The Ultimate Guide To Agile Sales Management [eBook]

agile sales ebook - william wickey

LeadGenius recently teamed up with Base, Ambition, and LearnCore to write The Ultimate Guide to Agile Sales Management. Download the eBook for free at

Sales is changing – and it’s changing fast. The tools and tactics that got the job done just ten years ago don’t stand a fighting chance of enabling sales or closing deals today.

Despite new trends and forces, many sales teams are still being managed using the “same old” values, frameworks, and methodologies.

As is often the case with sales, a solution to this challenge can be found within the highly progressive approach of another department – in this case, IT and its use of Agile Development.

An alternative to traditional linear development approaches, the agile movement provides teams with a flexible, collaborative framework for solving problems and meeting goals. The iterative agile process expedites learning and data-driven optimizations.

Although the term “agile sales management” does not yet have the same traction with B2B sales teams as “agile product development” has with programmers and engineers, it soon will. In fact, a recent agile survey reported that nearly ¼ of respondents came from departments outside of software development and IT. What’s more, 87% of survey respondents agreed that agile methodology is improving the quality of work life for their teams.

When compared against the traditional waterfall development methodology, it’s not hard to see why agile has taken root.


The ability of agile teams to zero in on smaller, more immediate goals, address feedback and issues in real-time and adapt projects to evolving needs enables them to work more quickly, minimize waste and deliver better products.

The agile approach has already been adopted outside of engineering by a number of leading organizations, including State Farm, Airbnb, Google, Microsoft, Bank of America, Xerox, Amazon and McKinsey, just to name a few! Download The Ultimate Guide To Agile Sales Management at to see why.


agile sales management ebook


What Sales Leaders Are Saying

mike-weinberg-agile-sales-management“The move to agile means that accountability and transparency are back in and talking trendy nonsense ethereal sales concepts is out!”

— Mike Weinberg, speaker, consultant, and author of two #1 Amazon Bestsellers

[Tweet “‘The move to agile means that accountability and transparency are back in.’ @mike_weinberg”]


iannarino-headshot-agile-sales-management“Because any process that includes human beings is non-linear, it’s more important than ever to view our sales processes as non-linear, and to use a dynamic, agile process that serves both us and our clients in making change.”

Anthony Iannarino, international speaker, author and owner of The Sales Blog

[Tweet “‘It’s more important than ever to view our #salesprocesses as non-linear.’ @iannarino”]


john-barrows-agile-sales-management“When applied to sales, core agile principles like accountability, measurement, and continuous iteration can up-level not only sales performance but also organizational stability, effectiveness, and contentment as a whole.”

John Barrows, sales trainer and advocate

[Tweet “‘#Agilesales principles can up-level organizational effectiveness. ‘ @JohnMBarrows”]








Download The Ultimate Guide To Agile Sales Management for free at



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Post Round-Up | Q1 & Q2 2017

Contributing Posts and Interviews




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The Trends and Tech Guide for B2B Sales and Marketing | Prezi, Ambition, LeadGenius [eBook]

B2B trends - Willliam Wickey

The Trends drive the Needs. The Needs drive the Technology. Too often it’s the other way around.

This is why LeadGenius teamed up with Prezi and Ambition to write The 2017 Trends & Tech Guide for B2B Sales & Marketing. A trends guide is not actionable if you neglect to consider the technology available in the market. A technology guide is incomplete without an understanding of what is driving adoption.

Each chapter in the Trends and Tech Guide explains a force in the market, identifies the needs relevant to that trend, and provides 10–15 product solutions that can be used to meet those needs.

Here are the big trends in marketing sales and demand generation for 2017:

Managing Millennials – Managing today’s 20-somethings is a whole new ball game. Marketing, sales, and demand gen leaders have to adopt tools and management techniques that match the strengths and weakness of krecent college graduates.

Account Based Marketing (ABM) is coming of age – There was a lot of hype about ABM last year. It can be quite a pain to switch from a lead/contact-based strategy to one that’s account based, but that’s where the industry is headed. Demand generation is not just about selling to decision makers. It’s about selling to accounts.

The “New CMO” – CMOs are being given more power and responsibility. Chief marketers are being required to now also focus on product marketing, revenue strategy, and marketing ops. In the past, these functions largely lived in other departments. If demand gen rolls up under marketing, and the head of the marketing org’s responsibilities shift, that  inevitably impacts the goals of the rest of the organization.

Customer Experience (CX) – “Customer experience” is just a fancy way to say “full-funnel marketing.” The big difference between “CX “and a “full funnel marketing” is that the former doesn’t have the word “marketing” in it. When the CEO puts a focus on full funnel marketing, the marketing team gets to work. When the CEO puts a focus on CX, all the departments gets to work. Harkening back to marketing 101, you’ll remember that everything is marketing: price, product, placement, and promotion. Because B2B companies want to keep customers around for longer and continue selling to them (especially in recurring revenue based businesses), CX is becoming more and more important.

Personalized Everything – From a content standpoint, B2B marketing is always trying to keep pace with what’s going on in B2C. Personalization has been the name of the game in B2C for several years now. B2B will continue to follow this lead. (By the way, personalization as much about targeting as it is about messaging.)

The Consolidated Technology Stack – Marketing and sales is sick of having dozens of overlapping and competing technologies to wrangle in one stack. Living at the intersection of these two departments, demand generation feels this pain most of all. B2B companies are starting to trim the fat. Inefficiencies and redundancies in the technology stack cost time and money.

Trust is currency – As new tools pop up every day, the demand gen technology market is getting more elastic. This means, that if a customer doesn’t like their vendors, it’s getting easier to switch. Trust is key. Demand gen teams are becoming increasingly focused on retention, upselling, and advocacy, as opposed to just acquisition.


Download the eBook for free at

  • The secret to 10X productivity is inside this book.”
    • Grant Cardone, Cardone University and GCTV
  • A great resource for leaders.
    • The Global Inside Sales Association
  • You won’t find a better round up of key, actionable information.
    • John Barrows, jbarrows LLC
  • An incredible resource.
    • James Carbary, Huffington Post

B2B Trends and Tech Authors


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