02.14.24 -- Introducing the Trailblazer Interview Series
FROM THE EDITOR
In this edition of our newsletter, we’re introducing our new Trailblazer Interview Series in which we share interesting discussions I have with trailblazing thought leaders. My guests are innovative and thought provoking, they challenge the status quo, embrace difficulty, have served as vanguards for positive transformation, and they’re here to share what they’ve learned.
My first guest is Nicholas Read, CEO of SalesLabs and co-author of “Selling to the C-Suite”. You’ll hear the story behind his bestselling book and the research that went into it. He also shares his views on the state of B2B sales and his advice and insights on sales success.
But that’s not all! We also have a number of contributed articles from thought leaders who are trailblazers in their own right. Wendy Jacobson, Adam Lofquist, Adam Smartschan and Nina Riffaud offer advice on case studies, customer personas, ChatGPT and how to create an effective LinkedIn personal profile.
Our life’s work is to help you discover and adopt a better way, Follow Your Buyer!
Nic Read joins Trailblazer Interviews to discuss the motivations and research behind his best-selling book on B2B sales and also his views on the state of the sales profession.
Congratulations! You worked hard on creating your case study which demonstrates how you helped a happy customer overcome a challenge. You’re particularly thrilled because it tells a nice story that taps into the emotions of the reader, and you are looking forward to your customers and prospects seeing it. But how do you make that happen?
No one gets excited about adding another meeting to their schedule, but the right kind can offer immediate improvement if you suspect important information is getting trapped in your separate marketing and sales silos.
It is important to understand that potential buyers are on a journey to solve problems, not necessarily buy something. If you want to be considered as a solution provider, you must be a helpful participant in their problem-solving journey, the entire journey.
By Adam Lofquist, Founder and CEO of The Lofquist Group
When creating your customer persona there are two main camps that organizations fall into. Those that have customers and those do not have customers or at least very few. If you fall into the group with customers that is great, but it still does not mean you are finished, in fact it could be the recipe for disaster.
By Adam Smartschan, Partner and Chief Strategy Officer, Altitude Marketing
Unless you’ve been living under a rock, you’ve heard of ChatGPT. Beyond the hype and sensationalism, there is reality. ChatGPT is ultimately a content tool, it’s a robot writer and it has the potential to change B2B content marketing as we know it.
By Nina Riffaud, Head of Content Writing, Hyper Social
When it comes to your LinkedIn profile, you want it to be current and complete. The more you have filled out your profile, the better. This will do things like raise your social selling index (SSI) score and help you stand out among searches on the platform.
Does managing your to-do list feel like a stressful juggling act? Like me, I am guessing that your units of work in any given day exceed your units of time available.
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