3 Signs It’s Time for Your Business to Embrace the Subscription Model
Much can be learned from the successes and missteps of companies large and small across the marketplace. My partner, Eddie Yoon, and I have...
Getting Culture Right: Five Lessons for Merger Success in the Sales Department
In August 2017, the DiscoverOrg sales team was working at top speed, well aware that Q4 was right around the corner, when our CEO...
Want to Create Amazing Experiences? Start With Design Thinking.
As a creative director in a past life, I witnessed Natasha Jen’s “Design Thinking is Bull***” presentation back at the HOW conference in 2017....
5 Keys for Motivating Your Top Salespeople
It goes without saying that your top salespeople are the backbone of your team. Sure, they keep the sales rolling in, but they also...
Artificial Intelligence and Its Impact on Sales and Marketing
There’s a lot of hype around artificial intelligence, but the reality of its impact to sales and marketing strategies promises to be positive. In...
3 Ways Technology Can Streamline Your Sales Performance Management Strategy
Seventy-nine percent of companies say that increasing sales productivity is a strategy they’re using to reach growth targets in 2019, but actually meeting this...
The Future of B2B Sales
What will sales divisions look like in the future? With increased competition, the rapidly expanding role of technology in the sales process, and factors...
The Hidden Talent in Your Ranks
The current labor market remains among the tightest in modern history. As such, many companies today are beginning to look with renewed interest at...
Negotiating a B2B Sale? Be Proactive versus Reactive
A sales negotiation is a process, not an event. Events are reactive; they require you to think nimbly on your feet. Effective sales negotiations,...
Misconceptions About Outsourcing In Emerging Markets
There are people who have made it their business to use misconceptions and unfounded myths to scare businesses from outsourcing in emerging markets. They...
