Categorized in The Closer

Mind the sales capacity gap

Mind the Gap? Sure. But if you're a sales leader, there's another lurking danger you should be paying attention to: the sales capacity gap. This problem is being exacerbated by a rise in sales hiring and retention challenges....

Forrester Now Tech: Sales Engagement Solutions

“Wait. What’s going on?” “How’s that even possible?” “I’m so confused.” These are all acceptable musings when watching a movie about the multiverse, but they shouldn’t be top of mind when thinking about sales engagement technology....

Sales success sequels

Empire Strikes Back. Caddyshack 2. Wonder Woman 1984. Sometimes it pays off to replicate a huge success, and sometimes it doesn’t. Star Wars was clearly poised to be a huge cinematic tour de force. Caddyshack? Not so much. Knowing when a success should be replicated is key in the world of cinema and B2B sales....

It’s time to sell like it’s 2024

What’s going to happen in 2024? Will Tesla owners post tweets to unlock their cars? We’re not sure, but any seller not in a hybrid role, will surely be in one by 2024. According to McKinsey and Co., hybrid will be the dominant sales strategy in two short years....

Healthy productivity

What’s the remedy for sales reps who are feeling fatigued, unengaged, and frustrated at work? Forrester VP and principal analyst Nancy Maluso has outlined four strategies to improve seller wellness and productivity....

Questions about work

What are you working on? How’s that working out for you? Working hard or hardly working? Those questions may be tolerated at the water cooler or office holiday party....