Videos

The Weekly Briefing - July 9, 2020 - The Data Behind Sales Process Changes

This week, Jim was joined by Joe Booth, the VP of Sales Operations for SecureAuth to discuss how the security segment has adapted its sales process and strategy based on the changes in the market. O

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What the Data Tells Us About Remote Work

This week Jim Benton met with Michael (Mike) Burton, SVP and Co-Founder of Bombora to discuss the data behind remote work productivity, structure, and efficiencies.

How to Book More Meetings at Scale When Your Champions Switch Companies Or Roles

About 30% of your champions will change jobs within the next 12 months. Yes, you read that right. And no, we don’t just mean that they’re now homeschool teachers, living room sports coaches, and home

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The Daily Briefing - May 29, 2020 - Are More Leaders Participating in Buying Conversations?

On today’s Daily Briefing, Jim Benton ended the week with Skip Miller, President of M3 Learning. Jim and Skip go way back from Jim’s days at ClearSlide, and were eager to jump into the data together.

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The Daily Briefing - May 28, 2020 - How Many Actions Are Managers Taking on Calls to Support & Train

On this morning’s Daily Briefing, Jim Benton was joined by Jon Perera, the CMO of Highspot. They started the day together by discussing their shared joy for helping to coach teams and how much they

The Daily Briefing - May 27, 2020 - How Leaders are Re-assessing Markets, Personas & Strategies

On today’s Daily Briefing, Jim Benton was joined by Craig Rosenberg, Co-Founder and Chief Analyst of TOPO. Jim and Craig have worked together in the past - in good and bad times. They reflected on p

The Daily Briefing - May 26, 2020 - Embrace Leadership Behavior to Win and Advance Your Career

On today’s Daily Briefing, Jim Benton was joined by Lauren Bailey, Founder of Factor8 and #GirlsClub. Before diving into the data, they discussed a passion they share: people development. Chorus is

The Daily Briefing - May 22, 2020 - What is the Ideal Sales Call for a Highly Scrutinized Deal?

On today’s Daily Briefing, Jim Benton was joined by Head of Sales Enablement at Divvy, Stephanie Middaugh. They discussed transferring the physical energy of a sales floor online, and the ideal struct

How to Refine Your GTM Strategy with Market Intelligence

The world has changed. Has your GTM strategy changed with it? Your revenue team is picking up signals and trends from the market in every interaction - you just have to listen. Scott Britton, Co-Foun

The Daily Briefing - May 21, 2020 - How Sales Leaders Can Gain the Competitive Edge

On today’s Daily Briefing, Jim Benton was joined by the VP of Sales from Guru, JJ Feroni. They discussed the longterm impact of remote work on business, coaching, and knowledge share. *Set up for som

The Daily Briefing - May 20, 2020 - Sales Leaders Gain Competitive Edge by Sharing Market Insights

On today’s Daily Briefing, Jim Benton was joined by Dan Swift, the CEO of Empire Selling. They discussed the creative ways that sales teams are pivoting their teams’ messaging and pipeline generation.

The Daily Briefing - May 19, 2020 - How Sales Enablement Evolved to Roll Out Trainings&Support Teams

On today’s Daily Briefing, Jim Benton was joined by Glenn Clark, Senior Director of Sales Enablement at Smartsheet. They discussed the unique challenges of sales enablement in our new normal, and how

The Daily Briefing - May 18, 2020 - How Revenue Teams Are Preparing For an Eventual Reopening

Jim Benton started the week with Anthony Cessario, the VP of Enterprise Sales at Clari, on this morning’s Daily Briefing. Excited to start the day, they jumped right into the data. + Meeting volum

The Daily Briefing - May 15, 2020 - What is the Next Evolution of Inside Sales?

On today’s Daily Briefing, Jim Benton was joined by Bob Perkins, Founder and Chairman of AA-ISP. They discussed the next evolution of inside sales, especially over the next eight weeks as we look towa