The New Rules for Account Growth
As go-to-market (GTM) teams have grown and evolved, so too have our perceptions of “pre-sale” and “post-sale” roles. Customer success and account…
Balancing the Art and Science of Selling
What do color theory and sales have in common? They are both a combination of art and science designed to achieve a specific result and enact a sense…
How Challengers Thrive in a Fear-Driven Market
You know your territory. You memorize your conversion rates. Every time you pick up the phone or check your email, your prospects are positive,…
How “Positive Paranoia” Keeps Sellers Sharp
The best salespeople take on the Tom Brady mindset. After playing college football at Michigan, Tom Brady was selected by the New England Patriots in…
Strategies to Move Deals from Stalled to Sealed
Why aren’t you winning? Between 40 and 60% of lost deals are victims of quiet indecision. It’s a consistent problem exacerbated by tough…
Want Account Growth? Make Your Business Indispensable
Today’s market is complex and unpredictable, but one thing is certain — retention matters more now than ever before. By embracing the role of a…
Stick the Landing: Strategic Steps for SKOs that Work
This year, your sales kickoff looms large on your calendar. Whether it’s scheduled for a single day or spread over a week, it carries outsized…
A Practical Guide to Creating a Kick-Ass SKO
Quarter four will be here before you know it — and those three months of excitement lead right into the sales kickoff. If you want to make sure your…
Four Experts Share Insights for Fostering an Inclusive Sales Team
Leaders who want to foster a healthy sales culture face a mountain of advice and pretty terrible examples (Always Be Closing, anyone?). When your…
Using Storytelling to Stand Out, Give Back, and Build Connections
Your alarm goes off and you grab your phone, silencing the noise to scroll social media for a few minutes before getting ready for the day. You…
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The best companies grow, and grow fast, by challenging customers, not by serving them.