You have a newsletter. You upload the trade-show contacts. Maybe you have a welcome sequence that sends a few emails after someone downloads something. Great. But what happens next? Not just after someone requests a meeting. What happens when they receive every email...
Merging the CRM Is the Easy Part You acquired a company. Congratulations!! Now someone has to figure out what to do with their CRM—or their spreadsheets, Smartsheets, Monday.com boards, legacy systems, and all the tribal knowledge they’ve accumulated over the...
Why most companies invest in content, not outcomes Sales enablement has become one of those terms that sounds important—but rarely delivers what people expect. Ask most teams what they’ve done for enablement and you’ll hear: “We built a deck” “We created a few...
Why some deals were strong from the beginning — and others never really were A lot of B2B sales advice assumes a clean, linear buying journey. There’s a decision-maker. There’s a budget. There’s a sales process. If you build enough value and differentiate clearly...
Most B2B service firms don’t start with an outbound strategy. They start with good work, a strong network, and momentum. The phone rings because someone told someone, your name comes up in the right rooms, and inbound requests show up with enough context that selling...
AI is at the top of almost every leadership agenda right now — and for good reason. Used well, it promises faster decisions, better forecasting, and real operational leverage. So most companies jump straight to the same question: What AI tools should we be using?...
