DiscoverOrg Mad Libs: Filling in the Blanks on CEO and Culture
Study after study cites culture as a real competitive advantage. Peter Drucker, the father of modern management, famously said “Culture eats strategy for breakfast.” But where does culture come from?...
4 Ways to Move the Sales Performance Needle: An Interview with CEO Henry Schuck
“It’s not impossible to grow 40% or more year-over-year, in the first few years of business. But to maintain that level of growth when your company is worth $1 million, $10 million, $100 million? That’s crazy. That’s a whole different game.”
How to Create a Sales Territory Plan with a Buyer-Centric Approach
Understanding your Total Addressable Market (TAM) will help determine if a new region or vertical needs to be part of your sales territory plan. New General Data Protection Regulations (GDPR) is a great example of a location-bounded sea change. Market shifts like this present new growth segments for your sales team to target.
A CEO Mind-shift for Scaling Growth: An Interview with Henry Schuck
Two years ago, I was meeting with CEOs of large companies, and they’d tell me that the stuff that they were focused on today wouldn't come to fruition for 12 to 24 months. And I remember thinking, "What a waste of time! I can’t imagine a world where I’m just thinking about the future." All that has changed.
The Sales Kickoff Blueprint: Learning, Culture, Celebration
Somewhere between the stuffy boardroom of a local Best Western and a weekend of company-sanctioned debauchery in the woods ... is the perfect Sales Kickoff (SKO). Our objectives always fall into three buckets: 1) Loyalty, morale, bond; 2.) improve product knowledge; 3.) improve soft sales skills.
7 Ways to Get More Women in the Sales Profession (and Keep Them)
While the issue may seem complicated, the outcome is simple: (1) Companies who recognize the importance of diversity and promote it actively are the inevitable winners in this equation. (2) Those who are unwilling to take an active stance on gender equality will suffer economic consequences.
You’re the New VP of Sales ... Now What?
A great VP of Sales views his role as the mechanic that ensures that each piece of the engine is working properly and in harmony
A Women in Sales Month Success Story: “Sales is the Great Equalizer”
It’s not because I am a woman. It’s because I work hard. Your gender doesn’t matter. Your age, and what your degree was in don’t matter. All that matters is: Are you good at your job? Do you like sales?
4 Intelligence Styles of Successful Sales Professionals
It is essential that salespeople adapt quickly to working with machines. Salespeople can no longer afford to claim that they are “not computer savvy.” If you don’t get tech savvy - and quickly -, you will be left behind, and out of a job.