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This article first appeared on SellingBrew Playbook. Intuitively, most of us recognize the importance of staying ahead of customer defections, expanding sales into existing accounts, and protecting profits through better pricing and negotiation. But beyond simply acknowledging their importance, jus...
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. Heads up, industrial distributors, the frontal assault from Amazon Business is here. Per Seeking Alpha, titans like W.W. Grainger and Fastenal “slumped 5.3 percent and 3.6 percent, respectively, on October 25 in response to Amazon’s laun...
This article first appeared on Conversica. It’s that time of the year again when more than 170,000 people from around the world flock to San Francisco to attend Dreamforce. With so many events, sessions, and keynote presentations to attend, you may not have time to figure out your game plan for the...
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.com There 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 technolog...
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...
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