Here Are Just Some of The Expert Interviews Available
Overcoming the New Realities in B2B Sales

Since the advent of the Internet, the B2B buying process has been changing dramatically. In this expert interview, Tom Searcy, the author of "Life After the Death of Sales," discusses how B2B sales leaders can deal with today's realities and prepare their organizations for tomorrow.
Are They a Price Buyer or a Poker Player?

In this expert interview with Nelson Hyde of Holden Advisors, you will learn how to tell the difference between true price buyers and buyers who are bluffing.
Getting Sales to Sell on Value

Most B2B sales organizations are talking a good game about value selling. But beyond the talk, are they taking the right steps to make value selling a reality? In this expert interview, Julie Thomas discusses what it really takes to sell on value and generate significant results.
How Marketing Automation Is Changing Sales

In this interview with Debbie Qaqish, we explore why marketing automation is becoming so popular and what the long-term implications are.
Creating More Powerful Sales Proposals

Delivering a proposal is often the final "yes/no" step that every other sales and marketing activity is leading up to. We spoke with Reuben Swartz about how to create sales proposals that win more business at higher margins.
A Better Approach to Incentivizing Sales Behaviors

In this expert interview with Giles House of CallidusCloud, we discuss how companies are moving beyond simply managing their incentive plans more efficiently and are now seeking to use their data to design compensation plans that are significantly more effective.
Being Fearless When Selling to Procurement

Even the most seasoned sales professionals can be fearful of procurement. In this recorded and transcribed interview with author Chris Provines, we take an inside look at the goals and tactics of today's purchasing people.
The One-Two Punch for Stickier Accounts

In this Expert Interview, Rick Reynolds, the CEO of AskForensics, discusses a straightforward, research-based program for improving customer retention and account health.
The Rise of Revenue Operations

Three thought leaders from the Alexander Group join us for a discussion on the drivers and dynamics behind the growth of Revenue Operations functions.
Inside a Sales Operations Group On a Mission

Scott Kolar, the VP of Sales Operations at LexisNexis Risk Solutions, gives us an inside look into how his team is structured, their priorities and responsibilities, and the significant contributions they've made to the company's performance.
A Better Way to Manage by the Metrics

In this informative interview, Jason Jordan, the author of "Cracking the Sales Management Code," discusses his research into sales measurement and shines a light on which sales metrics can actually be managed...and which cannot.
How to Make Insight-Based Selling Actually Work

Leveraging customer and industry insights in the selling process is a hot topic these days. In this recorded and transcribed interview, John Thackston reveals what it really takes to turn insight-based selling into an operational capability.
A Better Mindset for Driving Customer Success

In this timely conversation, Sean Ryan of Alexander Group discusses how leading companies are driving significant improvements by adopting a broader and more holistic approach to customer success.
How to Gear Up for Growth

In this informative interview, sales effectiveness expert Michael Perla discusses a number of crucial strategic considerations that are often overlooked by sales operations in their tactical pursuit of growth.
Exploring the Principles of Sales Process Excellence

There's a big difference between just "trying to improve" in a general sense and using a fact-based method for driving systemic improvement. In this expert interview, Michael Webb discusses applying the time-tested principles of process improvement to B2B sales.