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World-Class Sales Kickoff Strategies: Sales Execution Tools, Revenue Forecasting, and Coaching

World-Class Sales Kickoff Strategies: Sales Execution Tools, Revenue Forecasting, and Coaching

Sales Execution, Sales Planning

As we move into the new year, most sales teams are likely setting the stage for 2023 with sales kickoff meetings, also known as SKOs. Topics that top sales organizations will be covering this year include sales strategies, sales forecasting, methodologies, predictable...
Navigating Buying Groups: How to Identify and Conquer

Navigating Buying Groups: How to Identify and Conquer

Sales Execution

In the world of B2B sales, buying groups have become more complex and harder to navigate. The lay of the land seemingly changes at every turn! How are we, as sellers, to identify and engage the right people?  Gartner tells us that buyers will only spend 17% of their...
The Times, They Are a Changin’: Expanding Buying Groups

The Times, They Are a Changin’: Expanding Buying Groups

Sales Execution

Gartner tells us that the average buying group is anywhere from 6-10 individuals (I’ve personally seen as many as 15 or 16 involved in a single decision) which is almost double what we’ve historically seen in enterprise sales just a decade ago.  

Sales, Marketing, and Customer Success Walk into an ABX Bar…

Sales, Marketing, and Customer Success Walk into an ABX Bar…

Account-Based Selling

ABX (Account-Based Everything) is the new buzzword around town. But is it really all it’s cracked up to be? Can these three very different functions actually have a happy hour without anyone getting thrown out?  You’ve seen a lot of opinions and editorial...
The State of Account-Based Sales Survey

The State of Account-Based Sales Survey

Account-Based Selling

We have entered an era of account-based everything. Fundamentally, account-based sales is a fancy term for getting to know your customers and leading with relevancy. While it sounds simple, we know that it takes some time to encourage reps to rethink their sales...
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