Articles
December 20, 2021
As companies move to XaaS sales models with multi-year contracts, their sales incentive plan decisions must also account for choosing the best contract value calculation to […]
December 5, 2021
Companies spend a lot of precious time and energy developing their sales strategies and programs for the coming year. Something that arguably is necessary and demands […]
July 9, 2021
Alignment to Your Revenue Roadmap and Driving the Right Behavior Shifting a business from traditional products and services to SaaS and XaaS requires a laser focus […]
June 17, 2020
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
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
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
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
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 […]
