Insights & Events

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

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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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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