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Field notes for the digital seller.
The mission is simple: power the most valuable, genuine business conversations with a single, integrated platform.
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- Library of field guides
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From the resource library
Start with the practical material.
The blog archive is being organized. These resources carry the same editorial point of view and are available now.
Sales content: it is time for an overhaul
A practical look at content sprawl, usage, and the case for one library.
Read moreMeasure and optimize your content
A session on using customer engagement data to improve content.
Read moreThe Economist connects sales and marketing
How a global sales team used engagement data to refine proposals and forecasts.
Read moreThe point of view
Conversations are the unit of value.
Content is not the outcome. A meeting is not the outcome. The outcome is a genuine conversation that moves a buyer forward. Every article, guide, and story on this site is organized around that idea.
When a seller knows what the buyer reviewed, who else is involved, and where attention stopped, the next conversation starts with context instead of a cold open.
Editorial themes
What we write about.
- Sales engagement and the system of record.
- Content effectiveness and the buyer response.
- Coaching, onboarding, and the ramp to quota.
- Forecasting with real engagement data.
- Mobile selling and the field conversation.
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