Leading sales and marketing departments have adopted guided selling to close business faster, more easily, and more profitably. What is Guided Selling Guided selling is an emerging category of sales enablement. Let’s define guided selling for the direct sales organization selling in the B2B environment. Guided selling is a framework Read more…
Many organizations are struggling with how to conduct business during the COVID-19 pandemic. Can we, should we, and how do we still close business while remaining sensitive to the current world situation without tarnishing our brand and destroying relationships? Here is a suggested path to follow: Only pursue prospects where Read more…
The 10-year bull run is now in correction, possibly a bear market at the close today. COVID-19 is leading a new global economic slowdown to start 2020. Sequoia Capital has recently warned its portfolio companies to prepare for the negative business impact of the virus. Large tech companies have already Read more…
Finding a great Vice President of Sales is a critical ingredient for success for any B2B SaaS software company. Whether it’s your first, or you’ve hired multiple VP of sales, you’ll rarely make a more important decision. What to look for in a GREAT VP of sales…