Insights & Events

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

June 17, 2021

B2B Selling in a Post-Covid World: Re-Enable Your Sales Teams

Written by: Michelle Vazzana, Co-founder & Chief Strategy Officer for VantagePoint Tanner Mezel, VP of Sales and Marketing, DSG Consulting This last in a series of three blogs explores how high-performing companies are enabling their sellers in a way that leverages technology to capture buyer insights, determine sales plays that win, and serves that information […]

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June 9, 2021

The B2B Sales Force Post-Covid: Define the New Buying Journey

Buyer behavior has changed in dramatic ways over the course of the last 16 months. Seller behavior has had to adapt. How buyer behavior has changed and the best ways for sellers to respond has been a topic of much interest to sales and sales enablement leaders. Everyone touts the use of AI to stay […]

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Redefining B2B Selling in the Post-Covid World
June 1, 2021

Redefining B2B Selling in the Post-Covid World

According to Accenture (see link to article at the end of this blog), the new world of B2B selling requires several imperatives to survive and thrive in this new world in which we live. The first of these imperatives is to “rediscover your customer.” The prevailing theme is that historical customer insights are irrelevant. What […]

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May 17, 2021

Are you Gambling with your Sales Force? Take Three: How Top Performers Execute Sales Agility

In our previous two blogs about gambling, we pointed out parallels between selling and poker. Both involve making the best decisions possible in conditions of uncertainty. Neither selling nor poker are a binary affair, where the next best step is glaringly obvious. Playing poker is subtle. The best poker players evaluate the situation they are […]

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How Agile Selling Leads to Better Results
May 7, 2021

Are you Gambling with your Sales Force? Take Two: Sales Agility = Better Decision Making in Conditions of Uncertainty

In our last blog, we shared that Annie Duke, one of the great professional poker players, advised that good poker is about making the best decisions under conditions of uncertainty. We explored why there is uncertainty in Texas Hold’Em; however, we are now exploring the sales environment and how those same sorts of conditions hold […]

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