All three are trending. But only one will still be around in a year’s time.
You can learn more about fidget spinners (here) and male rompers (here)—go ahead, I’m not judging. The third trend, Account-Based Marketing (ABM), is where you should really spend some time.
Hashtag #ABM continues to...
I have a newsflash for you. Two major waves are colliding.
First, there’s an exponential growth in the number of ideas, options, and solutions available for prospects. Prospects are drowning in a sea of could do. Vendors are publishing new and often contradictory “thought leadership” pieces at a...
Every leader assumes their reps are asking questions that move the sales process forward but do you know that with a certainty?
The shortest distance between winning a deal and having it slip from month to month is a direct one. In fact, it's these direct questions that...
There is much ‘advice’ touting the demise of outbound calling (or cold
calling more broadly). We are told “buyers complete 60% of the purchase before
they talk to sales,” “executives never respond to phone calls,” “a tweet is
worth 100 dials,” and on, and on.
Those statements, while provocative...
hired a new Sales Manager, but how can you tell if you’ve made a great hire?
Whether you are a start-up CEO hiring your 1st sales
leader, or a seasoned VP of Sales adding your 5th Manager, we all
hire with the best of intentions. But until the rubber (expectations) meets the