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Partners in Excellence
MARCH 5, 2024
I first met Marc when he was running a large part of the sales organization in a joint venture with Ericsson and HP. He later went to manage EMEA Services Sales for HP. I remember, at the time, having some envy. He had managed and orchestrated one of the biggest deals in HP’s history. Hope I did a fair job in the translation.
Sales Readiness Group
MARCH 23, 2020
In the span of a few weeks, the work world has shifted en masse from regular offices to working at home as a result of the COVID-19 pandemic. For sales organizations, this means moving everything to virtual, including training.
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SalesLoft
APRIL 21, 2022
Hier, les armes d’un commercial étaient un téléphone, un costard cravate et une mallette en cuir. . Le métier de commercial est définitivement en pleine mutation : entre la tech et la data, les échanges en temps réel, voire l’intelligence artificielle. . Aujourd’hui, le commercial 3.0
No More Cold Calling
APRIL 15, 2021
Despite the fact that most companies have marketing automation solutions, targeted outreach by SDRs, and intense social media strategies, account execs are still missing quota en masse. Every sales leader says their #1 prospecting challenge is getting leads in the pipe. Wait, wasn’t lead-gen technology supposed to solve that problem?
The Pipeline
OCTOBER 3, 2019
Account-based isn’t new – but it is en vogue. The Pipeline Guest Post – Scott Miller. Like most in our profession, I am a big fan of account-based sales and marketing. According to the ITSMA, 87% of respondents agreed Account-Based methodologies deliver a higher ROI than other marketing activities. First Step.
Zoominfo
JANUARY 26, 2021
Workers who have gotten accustomed to this hybrid approach will demand continued flexibility from their companies when people return en mass to offices. In 2021, the brightest stars on the horizon may be employees. Workers will also further pressure their bosses to take social stands in the new year. Coming soon: A new work environment.
No More Cold Calling
JUNE 30, 2021
It’s letting people know how they’ve affected your life, what their friendship has meant to you, the qualities you admire most in them, and how “being there” means everything. A friend once told me that good friends will always show up in an emergency. Yes, they will, but great friends show up when there’s not an emergency. The year was 1996.
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