?? The Power of Vertical Growth in Your Target Markets; Plus, Revenue Leaders Talk Marketing and Sales Alignment, Playbooks, and Coaching

I am incredibly proud of the Winalytics team’s recent project to verticalize our value to seven specific markets we serve.

Buyers want to be spoken to personally and individually. Easy to say....hard to do.

According to the Demand Gen Institute, 68% of buyers want content organized by issue and pain point. And, 92% of buyers give most credence to peer reviews.???

Recognizing buyer issues, pains, and peers are market specific, we build individual web pages with these elements for our most common markets:

• Business Operations
• Corporate Learning
• Higher Education
• Human Resources
• Industrial Automation
• K-12
• B2B2C Retail?

A special shout out to my friend Rob Brewster, CEO at GoFormz, for inspiration on this project.??

As Rob shared with me almost two years ago: “It is never too early to verticalize! Investing in verticalization helped jumpstart GoFormz growth, shifting from linear revenue growth to 40% year over year growth.”???

Rob is a veteran of large enterprises like Salesforce, Eloqua, and Twilio. He found inspiration from those roles to lead a verticalization effort at GoFormz as a smaller growth company. He inspired me too!

Check out Winalytics new Market Pages here

Revenue Leader Story

3 Keys for Enterprise Marketing and Sales Alignment with Charlie Chung, VP of Sales at NovoEd

It’s an old saw - sales and marketing just don't get along. Sales is filled with “transactional” types who only care about money while the marketing “brainiacs” can turn a clever phrase but are often too abstract - so the stereotypes go. Charlie Chung Chung, VP of Sales at NovoEd , has a more enlightened perspective, “Our sales growth challenges were not squarely in sales or marketing, but sat in between.”

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Featured Articles

Sales Playbooks Are The Foundation For Sales Acceleration

by Brent Keltner

Top performing sales teams are different. They use playbooks to accelerate performance.

Think about it. A sports team would never take the field without regularly practicing their playbooks. But many sales teams have no shared plays to guide buyer conversations.

Just like in sports, a sales playbook offers an agreed-on set of best practices for “field operations” – meaning how we manage each phase of our buyer conversations.?

Sales plays are not prescriptive scripts but instead frameworks that guide conversations back to buyer value. Read more to see some examples.

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The Benefits of Programmatic Coaching

by Kevin Holland?

Sales coaching raises rep performance by 19% on average…but only if you also enable the marketing and customer success teams who feed your sales team!

In the first of our 3-part series on “sales coaching to improve performance,” we have shared some whys and hows around building a culture of coaching.?

But what about everyone else who interacts with your customers and prospects??

Sales is not the only go-to-market team that can benefit from programmatic coaching. Customer success, sales and solution architects, and SDR and BDR teams can all reap the rewards of well-designed and executed coaching programs.

Read more:

Featured Podcast

Authenticity and Revenue Acceleration – Brent on Leading Learning

There are three goals at the heart of almost all learning businesses: reach, revenue, and impact. Generating revenue is essential in helping learning businesses reach the right audience and make an impact. In this episode of the Leading Learning Podcast, co-host Celisa Steele delves into the topic of revenue with Brent.

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