October 31, 2018

Episode 64: A Left Brainer Approach to Right Brain Thinking in Sales

“I’ve gotta reward people for taking chances.” Mark Donnolo, Founder, SalesGlobe In this episode of The Pivotal Leader, Gina Trimarco interviewed Mark Donnolo, founder and managing […]
October 31, 2018

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 […]
October 9, 2018

What Star Trek Can Teach Us About Sales Operations

By Mark Donnolo and Michelle Seger In high-performing companies, the sales operations function is the back-office engine that helps the sales organization drive revenue and profitability. […]
May 16, 2018

Dear Sales Management: You’re Setting Quota Wrong

How can sales management set effective quotas for the sales team? That question still stumps even the most modern sales leaders. Many end up reverting to […]
May 14, 2018

How to Build a Better Sales Compensation Plan

How do you improve your sales compensation plan to ensure you drive profitable growth? Here are the challenges to overcome and the best practices to follow. […]