​Pat Spenner, Strategic Initiatives Leader at CEB, a best-practice insight and technology company, joins the podcast with some hard-hitting research that challenges conventional sales wisdom by rejecting personalization and focusing on one persona: the mobilizer.

Special thanks to our sponsors:

• InboundWriter
• Oracle Marketing Cloud
• Uberflip

In This Episode:

• Five sales rep profiles and the highest performing approach for sales reps
• The most important numbers to crack the code of sales
• The seven profiles of stakeholders
• The problem with personalization
• Creating the most valuable content
• How to sell to stakeholders successfully
• The profound importance of mobilizers and how to market to them

Resources

• Pat Spenner's LinkedIn
• Marketo's Definitive Guide to Marketing Automation
• Challenger Book
• CEB Challenger Customer Website

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