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In that 1990s sci-fi favorite, The Matrix, Neo trains extensively in a variety of martial arts, weaponry and more to save what is left of mankind from “Agents” that seek to annihilate them. The “training” for Neo lasts about 10 hours. All he does is “jack” into the Mat...

“Half the money I spend on advertising is wasted; the trouble is I don’t know which half.” This expression of frustration was supposedly uttered by John Wanamaker, a 19th century Philadelphia merchant.

I’ll bet my top hat that you recognize this quote. It’s used in meet...

Interest in Sales Enablement is growing exponentially if attendance at the Sales Enablement Soiree in San Francisco this past week is any indication. One of the planning committee members shared that this year’s enrollment was up more than 400% over last year’s event.


The cool autumn days have arrived in many parts of the northern hemisphere. Conversations with sales executives inevitably surface the fact that they are focused on closing out initiatives that will allow them to maximize billings before year-end and finalizing next ye...

“Your goal shouldn't be to buy players. Your goal should be to buy wins.” – from ‘Moneyball’, 2012 

It isn’t a coincidence that the teams still playing baseball in mid-October have payrolls that are among the top 10 of all MLB teams. Grow it or buy it…but you got to hav...

Sales Operations executives are being asked to do more with fewer resources. The authors suggest a systematic approach to identifying, sizing and prioritizing gaps and improvement opportunities as this can help identify lower cost remedies/approaches.

Executives are concerned that their strategic account management teams aren't up to the task of maximizing revenues. This is a way to get started in improving the sales performance of account management teams.

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