June 2, 2023
Good luck finding tickets for Taylor Swift’s Eras tour. The concert sold out in seconds as legions of Swifties jumped at the chance to belt out their favorite songs in perfect unison. As a sales leader, you may never experience that level of fevered devotion about your product, but there is a lesson to be learned....
May 26, 2023
Generative AI hasn’t taken over the world (yet), but it has got a lot of people worried about their jobs. If you’re wondering how long it will be before artificial intelligence kicks sales reps to the curb, we’ve got good news. There is one uniquely human skill that is essential to sales....
May 19, 2023
Sales metrics feed on a diet of rep activity and sales performance data. Since no animals are harmed in its collection, the information can be considered vegan – no matter how meaty you might think the data is. But why are we talking about veganism?...
May 12, 2023
Discussions about DSR have hit a fever pitch. No, I’m not talking about Dysfunctional Sibling Rivalry, but if I were, I would do it so much better than my brother. Digital Sales Rooms have been around for a few years, but they are just now breaking out beyond the bounds of early adopters....
May 5, 2023
Like Jared Leto dressed as a cat at the Met Gala, selling in today’s uncertain environment is full of surprises. Welcome to a new era of B2B sales, where hybrid selling, heightened buyer expectations, and recession fears make closing deals as difficult as navigating the red carpet in sequined platform boots....
April 28, 2023
Belgium just destroyed 2,352 cans of Miller High Life. It’s a classic “Know thy customer” (and European regulations) blunder. A lot of headache and spilled beer can be avoided by taking the time to properly research your ideal customer. And when sales pipelines get tight, it can be too easy to make compromises and critical mistakes that impact sales performance....
