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Jan 28, 2020 8:00 am
Relationship Mapping: The #1 Hole In Key Account Plans

I was in Paris this week launching a social selling program for a global enterprise account that has thousands of sellers. For the majority of social selling launches, companies typically look at modernizing their digital prospecting to find net new markets and accounts. In fact, this is how 75% of companies look at modern, digital … Continue reading “Relationship Mapping: The #1 Hole In Key Account Plans”

Jan 7, 2020 8:00 am
Are You Scrambling for Prospecting Sales Plays as You’re Building Your FY 2020 Plans?

I was on a call with a couple of customers recently, and the reality is fiscal year (“FY”) 2020 planning is starting to hit them square in the face! They’re realizing that with under a month to go until the new year, the pipeline that they’ve been creating for months or even years will be … Continue reading “Are You Scrambling for Prospecting Sales Plays as You’re Building Your FY 2020 Plans?”

Dec 24, 2019 9:00 am
2020s Trends: Team-Based Selling & Regionalized Learning

In 2019, we noticed a particular trend that we fully expect to continue into the 2020s: companies are looking at selling as a team sport. Role-based, prescriptive learning is still critical, there are nuances to every role, and when learning a new sales methodology or new global method strategy, companies focus on regionalized learning, because … Continue reading “2020s Trends: Team-Based Selling & Regionalized Learning”

Nov 25, 2019 10:13 am
How do you gain the other 83% of a buyer’s mindshare?

A couple of days ago I received an email from my business partner, Jill Rowley, who shared the following diagram with me to highlight some incredible research done by Gartner.