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 [...]

By |April 11, 2018|Culture|0 Comments

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 22, 2018|Culture, General|0 Comments

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 [...]

By |March 14, 2018|Culture, General|0 Comments

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, [...]

By |February 22, 2018|Culture|0 Comments

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 [...]

By |October 17, 2017|Culture|0 Comments