How to Account for and Avoid Talent Leak During a Turbulent Merger
Losing the sales professionals critical to the new organization’s future adds further complications to the inherent challenges of a merger. Apply these strategies to encourage your prized closers to stay on board.
Why Most Change Efforts Fail – and the 4 Things Leaders Forget
70% of change efforts implemented by companies fail. The same four reasons that cause change efforts to fail can be flipped on their heads and used to yield more successful outcomes.
Creative Hasn’t Learned, But Now It Can
New technologies driven by AI are changing the way creative is executed and measured. It’s time marketers and their agencies rethink the role of creative performance.
Your Revenue Enablement Technology Stack Is Broken. Here’s How to Fix It
Revenue enablement tool fragmentation doesn’t just impede the experience and productivity of human workers. It also blocks the ability of AI tools to excel – and of businesses to take their revenue operations to new heights and maximize AI-driven growth.
You Scaled Your Sales Team. Did You Scale Your Revenue Infrastructure?
Scaling your sales team is not just about hiring. It is about the interplay between people, process and infrastructure. While most leaders are comfortable managing the people variable, they can neglect the revenue infrastructure required to make those people effective.
Why Companies Hit a Growth Ceiling When They Rely Too Heavily On Lead Generation
As organizations scale, success depends less on how much fuel (how many B2B leads) is added to the fire, and more on how efficiently they are converted. This means prioritizing quality over volume, alignment over competing activity, and systems over guesswork.
3 Steps for Handling Less-Expensive Competitors
The B2B selling world has created a confidence problem in how we deliver and defend our pricing. Here's how to handle customers’ requests to meet a competitor's lower price.
Want a Better Deal? Tell a Better Story
If you are facing deadlock or constantly battling through heated negotiations, now is the time to leverage the power of story to break through the noise. Stories help create the conditions for persuasion, turning intention into action and closing the deal.
The First-Party Data Advantage
In a world of disappearing signals and shifting rules, first-party data is your edge. If you’ve got the data, unlock it now. If you don’t, start building. Because the brands that own their audience will outlast every algorithm shake-up, platform pivot and privacy update coming next.
Better Sales Compensation Plans Start with These Smart Steps
Ideally, fine-tuning a sales compensation plan consists of three key guidelines: embrace simplicity, uphold continuity and put key company priorities first. Companies that effectively incorporate these standards will create momentum for the year ahead.
