Blog Articles

Discovery Resistance b2b discovery resistance mike bosworth solution selling

by Mike Bosworth

A frustrated VP of Sales. 

At the peak of my Solution Selling business, in the mid-90s, I was speaking to one of our clients.  He was the VP of Sales of an enterprise B2B salesforce of 200 reps. He was selling highly  complex software as a service application to...

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B2B Moneyball – Sales Productivity Metrics b2b metrics sales sales productivity

With its extended season and its fundamental "One-on-One Matchups" game structure, Major  League Baseball has long been the most advanced team sport for metrics optimizing player  performance, roster composition, and in-game tactics and strategies. The purpose of this paper  is to...

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