Significant shifts in B2B buying will dramatically change B2B commerce over the next five years.

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...

Many companies do not consider the high cost of under-managing or ineffectively managing the sales function. If the sales system is like a boat with a hole, it does not matter how fast the salespeople “row”!

Below is our list of the hidden and not-so-hidden costs of ineffective sales management.

1. He...

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...