Editor's Pick
Frontline Sales Managers Are a Revenue Lever
Organizations that want more from their sellers should start by asking whether managers are equipped to reinforce the behaviors that drive performance.
AI Enables Efficiency, But Humans Earn Belief
In a world increasingly shaped by artificial intelligence, the companies that win may not be the ones producing the most content. They’ll be the ones that generate the most belief.
How to Use AI to Win More Sales
Your prospects and customers are increasingly using AI to vet you before, during and after your meetings. Shouldn't you use it before you engage to have more meaningful conversations?
Uniting Sales and Marketing Around a Buying Group Strategy
For marketers to get better at using buying groups to drive campaigns – and for sales to tap into the value of buying groups earlier in the pipeline – they need to work more closely together.
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New Focus Report: Why Donald Trump Doesn’t Lead Effectively
Many Americans voted for the billionaire president because they felt he had savvy business skills that would translate well to leading the country. In truth, he breaks many long-held, widely accepted tenets of effective leadership.
Why Your U.S. Sales Funnel Won’t Automatically Work in Europe
Successful market expansion requires understanding how customers evaluate offers, assess credibility and make purchasing decisions. Even strong products can underperform when messaging, positioning and user experience fail to align with local expectations.
Cold Calling Is Dead, But the Phone Is Not
You have to earn the right to continue a conversation. You do not deserve five minutes because somebody happened to answer the phone. You earn the first 30 seconds, then you earn the next part of the conversation. This is what turns a cold call into a warm one.
From Startup to Scale: The Role of Strategic Partnerships
A lot is riding on finding strategic partners that will prove to be assets to the startup. As much as a good one can help, a poor choice can backfire in a big way.
Audience-First Thinking: What We’re Still Getting Wrong
With the volume of data available to marketers today, there is little excuse not to know your audience deeply. So why is it still happening?
