As contributor to the recent report, “2021 Predictions for Sales Leaders: The Year of Value,” I proposed that technology will become increasingly important to the entire commercial side of the business. Now, that may sound a little trite in a paper coming from a technology company, so here are some further thoughts to that prediction. … Read more

By David Brock —— Recently, I’ve been trying to shift my own thinking and vocabulary about buying and selling. Several people have asked me about it. I thought I’d spend a little time on it. I believe shifting our vocabularies from Buyer/Seller to Buying/Selling is much more than wordsmithing. It forces us to change our … Read more

No. Aim your Value Correctly all the way UP the Food Chain! In 2020, we conducted a study in conjunction with Dimensional Research, of 203 SaaS business leaders (at the height of the pandemic), to learn more about their strategies to combat the headwinds of selling in an entirely different world. We specifically wanted to … Read more

By Jim Berryhill I am pleased to share that DecisionLink closed its Series A round, led by Accel with individual participation from industry leaders George Kurtz, President, CEO, and Founder of CrowdStrike, and George Roberts, former EVP of North American Sales for Oracle Corporation and current partner at OpenView Venture Partners. After spending 30 years … Read more

Since the early 2000s, there has been an interesting trend, especially in the technology industry, to install a Chief Revenue Office instead of a CSO. It started off as a large, but by no means exclusively, Silicon Valley trend and focused on SaaS providers. Most SaaS start-ups were led by CEOs with product and engineering … Read more

How the company behind The Challenger Sale uses DecisionLink tools to take control of their own customer conversations. Win/Loss analysis is a great way for a Chief Sales Officer to understand where barriers to growth might be hidden. But progressive CSOs are starting to pay closer attention to one type of loss in particular – … Read more

By Joanne Moretti and Mike Maxey For our combined 45+ years in sales and marketing, the focus of sales leadership has consistently been firmly planted in the front end of client engagement, i.e., customer acquisition. The majority of investments we made were on customer intelligence tools, lists, lead generation tools and channels, marketing automation tools, … Read more

Those of us who have been researching, advising on, managing B2B sales for many years know this statistic almost as a constant – the 80/20 rule. The rule quite simply states: 20% of the sales team brings in 80% of the company’s business, the rest will struggle to meet their quotas. In a recent study, … Read more

By David Brock David Brock is the Author of “Sales Manager Survival Guide,” CEO of Partners in EXCELLENCE and is a ruthless pragmatist. View David’s original post and read more of his work on his blog, Partners in EXCELLENCE, here. —- Recently, I was on a road trip. I knew where I needed to end … Read more

As a former Chief Revenue Officer, with responsibilities for the Canadian subsidiary of CA technologies, I had oversight over all go-to-market activities; specifically these included: field marketing, sales (including all indirect channels) and customer relationship management, with a dotted line reporting coming in from professional services.  My primary goals always centred around three key pillars, … Read more