Rethink Sales Podcast: Recent Episodes
SalesGlobe
Welcome to the Rethink Sales Podcast with Mark Donnolo and Michelle Seger.
We delve into the ever-evolving world of sales strategies, sales enablement, and sales performance, engaging our listeners with in-depth, analytical discussions in the industry.
Our goal is to empower sales professionals and organizations focused on revenue growth and process optimization to make informed decisions, drawing from real-world experiences, data-driven insights, and the latest trends in sales performance.
We explore cutting-edge research and practical wisdom from the realm of sales enablement, providing you with the tools and knowledge necessary to adapt and thrive in the competitive landscape of today's sales environment.
Welcome back to Freative Friday! This week Mark continues his series on the Revenue Roadmap, continuing his deep dive into the first layer of the Roadmap, Insight; with step three, Competitor Performance.
The Revenue Roadmap is a high-impact approach to assess, benchmark, and develop actionable recommendations to accelerate growth. Join us each episode as Mark explores his way through the roadmap!
Welcome back to Freative Friday! This week Mark continues his series on the Revenue Roadmap, continuing his deep dive into the first layer of the Roadmap, Insight; with step two, Macro Market Enviornment.
The Revenue Roadmap is a high-impact approach to assess, benchmark, and develop actionable recommendations to accelerate growth. Join us each episode as Mark explores his way through the roadmap!
Welcome to Freative Friday! This week Mark continues his series on the Revenue Roadmap, starting his deep dive into the first layer of the Roadmap, Insight; with the first step, Voice of the Customer.
The Revenue Roadmap is a high-impact approach to assess, benchmark, and develop actionable recommendations to accelerate growth. Join us each episode as Mark explores his way through the roadmap!
Welcome to Freative Friday! This week Mark kickstarts a new series based on the Revenue Roadmap. The Revenue Roadmap is a high-impact approach to assess, benchmark, and develop actionable recommendations to accelerate growth. Join us each episode as Mark makes his way through the roadmap! This week he'll be summarizing the entire process!
Does your organization struggle to communicate from top to bottom? Happy Freative Friday everybody, today Mark Donnolo breaks down the importance of being able to communicate with your clients and how practicing this skillset can increase your business and revenue growth!
Change is never easy, whether big or small. To top that off, it can usually be met with pushback in your organization. In Part TWO of this two-part series Mark Donnolo breaks down the second half of the six ways your organization can embrace change and get things done.
Change is never easy, whether big or small. To top that off, it can usually be met with pushback in your organization. In Part ONE of this two-part series Mark Donnolo breaks down the first three of six ways your organization can embrace change and get things done.
Welcome back to another episode of Freative Friday! This week Mark Donnolo sits down and talks about how you can improve your questioning. In a world where AI is becoming increasingly more useful it's important that we as sales reps still understand how to ask good questions to help our clients and leverage AI to its fullest abilities.
Step into the future of sales in our latest episode of the "Rethink Sales Podcast." In this installment, our host Michelle Seger sits down with guest expert Edward Moss from Open Symmetry to unravel the dynamic shifts transforming the sales landscape.
The two will hit on a variety of sales topics, so whether you're a top-tier sales leader seeking innovative strategies, a sales professional keen on honing your craft, or simply intrigued by the evolving trends in sales, there's something here for everyone!
Edward Moss Linkedin:
https://www.linkedin.com/in/edward-moss-3bbb5aa1/
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Michelle Seger: https://www.linkedin.com/in/michelleseger/
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How do we stand a chance against AI? The answer might surprise you: it starts with listening. Dive into our latest podcast episode, "The Art of Listening," where Mark delves into seven transformative exercises designed to enhance your most powerful human skill: listening.
Welcome back to Freative Friday everyone! Join Mark Donnolo as he discusses the opportunities AI presents for enhancing your career and organization. Tune in to understand how to blend AI with your unique human skills for unparalleled competitive advantage. Don't miss this insightful conversation on the evolving landscape of sales and technology!
Happy Freative Friday! Mark is back to round out the 4-part series on the Sales Discovery Conversation! This week Mark dives into creating vision with your customer.
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Happy 'Freative Friday!' This week Mark sits down and examines how reframing the conversation for your customer can benefit you and your business!
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It's that time of the week again, it's 'Freative Friday!' On this episode Mark talks about the importance of having a consumer mindset and walking in your customer's shoes.
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Happy 'Freative Friday!' This week Mark shares insights from a botched business meeting he had early in his career and how you can better prepare yourself for the screamer of a meeting you have coming up!
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On this episode of the Rethink Sales Podcast we dive deep into the world of mindset mastery with our special guest, Ricky Kalmon. As a renowned mindset expert, motivational speaker, and author, Ricky sheds light on the transformative power of positivity.
Discover how cultivating a positive mindset can not only elevate your spirit but also drive unparalleled success in your sales career. This is an episode you won't want to miss! Tune in and transform your perspective.
Ricky Kalmon
https://www.linkedin.com/company/ricky-kalmon/about/https://www.linkedin.com/in/arvind-malhotra-72155a/
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Cheers to 'Freative Friday!' Ever felt like sales has you lost in the woods? This week, Mark illuminates the path, revealing how to align your compensation plan with strategy, putting an end to those aimless practices.
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Welcome back to another Freative Friday! Today Mark takes a look into sales compensation plans and where employers have a tendency to overpay.
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On this episode of Rethink Sales, Mark and Michelle explore the ever evolving landscape of sales and AI.
Prof. Arvind Malhotra, the H. Allen Distinguished Professor of Strategy and Entrepreneurship at UNC Chapel Hill joins the conversation and tackles some of the burning questions, including: 'Will AI replace your job?' and 'Can the distinct essence of human uniqueness ever be replicated by machines?'
Together, they'll unravel the immense potential of integrating AI in the sales pipeline process, emphasizing how it augments human capacities rather than replacing them. Listen Now! Arvind Malhotra
Arvind Malhotra
https://www.linkedin.com/in/arvind-malhotra-72155a/
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Welcome back to another episode of Freative Friday! In today's episode Mark shares a few tips on how to hit your sales goals in a tough sales enviornment.
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Happy 'Freative Friday!' In the first episode of our newest series, Mark shares 'Five Ways to Simplify Your Comp Plan'.
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Welcome to another episode of 'Freative Friday!' In the final episode of our 'Storytelling for Strategic Accounts' series, Mark emphasizes that pinpointing the problem is crucial to crafting solutions for your strategic accounts.
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Welcome back to another episode of Freative Friday! As we continue one with our Storytelling for Strategic Accounts segment, Mark lays out the simple formula for telling an an effective data story. Listen in and stay tuned for the last episode of the segment next week!
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Happy Freative Friday! We're continuing our series on Storytelling for Strategic Accounts, and this week Mark shares tips on how to transform yourself from an analyst to a storyteller. Join Mark as he provides tools you will be able to use right away.
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Welcome back to Freative Friday! This week, we're kicking off our series on Storytelling for Strategic Accounts. First up is Engaging our Primal Wiring! Join Mark as he discusses the components of a good story and how to get people to care about your data.
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How do you continue growing your strategic accounts in a struggling economy? Join Mark for this edition of Freative Friday as he discusses how to create aspirations and encourage growth even in the midst of economic uncertainty.
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What can the Final Four teach us about account planning? Join Mark for this edition of Freative Friday as he dives into the world of college basketball and what it can teach us about account planning.
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Join Mark on a creative thinking walk for this week's Freative Friday episode! This week, he steps outside to discuss how walking helps you explore new ideas, and why going for a walk is so benificial for finding business solutions.
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Join Mark for this week's Freative Friday episode, as he discusses how to leverage talent to increase your Return on Sales Investment.
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You're running out of time! Join Mark for this week's Freative Friday episode, as he discusses "maximizing the time in your sales tank" to increase your Return on Sales Investment.
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Ready to bulk up? Join Mark for this week's Freative Friday episode, as he discusses part 2 of pumping up your pipeline to increase your Return on Sales Investment.
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Join Mark for this week's Freative Friday episode, as he discusses pumping up your pipeline to increase your Return on Sales Investment.
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Join Mark, Michelle, and some special SalesGlobe guests (Roberto Mallmann and Zach Rosenblum) this week as the group sits down to have a conversation about ROSI (Return on Sales Investment) and how to achieve growth as it relates to the sales organization.
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Join Mark this week for Part 2 of Increasing ROSI by Understanding How You Grow.
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Join Mark as he continues the ROSI series, where he sits down to discuss the importance of understanding HOW you grow your Return On Sales Investment (ROSI)! Stay tuned for part 2 of this episode next week.
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Join Mark for part 2 of the ROSI series, where he sits down to discuss what drives your ROSI (Return on Sales Investment) - the answers may surprise you!
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Join Mark for this week's Freative Friday episode as he discusses ROSI (Return on Sales Investment), who she is, and what drives her.
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Join Mark and Michelle this week as they sit down to discuss ROSI (Return on Sales Investment) and how to achieve growth as it relates to the sales organization.
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Join Mark for Part 2 of this series as he discusses a the 7 big factors that are currently impacting the war for talent, and how to approach these challenges.
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Join Mark for another Freative Friday as he discusses a the 7 big factors that are currently impacting the war for talent, and how to approach these challenges. Part 1 of 2.
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Join Mark and Michelle on this week's podcast as they discuss their predictions for 2023 as it relates to the sales organization.
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Join Mark for another Freative Friday as he discusses a recent event in the news involving Hertz car rental, and what happens when you treat your customer like a criminal.
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Put on your sweat suit and join us for Freative Friday! In this week's episode, Mark sat down to discuss the transforming idea of the Power List by Andy Frisella on the Real AF podcast. Listen to his episode on the idea of the Power List with the link below:
https://open.spotify.com/episode/3bmPKkUVdwL8PWtitAmjn9
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TGIFF - Thank God it's Freative Friday! In this week's episode, Mark sat down to discuss the newly implemented pay transparency laws and provide a new perspective.
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Happy Freative Friday! In this week's episode, Mark sat down to discuss communications campaigns and how to effectively implement them in your sales organization.
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Join Mark for another Freative Friday episode, where he discusses the "Reverse Robin Hood Principle" and upside as it relates to the sales organization.
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The performance review is BACK! Join Mark and Michelle as they sit down to discuss the hot topic of the return of the performance review and coming back to work.
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Hop on your unicycles and join us for these week's Freative Friday episode, where Mark continues his discussion on role decontamination and how to optimize your sales roles.
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It's 10am, do you know where your children... ahem... what your sales organization is doing? In this week's Freative Friday episode, Mark talks about role decontamination and how to optimize your sales roles.
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Get out your weapon of choice: in this week's Freative Friday episode, Mark discusses results from the 2022 sales compensation survey on how organizations are fighting the war for talent.
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In this week's Freative Friday episode, Mark discusses the polarizing topic of pay caps, and what free range chickens have to do with it.
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Join Mark and Michelle as they sit down with guest Keith Conley to discuss private equity firms and post-acquisition success. Keith has led several organizations, most recently as president of Epiq, and has acquired 24 companies in the past 12 years.
https://www.linkedin.com/in/keith-conley-995b86/
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In this week's Freative Friday episode, Mark looks at the question "Is Field Sales Finished?", and what is happening with the sales field and beyond.
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In this week's Freative Friday episode, Mark discusses the hunter and farmer analogy in sales roles, and dives into another analogy for sales people.
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Join Mark for another Freative Friday as he discusses sales roles and why they seem to be getting overloaded.
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Join Mark for another Freative Friday as he discusses personality types in the business environment and how to cater to each one.
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Join Mark for another Freative Friday as he dives into how to increase your creative efficiency in your life and in your business.
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Join Mark and Michelle as they sit down with guest Itzik Amiel and discuss personal branding. Itzik is an author, motivational speaker, mentor, lawyer, and more. Check out his website below.
www.ItzikAmiel.com
Hub.theswit.ch
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Join Mark for another Freative Friday as he talks about the creative principle of looking at the mirror image.
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Michelle sat down with special guest Nick DeSalvo from HP, Inc to discuss transformational change as related to the sales organization.
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Join Mark for another Freative Friday as he dives into how to tell your personal brand story. Part 2 of 2.
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Join Mark for another Freative Friday as he dives into how to tell your personal brand story. Part 1 of 2.
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Join Mark for another Freative Friday as he discusses aspirations and how to creatively use them to create action. Part 2 of 2.
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Join Mark for another Freative Friday as he discusses aspirations and how to creatively use them to create action. Part 1 of 2.
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Join Mark for another Freative Friday as he walks us through the 8 steps (and one bonus!) of creating a mind map. Part 2 of 2.
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Join Mark for another Freative Friday as he walks us through the 8 steps (and one bonus!) of creating a mind map. Part 1 of 2.
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Join Mark for another Freative Friday as he gives a preview of his new course on LinkedIn Learning - Analytics-Driven Storytelling. Remember to do these 5 things when presenting your data.
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Mark and Michelle sat down to discuss Mergers and Acquisitions as related to the Sales Organization.
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Join Mark for another Freative Friday as continues his conversation on how to have an effective discovery conversation for creative problem solving (Part 2).
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Join Mark for another Freative Friday as he talks about how to have an effective discovery conversation for creative problem solving (Part 1).
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Join Mark for another Freative Friday as he talks about growing with the flow (Part 2), how do you get into creative flow, and problem-solving flow to be effective.
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Join Mark for another Freative Friday as he talks about growing with the flow (Part 1), how do you get into creative flow, and problem-solving flow to be effective.
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Join Mark for another Freative Friday as he talks about the power of the outsider, bringing on someone new to take a fresh perspective on what you are working on.
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Join Mark for another Freative Friday as he talks about getting comfortable with being lost.
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Join Mark for another Freative Friday as he talks about redefining your challenge question.
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On this weeks episode of Freative Friday, Mark talks about finding parallels in different aspects of your work to help you solve for your problem.
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Mark and Michelle sat down to discuss the love-hate relationship with remote work.
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On this weeks Freative Friday, Mark talks about combining unrelated ideas and how you can use them to come up with something new to solve your problem.
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Today Mark talks about becoming a student of history and how to find creative parallels to create new ideas.
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Join Mark for another installment of Freative Friday! This week he will be continuing the conversation about contraints.
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After recapping their 2021 predictions, Mark and Michelle sat down to discuss what they believe is ahead in 2022 (and beyond).
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This week on Freative Friday, Mark talks about the power of contraints and how they tie into functional creativity.
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On this week's Freative Friday, Mark talks about the difference between artistic and functional creativity.
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At the end of 2020, Mark and Michelle sat down and shared their top sales effectiveness predictions going into 2021. Now that we have entered 2022, they are here to review a few of those predictions and to tell you if they got them right or wrong.
You can find our original 25 Predictions for 2021 video here: https://bit.ly/3rSz4VR.
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Where were you when you had your last great idea?
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Welcome to Freative Friday! Join Mark every week as he gives you new principles and ideas to help kick-start your creative problem solving.
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Do you find negotiating difficult? Mark and Michelle talk to Mike Figliuolo about how to prepare and sucsessfully negotiate.
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Your market opportunity is moving. Will you be there to meet it?
Mark and Michelle had an in-depth discussion with Greg Johnson, COO of Cortera, a Moody’s Analytics company. They talked about how to leverage data to gain valuable insights into your market opportunity during uncertain times.
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Buyers buy differently than ever, and the sales landscape is changing faster than anticipated. Hiring, training, and rewarding sales reps of the future? Check out this episode where Mark and Michelle discuss the first part of the six deminsions of sales - sales process.
Michelle talks with Anita Nielsen, President-Owner of LDK Advosiry Services, about tapping into your humanity and how to sell in a virtual environment.
Pete Canalichio, Founder and Managing Partner of BrandAlive, joins Mark and Michelle for this weeks Rethink Sales Podcast. They discussed how to make your brand come alive through your sales team and how that benefits those you serve, so you can thrive – and expand – in this new virtual economy. They discussed how to develop a compelling brand story that will help drive your team of sales professionals. Finally, they dove into the idea that "Why" is more important than "What" and "How."
Back in March when the pandemic struck, most of us couldn’t imagine how it would impact a holiday season eight months in the future. Turns out, we weren't asking the right questions about how public health, policy, politics, and technology would affect our lives beyond the initial lockdowns. And here we are.
When faced with a problem to solve or a decision to make, do you ask the right questions? Often, business leaders will analyze trends that are directly related to their companies and industries, but neglect to consider how the intersection of political, environmental, or cultural trends can create challenges as well as opportunities. It begins by asking the right questions.
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We took a deep dive into more of our predictions and discuss how to enable your organization to hit the ground running as you restart growth in a new sales environment.
We were joined by Luminas Strategy CEO Keith Pigues, author of Winning with Customers, as he poses the big question: "Do your customers make more money doing business with you?" Together, we'll explore how to better understand your market, your customers, and their needs.
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Restarting your organization’s growth? What you prioritize depends on the value you deliver to your customers. But do you know what that value is? You may think so, but many companies are surprised to learn they’re wrong.
According to our guest, Keith Pigues, "There's an ah-ha moment in every engagement."
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Since the beginning of COVID, we’ve been looking at the indicators of change and working with companies on planning and adjusting during the year. We’ve also been making our predictions for 2021 to give you some clues as you’re working on your strategy. Mark and Michelle share their top sales effectiveness predictions for 2021 and priority areas you may want to focus on.
Watch the Round Table here: https://youtu.be/q4RM4AE0PZ8
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No one thinks about automating incentive comp until they have to. And by then, it may be too late to take a calm, cool look at the options. Mark and Michelle hosted Rob Blohm from OpenSymmetry for an in-depth conversation on how to think about automating Sales Performance Management.
Check out the original Round Table video here: https://youtu.be/H20UnQ0EaOI
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SalesGlobe: https://bit.ly/2YOH9NT
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Rob Blohm: https://bit.ly/3jahHLu