Alice Heiman

JULY 12, 2023

Hear how Cassandra Gholston, CEO of PartnerTap, built a data sharing application that allows companies to leverage the strengths of their partners and expand their reach into new markets. She also shares how she overcame startup challenges in implementation and marketing and built a thriving revenue team.

SAP 62

SAP Epiphany Enterprise Enterprise 62

Babette Ten Haken

AUGUST 22, 2018

Yet, as we chase quotas and attempt to fulfil KPIs, often the last professional attribute we think about is self bias. First, when many of us experience this professional epiphany, it takes our breath away. Self bias is a powerful force in how we acquire, serve and retain our customers.

Customer 59

Customer Epiphany Retention SME 59

Customer Centric Selling

JUNE 24, 2015

After graduating from college, IBM spent a year teaching me about computers for the SMB market, business fundamentals and selling skills. I’ll never forget the advice he shared after assigning my quota and territory: Call high, stay high and don’t lead with product. Some scotch was involved and ultimately the epiphany came.

Epiphany 40

Epiphany Territories Call-back Small Business 40

Openview

NOVEMBER 20, 2017

As part of our recent Go-to-Market Forum, I had the opportunity to sit down with sales leader, Mike McGuinness , and pick his brain about his best advice for successfully scaling enterprise sales organizations. This is a companywide question that permeates your go-to-market messaging. It never ends. Have one funnel.

Scale 72

Scale Enterprise Enterprise Hiring 72

Mindtickle

MARCH 24, 2022

Alice : I think that I had an epiphany. I’ve always really focused on the CEO, but I had positioned myself in the market more as a sales generalist because I think I didn’t understand, I was growing and learning, and that’s what I did. Marketing is from hello to I’m your loyal customer.

Sales Leadership 52

Sales Leadership Hiring Call-back Cold Calling 52

Sales Hacker

OCTOBER 7, 2021

A Vietnamese immigrant, dedicated mother, and seasoned technology executive, Hang Black has an extensive background in engineering, marketing, sales, and entrepreneurship. Melissa Murillo is an award-winning and highly skilled sales leader with over a decade of experience in marketing and business development specializing in the IT channel.

Hiring 130

Hiring Ideal Customer Profile Top of Funnel Lead Rank 130

Pipeliner

APRIL 4, 2018

If you search online for the phrases crush your quota or outstanding revenue growth , you’ll get about 4,500 and 8,000 results, respectively. Over many years as a sales rep, I endured countless hours in meetings given to “tips and tricks” for making quota, but I don’t recall a single time when ethics or honesty were even mentioned.

Revenue 66

Revenue Company Epiphany Advertising 66