Making Client Reporting an "Amazon-Like" Experience

As business processes become increasingly digitized, the lines separating departmental functions such as client service, marketing and sales are rapidly blurring. Many companies are starting to...

Meet Your New Dysfunctional Buyer Team

More and more, enterprise solutions sales reps are encountering increasingly complex buying teams that prove hard nuts to crack. Buyers are coming to the table 72 percent of the way through their...

The 4 Pillars of Customer Obsession

The customer wasn't always the star of the show in enterprise business organizations. It used to be that having a superior product was what made you stand out among your competitors. But these...

Gaining Consensus Through Digital Conversations

Whether you're overseeing a sales team or are part of the team itself, you've probably found yourself losing out on deals when the group becomes polarized or confused and can't come together on a...

Spark a Digital Conversation Why Don't You?

I'm not going to lie. I'm a relationship guy. But the way we are developing sales relationships these days is drastically changing.