Tag: CSO

Embracing a Subscription Business Culture That Serves

Embracing a Subscription Business Culture That Serves

Remember your first gaming console? For me it was PONG in the late 70s, followed by ATARI 2600 and a
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Pricing Strategies to Optimize Your Revenue Performance

Pricing Strategies to Optimize Your Revenue Performance

Pricing strategies are a vital part of the solution, financial and go-to-market elements of your organization. Pricing affects profitability at
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Sell me an outcome — not a product.

Sell me an outcome — not a product.

This is a blog takeover by Steven Goas, sales enablement leader at Capital One. In the digital, customer-centric economy of 2021
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Finding Your Success in the Horizon: Strategic Product Themes

Finding Your Success in the Horizon: Strategic Product Themes

In product management, your strategy does not stop at understanding effective growth options and how to gain validation for your
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Sales Leaders: ‘Hope is Not a Strategy’ — But It Plays a Vital Role

Sales Leaders: ‘Hope is Not a Strategy’ — But It Plays a Vital Role

Sales leaders, we are a quarter into this year now — and your salespeople have a great opportunity waiting for
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executive sales calls

Why Are C-Suite Executives Now Joining Your Sales Calls? Prepare for This Marked Change.

Salespeople are now faced with selling to the C-suite. C-Suite executives are becoming more involved in your sales deals. They
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equal value

Sellers, Expect to Earn Equal Value to What You Serve Buyers

A sellers purpose is to serve buyers with a solution. Yet buyers and sellers struggle to remain in harmony —
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Revenue Performance Report

The State of Revenue Performance 2020: Opportunities for B2B Sellers Navigating the Pandemic

The performance of the top companies around the globe is indicative of our current economic environment — and also offers
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A History of Sales Enablement — and Predictions for Its Future

A History of Sales Enablement — and Predictions for Its Future

The Beginnings of Sales Enablement Programs Travel back to 1999, perhaps in a cubicle-lined office or around a rectangular conference
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B2B Virtual Selling

It Is Time to Take B2B Virtual Selling Seriously

Six months of social distancing and B2B virtual selling have zoomed past us. We have witnessed offices transition to remote
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