The New Paradigm Post COVID

The new normal requires a re-examination of everything we aspire to accomplish, even the simplest of our daily tasks. To adapt, here are three questions you should ask yourself.

Problem Solving and Decision Making in Uncertain Times

Great execution is more important than perfect decision making. Involving your people in the decision-making process goes a long way to generate their ownership for those decisions and their work.

Essential Leadership Behaviors for Uncertain Times

As businesses open up in many areas, leaders are seeking concrete methods to steer their people toward recovery and renewal. This two-part article looks at five practices for leading your people forward and lessening the emotion in the decision-making process.

Sales Leads Are a Perishable Asset

Buyers have a time frame to buy. Sales teams that are slow to respond will be left out.

How work from home changes management

In the WFH environment, managers would be wise to manage to the task, not the clock, says Laura Vanderkam, author of “The New Corner Office: How the Most Successful People Work From Home.” Read our Q&A.

5 Negotiation Mistakes to Avoid

Sales negotiation advice isn’t universal, and some is flat-out wrong. Avoiding these mistakes will help reps succeed.

Improving the Post-Sale B2B SaaS Customer Experience

SaaS expansion and renewals depend upon satisfied users and ROI. Post-sales strategies are key to making that happen.

The Greatest Opportunity in 70 Years to Hire High-Performance Salespeople

This is the greatest opportunity to hire high-performance sales talent since World War II ended. But if you're going to do it, do it right.

How to Navigate Pricing In a Pandemic

Businesses are walking a fine line in the COVID-19 environment. One move in the wrong direction - a new sales strategy, price hike or price discount - can move you forward or set you back.

Onboarding In Sales: Training + Leadership

There are three main ways to power up an onboarding program so that it becomes about training tactics as well as overarching leadership of the revenue team.