Insights & Events

University-led research for sales leaders that provides deep insight into what's trending now and what’s next for sales

July 22, 2021

How Olympians Become Olympians and What This Means for Salespeople

Have you ever wondered why some people get really, really good at something while others stagnate? Is it natural athleticism, or some inherent trait that makes them better? Have you ever wondered why you have been playing golf or tennis for years and have gotten to a plateau? It is very common to find recreational […]

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July 15, 2021

The Art and Science of Selling Blog Series: How Does Cooking Correlate with Selling?

In last week’s blog, we examined how dramatically different the data sets are for consumer versus B2B sales. We highlighted that customer data is shallow and available in large numbers and that B2B customer data is very rich and limited in number. This week’s blog examines the art and science of selling from a bit […]

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July 8, 2021

Calling Audibles – Adapting to Changing Situations

This article was originally published on the Gartner website and written by Hank Barnes, Chief of Research. For nearly every job, there is a literal or figurative playbook that guides planning and execution.    In some cases, the plays are executed regardless of the situation (or the situation is highly controlled–which effectively defines the plays […]

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July 6, 2021

How to Build an Agile Sales Force

What is agility? Webster definition of agile: having a quick resourceful and adaptable character Agility is the ability to adapt individual behavior based on the situation the person is facing. Individuals who are agile read the situation, use the information they uncover to choose the best course of action, execute that action, monitor changes in […]

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June 30, 2021

The Art and Science of Selling

How B2B Selling Uses Data Differently than Consumer Two very important trends are alive and well in today’s B2B environment. The first is ensuring that a company has a strong digital experience for their customer base. And largely driven by interaction with a website. The second trend is using AI to serve up the right […]

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