by Terry Walsh | May 20, 2022 | Blogs
For many years, experts and analysts have been predicting the demise of B2B sales. But the fact is, despite the dramatic changes that have impacted the sales profession over the past few years, salespeople and sales teams continue to thrive at many levels. In their...
by Terry Walsh | Jan 4, 2021 | Blogs
Seth Godin is an author I follow and admire, and I’ve read many of the 20 books he’s written. His newest book, The Practice – Shipping Creative Work1, is largely about creativity and writing. However, as a fairly prolific writer on the topic of sales management and...
by Terry Walsh | Sep 22, 2020 | Blogs
No doubt you’ve heard ad nauseum there is a pandemic going on, and in most sales organizations (except video conferencing providers and big online retailers), sales teams are struggling to adapt to the “new normal”. Also, you’ve probably heard that now is the time to...
by Terry Walsh | Apr 20, 2020 | Blogs
A lot of interesting and provocative thought leadership always comes out of a downturn like the one we’re all currently navigating. One article recently recommended by several colleagues is from HBR, 4 Things Sales Organizations Must Do to Adapt to the Crisis. The...
by Terry Walsh | Feb 18, 2020 | Blogs
It’s interesting that the topic of poor CRM quality always comes up when someone publishes an article or study about Sales Operations. Since Sales Operations typically supports CRM, it’s easy to conclude Sales Operations needs to do something to “fix” it. Most...
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