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Expert Interviews

Hear From the Experts Themselves…

Playbook subscribers get access to over 16 hours of in-depth interviews with leading authors, experts, consultants, and other real-world practitioners—with more being added all the time. Hear from the people who’ve “been there, done that” and learn about emerging best practices, the latest trends, what’s working, and what’s not.

Here’s a sampling from the Playbook:

Exploring the Principles of Sales Process Excellence

Michael Webb Interview Splash

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.

Overcoming the New Realities in B2B Sales

Tom Searcy Interview Splash

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.

Inside a Sales Operations Group On a Mission

Scott Kolar Interview Splash4

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

Jason Jordan Interview Splash4

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.

Digging for Gold by Analyzing Wins and Losses

Rick Reynolds Interview Splash4

How many companies really understand why they lose deals...or why they win? In this expert interview, Rick Reynolds of AskForensics discusses lessons learned from win/loss analysis of nearly $12 billion worth of business.

How to Make Insight-Based Selling Actually Work

John Thackston Interview Splash4

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.

Creating More Powerful Sales Proposals

ReubenSwartzInterviewSplash4

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.

How Marketing Automation Is Changing Sales

Debbie Qaqish Interview Splash4

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

Lowering the Cost of Customer Churn in B2B

Javier Aldrete Interview Splash4

It's not uncommon for 30-50% of a company's customer base to be in some stage of defection. We spoke with Javier Aldrete and learned the new approaches companies are using to recover the revenue they're losing to customer defection and churn.

Are They a Price Buyer or a Poker Player?

Nelson Hyde Interview Splash4

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.

Trade Secrets of Effective Lead Generation

Dan McDade Interview Splash4

There are common pitfalls many companies run into with their lead generation programs. This interview with Dan McDade, the author of The Truth About Leads, exposes why B2B lead generation is broken and what you can do to fix it.

Being Fearless When Selling to Procurement

Chris Provines Interview Splash4

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.