Many B2B organizations already practice some form or another of value selling — because most organizations understand they need to

As leaders check sales kickoffs off their list, it is easy to ignore the elephant that hovers in meeting rooms,

Welcome our guest thought leader: Tim Ohai is a leading growth consultant. He is the Founder and Principal of Kupu

If you are like most sellers, you may not realize you could be selling solutions for your competition. What do

Jay Mitchell was celebrating his business’ one-year anniversary when the market news hit. It was 2008, and the economy faced

If your sales model does not serve more than 10 channels — your organization risks slow growth and even buyer

The number of decision makers within a buying committee has been on the rise. A recent DemandGen Report shows that

During your sales kickoff, role-plays and other hands-on activities should dominate. These exercises allow your teams to have in-depth practice

Hidden in this winter’s frozen tundra awaits a deal-breaker and time-waster more sinister than the harmful status quo alone. Out

So you have decided to hold your first in-person sales kickoff since the 2020 pandemic. How do you make the