Insights

Our take on the latest trends and activity in the world of finance, technology, and beyond.

April 11, 2018

How Sales Playbooks Accelerate Growth

In sales, the person with the best process wins. So how do you ensure that all the players on your team are running the right plays […]
March 22, 2018

Design Your Sales Process Around Your Customer’s Buying Process

Did you know there are 2.3 million parts required to assemble a Boeing 787 Dreamliner? Understanding how Boeing manages this process is fascinating: They start by […]
March 14, 2018

My New Career at AlphaSense

At the start of every new year, it’s customary to reflect on your accomplishments from the past 12 months, but more importantly, it’s a time when you […]
February 22, 2018

Discovery: The Critical First Step in Enterprise Sales

Enterprise sales are long-term campaigns. They can take 4 to 6 months (or more) to close. That’s a long time for something to go wrong, even […]
October 17, 2017

Choreographing Enterprise Sales: What Sales Leaders Can Learn from Hamilton

When sales professionals choreograph every aspect of their sales process – from initial research and prep to final negotiation and closing – they set the stage […]