Many hold the opinion that there will be a shift from the siloed, individual seller to a team based approach. In a recent interview (Covid-19 is Transforming Sales) I spoke to the future of the sales function. A great level of strategic planning and coordination will be needed to optimizing tar...

Revenue teams in every industry are still adjusting to the disruptions of a volatile year — missed quotas, significant shifts in strategies, and millions of outside sales reps moving inside.

We know 2021 will not usher in a miraculous return to “normal.” The recovery poses longer-term challenges, esp...

There is a lot of good that can come from bad, just like every situation gives you a set of both – pros and  cons. If you look at history, even some of the world’s worst moments have helped open up a pathway to better transformation and change. Past endemics like the Spanish Flu revol...

McKinsey recently surveyed 3600 business decision-makers and found some interesting results. You can see their infographic below, but the most interesting point is the importance of chat. As sales moves to a more omnichannel approach, self-service websites become more important. The most important a...