What does it take to be successful in modern sales today? Channels are noisier than ever, buyers’ attention is withering and salespeople are often swimming in a sea of tools. With creeping quotas, it’s easy to get overwhelmed, frustrated and even cynical about adopting new sales strategies.
We’ve just entered the 2020s, and for the last two months, we’ve been fielding calls from companies planning their 2020 kickoffs and sales training. As we dove into their existing sales processes and methodologies, we’ve found that many of these processes and methodologies have been acquired from third-party sales training companies like Sandler, Corporate Visions, … Continue reading “You Don’t Have A Prospecting Methodology. Now What?”
I was recently on a call with a prospective customer working on a global project scope, and they asked me a question that made me stop and think.
Over the last couple of years, many of our customers have been asking us to identify the go-to-market strategy, and specific execution points, around selling in teams. Some companies call it squads, some companies call it pods – but ultimately Aristotle’s definition of synergy – which states that the whole is greater than the sum … Continue reading “Are You Building Pipeline in Squads or Pods?”
