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New Year, New Beginnings: Brevet Merges with Symmetrics
Welcome to 2022 – the complexity and confusion of our world continues! Confidently navigating change is table-stakes for sellers, leaders, and sales organizations. But everyday we're learning: change...
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3 Essential Considerations When Reconstructing Your Sales Team
Consider this: Your company is growing and acquired several smaller players in your space in recent years. The newly combined selling organization is very disorganized. Reps are calling on the same...
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7-Point Checklist to Grade Your Sales Management Cadence
Great sales leaders demonstrate three traits consistently:They are great sellersThey are great coachesThey are great operators
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Building Trust and Customer Relationships in a Virtual Environment
What if today’s unprecedented hybrid world can help build stronger relationships with customers? What if we became the type of sellers we always aspired to be? The type that genuinely care about...
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CSO, CRO, VP of Sales: Which Leader Fits Your Company? Which Fits You?
For a growing company, more than half of revenue comes from existing customers. The CRO has clear revenue generation processes and resources to maximize up-sell, cross-sell, and renewals. The CRO is...
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Rethinking the SKO: 5 Actions to Take Now
Next Year’s Sales Kickoff Must Look and Feel DifferentIn-person SKOs were declared forever dead at the start of the pandemic. But now they’re back with a vengeance. Across industries and markets, our...
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SaaS Companies are Revamping Sales Comp: Here's How
SaaS companies are thinking differently about their sales compensation plans. We recently teamed up with SPIFF to discuss trends impacting their sales comp policies and design. Our webinar explores...
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MEDDPICC: 3 Things You’re Not Doing That are Must-Haves in 2023
Smarter Inspection is Mission-Critical TodayIn a world of abundance, a few botched deals are simply speed bumps. But today, they’re complete derailers. Lackluster earnings calls, layoffs, corporate...
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How to Advance Complex Deals Right Now
Turning Your Most Valuable Asset into Your Most Valuable PlayerOur recent pulse survey of more than 300 sellers confirms some hard truths: Deal velocity is slowing. Losses attributed to deferral/no...
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The Greatest Tool for Getting Deals ‘Unstuck’
Sharpening Your Deal Champion StrategyCustomer cost-cutting and market uncertainty continue. For sales teams, this means slower deal velocity and even more 'no decision' losses. The answer? Doubling...
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