case. In a time where you are fiercely competing for your

Episode 59: Competitive Sales Enablement

Jun 7th, 2023 36m 33s

In our research, we’ve found that over 70% of sellers don’t feel confident when selling against competitors. This is a scary number considering most B2B deals are competitive deals! Having a competitive sales enablement strategy is key to impro

Episode 58: Developing the Perfect Pitch

May 31st, 2023 35m 48s

In a world where you’re always competing for your buyers’ and customers’ attention, you must create memorable messaging that quickly speaks to your audience in an impactful way. As sellers, we must make the most of the time we have with buyers,

Episode 57: Win-Loss: Inspiring Action and Alignment

May 10th, 2023 50m 17s

With the changing economic climate, go-to-market alignment is crucial. Join us as we discuss how the go-to-market team at CentralSquare Technologies uses Win-Loss Analysis to align go-to-market teams and initiatives, create a successful feedba

Episode 56: Your Sales Fitness Tracker

May 2nd, 2023 44m 1s

It’s an uphill battle out there for sales leaders and front-line sales reps. This is a common theme on our show! As the buyer’s journey shifts to a digital experience, the time sellers have with buyers is shrinking. This means that sellers must

Episode 55: Power Go-to-Market Strategy with the Right Data

Apr 27th, 2023 39m 6s

Data is power! As long as it's quality data and if you know what to do with it. When creating an impactful go-to-market strategy, you’ve got to do your research. In a time where we are flooded with data and intelligence, it can be hard to parse

Episode 54: Core Skills for Go-to-Market Teams

Apr 25th, 2023 35m 41s

Go to market teams are comprised of people who have a kaleidoscope of skill sets, backgrounds, and experiences. This diversity of experience is part of what makes a business successful! It’s not uncommon for a marketer or a sales rep to have pr

Episode 53: Adventures in Transitioning from Service to SaaS

Apr 11th, 2023 40m 40s

There’s been a shift for many B2B services companies in the past few years – even here at Primary Intelligence! More and more services companies have made the transition to selling software as a service. And it makes sense – software can be les

Episode 52: Strategic vs. Tactical Product Marketing

Apr 4th, 2023 32m 18s

Product marketing is a crucial function for go-to-market teams who want to win more. Product marketers are often tasked with positioning, product launches, win-loss analysis, and oftentimes, sales enablement! With so many things on your to do l

Episode 51: Prioritize Sales Enablement in the Go-to-Market Process

Mar 28th, 2023 36m 15s

When launching a new product, it can be difficult to understand what should take priority. You must think about what will have the highest impact on driving value for current customers - while also considering how to attract new customers. Need

Episode 50: 3...2...1... Launch! Measuring Product Launch Success

Mar 21st, 2023 45m 1s

It’s no secret that product launches have a lot of moving parts. If you’re thinking about launching a product or product feature, there’s a lot of research, coordination, and planning that will need to go into it. Marketing, product, sales, and

Episode 49: Create alignment with storytelling frameworks

Mar 14th, 2023 26m 16s

If you’re on a go-to-market team, you may already be using a specific framework to position your product. And if you aren’t you should be! Storytelling frameworks are powerful for improving positioning and creating an effective go-to-market str

Episode 48: The Death of the Traditional Marketing Funnel

Mar 7th, 2023 26m 12s

We’ve said it before on the show... The way buyers interact with sellers has changed. The way buyers research and learn about solutions has changed. The way we build trust, the time sellers have with buyers, the way we educate our buyers... it’

Episode 47: Digital Sales Rooms - Combining Intelligence for Increased Wins

Feb 28th, 2023 34m 57s

Digital sales rooms. This is something we’ve heard talked about by analyst groups like Gartner, by marketing leaders, and by sales leaders all over. This new way to bring information to buyers is gaining a lot of traction in the B2B space. With

Episode 46: The State of Product Marketing

Feb 21st, 2023 39m 26s

Product Marketing has become an essential function for B2B businesses who want to win more. If you want to create better go-to-market strategies and increase your sales win rate, having a product marketer on your team is key. But the definition

Episode 45: Product Marketing and Sales Alignment

Feb 14th, 2023 32m 8s

Product marketing has become a crucial function for B2B revenue teams. Product marketers play a key role in understanding buyer needs and providing insights that help each sales rep improve their win rate and create better experiences for buyer

Episode 44: Improve Win Rates with Effective Outreach

Feb 7th, 2023 23m 7s

You don’t just win deals without first capturing the attention of your audience. A solid and effective outreach strategy when selling is key to helping you improve win rates. But it’s no easy feat… So how do you create an outreach strategy that