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 year’s plans and budgets. You are probably doing the same. We are too. Fourth Quarter always presents Account Management with many priorities and opportunities in completing the current fiscal year. We find it use

“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 have talent to succeed. Buying talent – particularly experienced high performers – is expensive. As a result, many of the senior sales executives we have spoken with indicate that they are looking to balance new ta