All three are trending. But only one will still be around in a year’s time.
You can learn more about fidget spinners (here) and male rompers (here)—go ahead, I’m not judging. The third trend, Account-Based Marketing (ABM), is where you should really spend some time.
Hashtag #ABM continues to...
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I have a newsflash for you. Two major waves are colliding.
First, there’s an exponential growth in the number of ideas, options, and solutions available for prospects. Prospects are drowning in a sea of could do. Vendors are publishing new and often contradictory “thought leadership” pieces at a...
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Every leader assumes their reps are asking questions that move the sales process forward but do you know that with a certainty?
The shortest distance between winning a deal and having it slip from month to month is a direct one. In fact, it's these direct questions that...
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There is much ‘advice’ touting the demise of outbound calling (or cold
calling more broadly). We are told “buyers complete 60% of the purchase before
they talk to sales,” “executives never respond to phone calls,” “a tweet is
worth 100 dials,” and on, and on.
Those statements, while provocative...
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You’ve
hired a new Sales Manager, but how can you tell if you’ve made a great hire?
Whether you are a start-up CEO hiring your 1st sales
leader, or a seasoned VP of Sales adding your 5th Manager, we all
hire with the best of intentions. But until the rubber (expectations) meets the
road...
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