Note: This article, co-written with Jacco van der Kooij, first appeared at Harvard Business Review online here. Summary. Traditional sales … [Read more...] about The Rebirth of Software as a Service
Sales Teams Need to Stop Focusing on the Customer Funnel
Note: This article first appeared on Harvard Business Review online here. Summary. Understanding where customers are, how they navigate streams … [Read more...] about Sales Teams Need to Stop Focusing on the Customer Funnel
Linking Growth and Frontline Initiatives
Note: this article, by myself, Jay Galeota, and Michael Wong, first appeared here at Sales and Marketing Management. Most strategies are about … [Read more...] about Linking Growth and Frontline Initiatives
Linking Value and Price
This article first appeared in Top Sales Magazine. Few customers want to pay more but most seek value, and it’s sales’ responsibility to frame the … [Read more...] about Linking Value and Price
Aligning Your GTM w/ Frank Cespedes, PhD
Note: this article originally appeared in GTM Magazine. Digital access can be found here. In this installment of The GTM Interview, I had the … [Read more...] about Aligning Your GTM w/ Frank Cespedes, PhD
Using Simulations to Upskill Employees
Note: this article originally appeared in Harvard Business Review Online, co-authored with Trond Aas, Alex Hunt, and Huw Newton-Hill. Digital access … [Read more...] about Using Simulations to Upskill Employees