Making quota is a constant concern in sales; in fact, studies have shown that only 65% of field sales reps are hitting their quotas. Sometimes, the solution to this problem isn’t there to be excava...

Big data, smart data, data lakes, data warehouses, data repositories! It seems like nowadays, the word “data” makes an appearance at every sales conference and in every article. Though this articl...

Take a deep breath: the chase is over. They’ve finally said ‘yes.’ You’ve just landed a new logo, and increased revenue for your SaaS company. It’s time to relax. Right? Not if you want to b...

Time is a precious commodity – but especially for salespeople. However, recent research has shown that they’re spending only about 37% of their time on selling – meaning more than 60% of their t...

When it comes to teamwork, bees set the bar. Every bee knows exactly what to do and where to go, perfectly in sync with the rest of the hive. If you’ve ever tried your hand at beekeeping, you know t...

“Winning isn’t everything. It’s the only thing.”* For most people, such a belief may seem overly restrictive, even extreme. Not so for sales professionals. The motto, in my experience, is one ...

In the dynamic world of business, companies that simply react to change get stuck in survival mode. But the most successful leaders don’t wait for change to happen: They foresee it. Or create it. So...

More than two millennia ago, a small kingdom on the banks of the Tiber was about to carve itself a permanent place in history. Its name? Rome. How did a minor city from the Italian peninsula manage to...