When I think of ecosystems, I picture the rainforest, and I’m not too far off. Sure, in the business world, there are fewer plants and animals. However, there are still interconnected entities that coexist, compete for resources, and work symbiotically. Some members of your ecosystem are your competitors. Others are partners who can work with… →

In a previous role selling software, I kept running into the same issue. Despite winning demos from researched and personalized pitches, I struggled to convince prospects to rip and replace a competitor’s solution. Most of them had used the industry incumbent for years. The cost and uncertainty of a migration just wasn’t worth the effort… →

The B2B buyer’s journey has shifted profoundly over the past few years; if you’re wondering why, I’ve got one answer: An overwhelming amount of choice. As G2’s Director of SMBs Mike Buscemi explains, “Software buyers today act like B2C consumers because they have so many options. Hundreds of software vendors are out there, and over… →

Social selling is more relevant than ever. How can I be so sure? Because there are over 5.24 billion active users on social media. Sales leaders with a forward-thinking approach must incorporate these practices into their sales forces or risk falling behind more proactive competitors. However, the volatile nature of social media means that selling… →

As someone who loves exploring how technology reshapes industries, I’ve noticed a pattern. Great enterprises aren’t wished into existence, and the ones who often are able to cut through the noise are those willing to reimagine the basics and disrupt. 2025 is here and the entrepreneurial world is brimming with companies that are rewriting the… →

Is revenue the same as profit? I bet you sit down and ponder that question quite often.  Oh, you don’t? Well, as a salesperson, you probably should think about that because, no, they aren’t the same, but they’re both crucial metrics to track to understand sales performance, forecast effectively, and spend wisely.  Here, we’ll take… →