What the Heck Is Sales Readiness Anyway?
I remember it like it was yesterday. The sales rep stood outside an imposing office building in Nor…
Articles
Proven strategies and tactics to help you stay current.
Featured Article
Mapping Your Sales Tools to the Customer Journey
August 15, 2018
My young niece once asked me, “Is a dandelion a flower or a weed?” Honestly, I was stumped. While I’m hardly a horticultural expert, I recognize that the dandelion has some attributes of a flower—including bright, colorful petals. But dandelions also behave like weeds, springing up all over our yards...Recent Articles
2 Personas + 1 Buyer Journey: How to Align Sales and Marketing Around the Buyer’s Needs
Let’s get right to the point: Salespeople don’t want to hear about your buyer personas.…
Surviving the Product Acquisition
Acquiring a product or portfolio of products is an extremely difficult endeavor. A significant amou…
How to Implement a Win/Loss Program
"Why did I lose?" It’s the first question a salesperson wants to ask a prospect after failing…
Improve Your Customer Experience With a Product-Led Go-to-Market Strategy
Becoming a customer-experience company is a challenging and continuous goal. You can—and shou…
Executive Buy-In: Your Key to Success
Congratulations! You’ve attended some or all of the Pragmatic Marketing courses, passed the c…
Identify and Diagnose Customer Churn
Last year, a CEO contacted me about customer churn. Despite doing exit interviews and surveys, she …
How to Win When You're Under Attack At Work
As you climb the career ladder, you will inevitably encounter situations where a colleague disagre…
Pitch to Win: How to Get Funding (or Approval) to Build Your Great Idea
Pitching investors requires more than a great idea. Whether you want seed funding for your startup…
Pragmatic Marketer is our award-winning magazine and your go-to tool for all things product.