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.
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?”
A webinar titled, ‘Accelerate Your Sales Process with a Modern Selling Approach’ was held last week on Thursday, February 21, 2019, 11:00 AM PT – 12:00 PM PT. It was a one-hour webinar in which Jamie Shanks, Author of SPEAR Selling and one of North America’s leading Digital Selling experts, and Ray Makela, CEO at … Continue reading “[Webinar] ‘Accelerate Your Sales Process with a Modern Selling Approach’”