About
I help B2B leaders unleash sustainable revenue performance.
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For decades, I have…
Articles by Jay
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BOOST YOUR B2B ORGANIZATION’S PERFORMANCE WITH ACCOUNTABILITY
BOOST YOUR B2B ORGANIZATION’S PERFORMANCE WITH ACCOUNTABILITY
By Jay Mitchell
Activity
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78% of hiring managers are planning to replace recent graduates with AI. While AI is a powerful and valuable tool, it's important not to overestimate…
78% of hiring managers are planning to replace recent graduates with AI. While AI is a powerful and valuable tool, it's important not to overestimate…
Shared by Jay Mitchell
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One of the best parts of business research is the ability to impact business leaders and business practices. Thanks to Maxim Tarasevich for…
One of the best parts of business research is the ability to impact business leaders and business practices. Thanks to Maxim Tarasevich for…
Liked by Jay Mitchell
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We have all been to a boring meeting before. The speaker pulls out their stack of 50 slides and seems to drone on. You likely remember going to the…
We have all been to a boring meeting before. The speaker pulls out their stack of 50 slides and seems to drone on. You likely remember going to the…
Shared by Jay Mitchell
Experience
Education
Volunteer Experience
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Center for Professional Selling, Top Gun Summit - Executive Coach
Baylor University
- Present 6 years 1 month
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Center for Professional Selling, Top Gun Summit - Executive Coach
Baylor University
- Present 7 years 1 month
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Center for Professional Selling, Top Gun Summit - Executive Coach
Baylor University
- Present 8 years 1 month
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Center for Professional Selling, Top Gun Summit - Executive Coach
Baylor University
- Present 9 years 1 month
Education
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Center for Professional Selling, Top Gun Summit - Executive Coach
Baylor University
- Present 10 years 1 month
Education
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Publications
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What B2B Marketers Can Learn from B2C
Sales and Marketing Management
There remains a distinct buyer-seller gap in the business-to-business (B2B) arena. CSO Insights found that although nine out of 10 buyers acknowledge interest in engaging with sellers earlier in the buying process, 70 percent engage a seller after already identifying and clarifying their needs, while 44 percent have already identified solutions.
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How to identify the right product differentiator to boost marketing and sales success
B2B News Network
One of the biggest challenges for today’s seller is helping their buyer understand their product or service’s differentiator — in other words, what makes it better than others that walk, talk, look and act like it.
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The No. 1 Thing Leadership Can Do to Align Marketing and Sales
Sales and Marketing Management
In order to learn how to align marketing and sales teams, we must understand how devastating a gap between these departments can be for an organization overall.
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3 Immediate Steps to Engage Buyers
Top Sales World
92% of decision makers believe sellers are NOT creating value for the buyers. This could be due to ineffective selling, but I would a more likely contributor is because sellers have not been equipped with the right materials to truly engage their prospects—materials that will draw buyers out of status quo and into action.
Here are 3 steps to help make this transition:
Step 1: Start with the buyer.
Step 2: Connect with sales.
Step 3: Create powerful and compelling…92% of decision makers believe sellers are NOT creating value for the buyers. This could be due to ineffective selling, but I would a more likely contributor is because sellers have not been equipped with the right materials to truly engage their prospects—materials that will draw buyers out of status quo and into action.
Here are 3 steps to help make this transition:
Step 1: Start with the buyer.
Step 2: Connect with sales.
Step 3: Create powerful and compelling messaging. -
Sun Tzu’s Differentiated Messaging Test
Top Sales World
Research from The CMO Council found that less than 25% of sales and marketing executives believe they are effectively delivering differentiated messages.
Take a few minutes with your team to perform a simple test on your messaging to assess whether it is differentiated. To do this, it is essential you step outside of your role and put yourself in your buyers’ shoes.
● Unique
● Valuable
● Provable
● Memorable -
Getting Clarity on Sales Enablement
Top Sales World
Jay Mitchell, founder and President of Mereo, was interviewed by Jonathan Farrington, CEO and co-editor the world-renown sales publication, Top Sales Magazine. Jay was interviewed alongside respected industry leader, Tamara Schenk, Research Director with CSO Insights (a division of MHI Global). Together they provided much needed clarity to the murky waters of sales enablement.
Other authorsSee publication
Honors & Awards
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Finals Judge for the Stevie Awards for Sales (2007)
Stevie Awards
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Finals Judge for the Stevie Awards for Sales (2008)
Stevie Awards
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Finals Judge for the Stevie Awards for Sales (2009)
Stevie Awards
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Finals Judge for the Stevie Awards for Sales (2010)
Stevie Awards
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Finals Judge for the Stevie Awards for Sales (2011)
Stevie Awards
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Finals Judge for the Stevie Awards for Sales (2012)
Stevie Awards
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Finals Judge for the Stevie Awards for Sales (2013)
Stevie Awards
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Finals Judge for the Stevie Awards for Sales (2014)
Stevie Awards
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Finals Judge for the Stevie Awards for Sales (2015)
Stevie Awards
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Finals Judge for the Stevie Awards for Sales (2016)
Stevie Award
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Finals Judge for the Stevie Awards for Sales (2017)
Stevie Awards
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Top 50 Sales & Marketing Blog by Top Sales World (2015)
Top Sales World
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Top Sales & Marketing Blog Post by Top Sales World (2016)
Top Sales World
Recommendations received
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Join now to viewMore activity by Jay
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Friday B2B Tech Growth Fundamentals: The Power of Customer-Centric Content In B2B tech marketing, customer-centric content isn’t just a trend; it’s…
Friday B2B Tech Growth Fundamentals: The Power of Customer-Centric Content In B2B tech marketing, customer-centric content isn’t just a trend; it’s…
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I heard about Pavilion six months ago from a former colleague, thanks Laurent Van Huffel, and joined as an executive member three weeks ago—no…
I heard about Pavilion six months ago from a former colleague, thanks Laurent Van Huffel, and joined as an executive member three weeks ago—no…
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When you fully understand buyers’ greatest pains, it is easier to serve them by determining which solution fits them well. To best serve your buyers,…
When you fully understand buyers’ greatest pains, it is easier to serve them by determining which solution fits them well. To best serve your buyers,…
Shared by Jay Mitchell
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Today’s buyers do not want to be sold to. Instead, they want to be served — by your salespeople and your content. I want to share 5 types of selling…
Today’s buyers do not want to be sold to. Instead, they want to be served — by your salespeople and your content. I want to share 5 types of selling…
Shared by Jay Mitchell
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Did you miss the August edition of Top Sales Magazine, With Julie Thomas, President and CEO of ValueSelling Associates, Inc. on the cover and Kristie…
Did you miss the August edition of Top Sales Magazine, With Julie Thomas, President and CEO of ValueSelling Associates, Inc. on the cover and Kristie…
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Product launches can get expensive quickly. Change how you launch instead of pouring resources into a solution that may not have a worthwhile return.…
Product launches can get expensive quickly. Change how you launch instead of pouring resources into a solution that may not have a worthwhile return.…
Shared by Jay Mitchell
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What a pleasure last night to watch my favorite team, backed by my other favorite team. OneStream Software
What a pleasure last night to watch my favorite team, backed by my other favorite team. OneStream Software
Liked by Jay Mitchell
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Grateful to call both of these women friends! #newhorizons
Grateful to call both of these women friends! #newhorizons
Liked by Jay Mitchell
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I climbed four 14K foot mountains for my 14th anniversary with my husband. Here's why my husband and I do something hard every year on our…
I climbed four 14K foot mountains for my 14th anniversary with my husband. Here's why my husband and I do something hard every year on our…
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Slide decks can be the bane of your sales pursuits — or you can re-package them to spark a deeper conversation with your buyer. The reality is…
Slide decks can be the bane of your sales pursuits — or you can re-package them to spark a deeper conversation with your buyer. The reality is…
Shared by Jay Mitchell
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69% of hiring managers said AI can do the job of a recent grad (Intelligent). This spells trouble for the selling professionals of the future. While…
69% of hiring managers said AI can do the job of a recent grad (Intelligent). This spells trouble for the selling professionals of the future. While…
Shared by Jay Mitchell
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Last week Collective 54 hosted our Inaugural Founders Summit. There were so many fantastic aspects of getting our members together in person as…
Last week Collective 54 hosted our Inaugural Founders Summit. There were so many fantastic aspects of getting our members together in person as…
Liked by Jay Mitchell
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Your pricing strategy must be strong if you want your revenue to thrive sustainably. Our experts at Mereo LLC have crafted an eBook to help you…
Your pricing strategy must be strong if you want your revenue to thrive sustainably. Our experts at Mereo LLC have crafted an eBook to help you…
Shared by Jay Mitchell
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