This article first appeared on Forbes. While Gartner predicts that artificial intelligence (AI) will be a top-five investment priority for more than 30% of CIOs by 2020, for B2B executives, questions linger. Particularly, will the hype around AI greatly exceed reality, or can it bring real value to...
This article first appeared on Business 2 Community. B2B sales people are competitive by nature and, as B2B sales leaders, we are responsible for coaching those competitors. Yet, coaching a team that delivers flawless execution with outstanding results can seem as elusive as the World Series Champi...
This article first appeared on Industrial Distribution.Per a recent Modern Distribution Management article, the second-most important factor to improving shareholder value is strategic pricing. Yet, it’s often the last bastion of guesswork in B2B, riddled with commonly-held misconceptions...
This article first appeared on Industrial Distribution. Today, more than 52 percent of the Fortune 500 companies from 2001 are gone. Once high-performing brands such as Borders, Blockbuster, Kodak and Circuit City are now out of business. It’s an important — albeit jarring — reminder for B2B compa...
This article first appeared on Forbes.comThere are a lot more candidates than positions, and not every person is a good fit for every company culture. Some people prefer a deeply collaborative workplace, while others thrive when they can work mostly independently toward team goals.What technology ex...
This article first appeared on Forbes.Technology executives have options when it comes to creating success, but ignoring change isn’t one of them. The field demands constant adaptation and analysis. The processes that work well now may not hold up seven or even three years from now.There are so...
This article first appeared on Built in Austin.Austin’s startup culture blew up about five years ago when SXSW became less about the music and more about tech. In 2016, startups here grew faster than anywhere else except for Washington, D.C., increasing by 81.2 percent.But the tech sector was p...
This article first appeared on TechTarget. The 2016 presidential election ended in stunning fashion, and it wasn’t just because of who won. Indeed, Donald Trump’s upset victory over Hillary Clinton triggered a political earthquake of seismic proportions. But another big surprise was see...
This article first appeared on Industrial Distribution.Many times I hear talk of pricing wars in between two competitors, but upon investigation, it turns out that many companies are actually at war with themselves when it comes to pricing. Even more so now that there are so many channels in which a...
This article first appeared on CMS Wire.Have you considered the impending workforce shift and its impact to your business? Most have likely given it some thought, but the full impact on B2B performance — and, more importantly, what to do about it — isn’t as clear. Let’s jump into the data: ...
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