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May 21, 20249 min read
Basics May Not Be Exciting, but Often Effective
By Paul Stansik The Gift And The Curse of Inbound In the early 2000s, a couple of MIT graduate students noticed that the world of digital...

Feb 26, 202411 min read
Right Horses for Right Courses Part II - Head of Sales
By Paul Stansik Hard Work and Earned Secrets Everyone at our PE fund has their own particular area of expertise. Mine is growth. Inside...


Nov 27, 20193 min read
"In the Room Where it Happens"
I'm admittedly not a big fan of musicals. But a few years ago I took my wife to New York for an extended "Broadway Weekend" where we saw...

Nov 12, 20192 min read
Right Talent, Right Time
Hire talent for where you are going, not where you are.

Oct 30, 20193 min read
Selling during a Recession
It’s not if but when. Is your sales organization ready? It’s been eleven years since the great recession. How much muscle memory does...


Oct 29, 20193 min read
My Salesforce is Drowning - is There an App for That?
If the new tool, process, training, etc. is really going to drive results, spend the time to get adoption. Is  your salesforce drowning...


Sep 29, 20192 min read
How can I qualify the right accounts for my large/strategic/global account segment?
Many companies face the challenge of understanding which customers and prospects should be part of the strategic, national or global...


Aug 29, 20194 min read
The Diluted Promise of CRM at Dreamforce
I compliment the sales people for their fearless determination to get me on the phone, qualify me and sell me something. Â The problem is...


Jul 29, 20193 min read
Selling Through the "In Box"
If you let them, the customer will outline the process and willingly give you a step by step playbook for how to win their business. I...
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