Geoffrey Walters

A serial entrepreneur and digital nomad, Geoffrey has been running his own marketing consultancy for the past year.

  • How And Why To Deliver A Great Buying Experience

    How And Why To Deliver A Great Buying Experience

    Delivering a great buying experience is crucial in sales. It actually outranks product & price. Learn how and why your company can and should do that.

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  • Why B2B Is A Lot More B2C Than You Think

    Why B2B Is A Lot More B2C Than You Think

    Learn the importance of selling to an end user in order to get to the decision maker, and tips on how to make it through all the gatekeepers.

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  • Why Does CRM Success Elude So Many Sales Managers?

    Why Does CRM Success Elude So Many Sales Managers?

    Sales leaders agree on the value of CRM. A properly implemented CRM system can increase efficiency, promote cross-departmental contact and provide a wealth of customer data.

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  • How To Optimize Free-trial Signups

    How To Optimize Free-trial Signups

    SaaS free trial sign-ups can be a great way to win business. But many SaaS companies have found it difficult to stop their free trial from turning into a tribulation.

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  • 6 Ways Sales Enablement Drives Revenue

    6 Ways Sales Enablement Drives Revenue

    If you’re not already on board with sales enablement, you should be. But most commentaries on sales enablement talk about metrics that don’t have a dollar sign.

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  • How Should You Build SaaS Sales Territories?

    How Should You Build SaaS Sales Territories?

    For a long time, sales territories have been the way managers divide up their sales teams. So long, in fact, that it’s often done unthinkingly. For many, it’s a given in the sales industry.

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  • Why Startup Founders Should Avoid Outsourcing Sales

    Why Startup Founders Should Avoid Outsourcing Sales

    Many first-time founders are taking a huge step into the unknown—and they’re understandably terrified of the pitfalls hidden in the inky-black business nothingness that stretches before them.

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  • Inbound vs. Outbound Sales: Why Not Use Both?

    Inbound vs. Outbound Sales: Why Not Use Both?

    To dial, or not to dial? The question of what sales strategy to use - outbound or inbound - is crucial for a young business. It could make or break your fledgling enterprise.

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  • How To Stop Your Sales Enablement Stack From Obscuring Your Business Vision

    How To Stop Your Sales Enablement Stack From Obscuring Your Business Vision

    ales enablement is the future. That’s not really in doubt. A 2015 report by Forbes Insights in conjunction with Brainshark showed that '59% of companies that surpassed revenue targets

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  • How To Design A Reward Structure That Works

    How To Design A Reward Structure That Works

    ‘You must be in tune with the times and prepared to break with tradition,’ said the American writer James Agee—but often, that’s easier said than done

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  • Choosing The Right SaaS Sales Model For Your Company

    Choosing The Right SaaS Sales Model For Your Company

    The SaaS market is booming just now—and it’s a market that’s expected to grow even bigger in the near future.

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  • The Lead Response Pitfalls That Are Costing You

    The Lead Response Pitfalls That Are Costing You

    I learned from my first restaurant: Make customers happy, make sure the customer comes back again. And automatically, success has followed me – Top Japanese chef Nobu Matsuhisa

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  • 9 Sales Analytics Metrics You Really Need To Track

    9 Sales Analytics Metrics You Really Need To Track

    'What gets measured, gets managed.' Austrian-American management consultant and author Peter Drucker is often cited by sales managers and with good reason

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  • Using Personalized KPIs For Sales Reps

    Using Personalized KPIs For Sales Reps

    How does management tend to react to poor performance from a sales rep? A lot of the time, the reaction is to fire the rep and start again from scratch.

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  • 7 Ways To Increase Your Sales Reps’ Productivity

    7 Ways To Increase Your Sales Reps’ Productivity

    Sales productivity is the number-one challenge for nearly 65% of B2B organizations. What are the reasons for this? Well, let’s look at some stats

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  • You Need To Start Selling To Your Referral Network - Here's How

    You Need To Start Selling To Your Referral Network - Here's How

    Most sales organizations have highly structured methods in place to prospect and sell to new customers. And plenty have heard the good news and turned their attention to retention too.

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  • Why You Need To Start Really Personalizing Your Sales Emails

    Why You Need To Start Really Personalizing Your Sales Emails

    'Personalized mass emails, really?' That is so passé. I get it - the idea is kind of old news. In fact, as long ago as 2013, experts were sounding the death knell for the email as a means of selling

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  • How To Encourage Prospects To Open Up & Engage

    How To Encourage Prospects To Open Up & Engage

    When faced with a prospect who just will not open up, many salespeople feel like repeating Jerry Maguire’s famous words. It’s not that the prospect objects, exactly

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  • How Data Can Make You A Better Sales Coach

    How Data Can Make You A Better Sales Coach

    'Each person holds so much power within themselves that needs to be let out,' said Pete Carroll, the Super Bowl-winning coach of the Seattle Seahawks. 'Sometimes they just need a little nudge

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  • Why It’s Time To Switch To Account-Based Sales

    Why It’s Time To Switch To Account-Based Sales

    Account-based sales is a hot topic just now. Many sales blogs are heralding it as though sales development teams are rubbing their eyes and wondering why they’d never thought of it before.

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