June 17, 2020

Planning for Post-COVID-19 Recovery: What is Your Biggest Sales Challenge Today?

by Michelle Seger So much has happened in 2020 that has impacted businesses and sales, the backbone of our global economy. To help put some perspective […]
October 28, 2019

Scattered Sales Enablement Resources: How to Align Them for Better Results

Whether speaking with HR, IT, Training, Finance, or another business unit, the Sales leader needs to begin with: “If I had X, it would drive revenue […]
October 10, 2019

Make Quota Setting a Strategic Sales Management Process

During a drive from Atlanta to Chapel Hill, Mark Donnolo was interviewed about his forthcoming book: Quotas! Design Thinking to Solve Your Biggest Sales Challenge (ATD press). […]
September 16, 2019

How to Address Five M&A Sales Effectiveness Challenges

By Mark Donnolo and Michelle Seger Blockbuster mergers like CVS and Aetna, Amazon and Whole Foods, and Cigna and Express Scripts have been in the news […]
July 18, 2019

Michelle Seger on Mergers and Aquisitions for World at Work

70-90% of mergers fail to achieve the anticipated synergy In her latest article for World at Work, Michelle Seger discusses the unique challenges of combining […]
October 31, 2018

Brexit Provides Lessons for Business Continuity in Sales Comp

By Michelle Seger, SalesGlobe  |  July 2017 Brexit, Britain’s formal separation from the European Union, is causing a lot of uncertainty and speculation that company costs will rise […]