There is no doubt that the sales profession is undergoing rapid change: Technology is advancing, making our lives both simpler and more complex at the … [Read more...] about Highlights from the 2018-2019 Sales Performance Study
Prospecting done wrong hurts your brand
If an AI company provides solutions for demand and lead generation and prospecting, you would expect that they have prospecting all figured out. But a … [Read more...] about Prospecting done wrong hurts your brand
Sales Talent Is a Problem. Is it Worth Solving?
In our past several posts, we’ve discussed several insights from the recent 2018 Sales Talent Study, highlighting a series of talent challenges … [Read more...] about Sales Talent Is a Problem. Is it Worth Solving?
Sales Transformation: The Human Side of the Equation
Sales Transformation: The Human Side of the Equation Transform your sales organization? What a great idea! Modernize the technology, improve … [Read more...] about Sales Transformation: The Human Side of the Equation
Why you need a sales enablement charter and how to get there: Part 2
Last week, I discussed why a sales enablement charter is such a critical element for sales enablement success, and why only few organizations, 9.2% to … [Read more...] about Why you need a sales enablement charter and how to get there: Part 2
Tom Steenburgh on Selling New Products, Part 2
We continue our conversation with Tom Steenburgh, the Richard S. Reynolds Professor and Senior Associate Dean for Faculty Development at the Darden … [Read more...] about Tom Steenburgh on Selling New Products, Part 2
