Sales
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The Real Cost of Accepting “Do Nothing”
The Real Cost of Accepting "Do Nothing" Not only is doing nothing an action, the acceptance of “do...
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
- Motivation / Wellbeing
- Sales Enablement
- CRO Corner
- AI
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)...
Why Sales Managers Become Admins (And How to Reset the Balance)
In high-performing sales organisations, a manager's most valuable role is not updating dashboards...
Mavens of Modern Sales – Jaime Konzelman
Welcome to Mavens of Modern Sales, where we take a deep dive with the sales leaders pulling sales...
The Rise of Multi-Agent Workflows: Can Your Sales Stack Keep Up?
AI is moving faster than your sales stack. That’s not a hot take—it’s a fact. Right now, most...
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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The Sales Leaders You Wish You Worked For
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HR
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For Your Next Enablement Hire, Look to Your Experienced Sales Reps
The belief that not all great sales reps make great sales managers is generally accepted in the...
Revenue Operations
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A More Strategic and Equitable Approach to Setting Growth Targets for Key Accounts
When assigning Net Revenue Retention (NRR) targets to Key Account Managers whose roles involve...
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
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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.
Marketing
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Sales & Marketing Alignment: Why Your Revenue Depends on It
The Peanut Butter & Apples of Business Ever tried peanut butter by the spoonful? Pretty...
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