One of my favorite things about business, and SaaS inparticular, is that the skills that distinguish a good executive running a steadily growing company from a great one running at hypergrowth depend well beyond basic product knowledge and strategic acumen. The exact same can be said about running a successful partner programRead More
Imagine the following three scenarios in which businesses succeed in opening new doors through indirect sales relationships.
A garden supply company expands its reach from primarily rural retail outlets to urban rooftop gardening professionals. A long-time computer monitor manufacturer suddenly finds itself breaking into the..Read More
It’s Monday morning at 10:12am, and like most Mondays, having wrapped-up our leadership meetings, I’m back to check emails. There’s something about the state of my inbox this morning, however, that has me a bit riled-up. Dirty, almost. I’ll start with a few subject lines:Read More
As sales executives or managers, you already know you’re in the business of people. Your customer—and their behavior—is the driving factor behind business.
However, it’s equally important to look inward and ask yourself: Are my people happy? Because at the end of the day, your internal team is responsible for driving..Read More
In today’s complex selling world, marketing and sales are less siloed than ever before—and that’s great news. Whether they’re putting together the marketing collateral or out in the field talking to clients and signing deals, marketers and sales staff are both engaged in promotion, and both employ a ton of creativity to do..Read More
Earlier this week I got my first email from someone with the acronym D.Sc after their name — apparently, this is the new self-assigned suffix being used by folks who consider themselves to be Data Scientists.Read More