BLOG ROUNDUP FROM THE SALES 3.0 CONFERENCE BLOG Business Hits Its Digital Inflection Point with COVID-19


Amid the COVID-19 pandemic, which is first and foremost a humanitarian crisis, the way companies buy and sell from each other now looks very different – perhaps permanently.


JENNIFER STANLEY, PARTNER, MCKINSEY & COMPANY


Although the full implications of the pandemic are far from certain, it’s already clear that the economic consequences are substantial. To thrive in the next normal, B2B companies will need to continue adapting to customers’ new expectations and the new economic reality. Read more >


FROM THE SALES 3.0 CONFERENCE BLOG Coach Your Sales Reps Like a Basketball Coach Would


NICK KANE MANAGING PARTNER JANEK PERFORMANCE GROUP


Though our world remains far from normal, if you’re like me, you’re grateful for the return of basketball. The courts look a little G League, and the virtual fans are kind of creepy, but overall it’s great to see our favorite teams active and in the hunt (go Lakers), with many star players—both heroes and villains—doing superhuman things to keep us engaged and take our minds off everything else. For casual observers, it may not seem like basketball and sales have much in common, but those who share a passion for beautiful processes can appreciate how one provides tips to be successful in the other. Here are a few things for sales leaders to think about as they coach their teams to winning seasons. Read More >


FROM THE SALES 3.0 CONFERENCE BLOG


Why Headcount and Sales Activity Won’t Save SaaS Sales Teams in a Pandemic


CHRIS BEALL CEO


CONNECTANDSELL


Way back in 2017, I wrote an article series titled “Finally, Some Good Fads – Unit Eco- nomics and Capital Efficiency.” I was reacting to a quote from Dave Elkington, then-CEO of the company now known as Xant (at the time, InsideSales.com), after his company raised a relatively small round of venture financing. Dave said that investors of venture capital were shifting from “growth at all costs” to caring about “unit economics” and “capital efficiency.” I was wrong. Read more >


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