The Times, They Are a Changin’: Expanding Buying Groups
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…
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...
Stats Every Sales Leader Should Know for 2022
These days we are all driven by stats. It’s the only way to analyze sales performance, strategies for the future, and learn which tactics to drop if they aren’t working.
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