Many new technologies, even valuable ones, arrive in the world with more hype than substance. Over time, their value is revealed as applications proliferate and adoption ramps. But until then, it can be difficult to parse what’s truly impactful from what is simply noise. In this regard, blockchain is no...Read more
Web-based buying alternatives are ratcheting up channel conflict for many sales organizations. Warring channels erode the sales force’s carefully crafted value propositions, and undermining sales strategy and growth prospects in all aspects of the business. Technology businesses, often heavily reliant on indirect sales and distribution channels, are especially vulnerable. In...Read more
Technology can automate routine tasks or data analysis well. But technology alone isn’t so great at acting on those findings. Harvard Business Review recently discussed skills that aren’t automatable anytime soon. One thing I noticed when looking over this list is that all seven of these skills are characteristic of...Read more
Today’s buyers have information readily available making them independent, informed, and demanding. They now look to salespeople as sources of insight, rather than information. Highspot’s director of marketing, Shawnna Sumaoang, provides a first look at what you will learn at our webcast 26 July, Winning Over the Modern Buyer. How...Read more

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