Sales
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Proof of Concept? More Like Proof of Procrastination. Control the Trial or Lose the Deal.
Most software trials fail because the buyer was never serious to begin with. If you’re handing out logins without a plan, you're setting yourself up to get ghosted. Here's how to take control of trials, drive real decisions, and avoid letting a "test drive" quietly kill your deals.
Technology
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The Age of AI Research and Procurement: What it Means to You
The shift to AI boosted procurement means that B2B buyers are now armed with more information and autonomy than ever before, with studies showing that up to 70% of the buying process may be completed before any initial sales interaction. That means your sales cycle doesn't begin at Stage 1 any more, it begins at Stage 4. And everybody better be ready!
- Leadership
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4 Stats That Tell Your Sales Team is in Trouble, even if you’re making quota!
For too long, hitting quota has been seen as the ultimate indicator of a healthy sales team—but...
Mindfulness isn’t just for yoga teachers anymore
"Doesn't matter if you're dead." Not exactly what I expected my therapist to say as we (again)...
The Hidden Cost of Closing
Sales is a high-output, high-pressure role. Most people inside revenue teams understand that....
Mavens of Modern Sales – Jaime Konzelman
Welcome to Mavens of Modern Sales, where we take a deep dive with the sales leaders pulling sales...
AI Will Expose the Mediocre
Explore how AI is reshaping sales and GTM strategies. Join Jonathan Kvarfordt and James Pursey as...
Events
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Moments Matter
You’re Doing Events All Wrong: Why ROI Is About Connection, Not Capacity The majority of people...
Best Of
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HR
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In Defense of the Club Trip
One of the most memorable trips I ever took was to a remote island in the West Indies that was...
Revenue Operations
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Teachback: Transforming Sales Training ROI
Post-Easter and drum roll..... it's event season. Tomorrow, I head to Europe's leading...
Outbound / Prospecting
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Determining the Proper Amount of Preparation for Cold Calls
Changes in workplace settings and technology in recent years have transformed the dynamic of both...
Podcasts
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SaaS
Latest
Proof of Concept? More Like Proof of Procrastination. Control the Trial or Lose the Deal.
Most software trials fail because the buyer was never serious to begin with. If you’re handing out logins without a plan, you're setting yourself up to get ghosted. Here's how to take control of trials, drive real decisions, and avoid letting a "test drive" quietly kill your deals.
Marketing
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Cold Email is Getting Harder & Harder: How do you adjust?
Here’s the deal: email tracking is changing, again. Google & Microsoft don’t owe sellers...
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