by Darrell W. Gunter, President and Chief Executive Officer, Gunter Media Group, Inc., Professor, Salesmanship and Sales Management, Seton Hall University | Nov 1, 2022 | STAR Blog
Part 2 In Part 1, I introduced the topic of building peak-performing sales organizations. I discussed some key data points and trends, the future of adaptive sales, Chief Selling Officers, (CSOs), and last but not least, people — who are the fuel of any sales...
by Patricia Jacoby, Content Specialist, Marketing Frost & Sullivan | Nov 1, 2022 | STAR Blog
According to Frost & Sullivan’s ongoing Marketing Benchmark Survey of hundreds of marketing executives, account-based marketing (ABM) is today’s fastest-growing marketing strategy. Businesses have found that ABM’s targeted approach yields better results and higher...
by Paul D. Nevelos, Senior Director, National Sales, Vroom | Nov 1, 2022 | STAR Blog
With the evolving macro-economic situation, now is undoubtedly a time to look at organizational effectiveness when it comes to sales and selling. The critical nature of perspective in developing sales plans becomes more compelling when as so many companies innovate...
by Thomas Taber, Senior Production Manager, Events and Leadership Councils | Sep 5, 2022 | STAR Blog
On June 22nd an engaging group of sales professionals gathered for the 4th Annual Sales Team Accelerator Retreat: A Frost & Sullivan Executive MindXchange at the InterContinental Times Square Hotel in the heart of New York City. One highlight of the event was a...
by Michael Levin, President, Custom Solutions, Incorporated | Sep 5, 2022 | STAR Blog
In my last communication, I talked about my philosophy of “sitting on the same side of the table as your customer.” I explained a bit of what that philosophy entailed. I mentioned that it ties back to a collaborative selling process I developed. I’d like to talk a...
by Patricia Jacoby, Content Specialist, Marketing Frost & Sullivan | Sep 5, 2022 | STAR Blog
Earlier this summer, a dynamic group of sales executives from near and far convened at the 4th Annual Sales Team Accelerator Retreat: A Frost & Sullivan Executive MindXchange in New York City to discuss the changing nature of selling today. Thought leaders like...
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