Peter Winick

AUGUST 28, 2023

Whether you are responsible for starting a thought leadership function at a startup, or at a large company, you need to have the right talent, the right org support, and the right metrics to define success. It was a startup, a category created which was focusing primarily into skill assessments, a company by name, metric track.

Engineering 130

Engineering Sales Sales Marketing 130

Chief Executive

DECEMBER 1, 2022

If a white paper by marketing has never been sent to this customer, you can send it, boosting the relationship,” says David Keane, CEO of software provider Bigtincan. So when we engage, we are literally having a business-level discussion around the metrics they’re trying to drive. Then respond to those signals. “If

Retention 98

Retention Travel Digital Transformation Software 98

Harvard Business Review

AUGUST 5, 2015

It’s an inside-out process and CRM systems are there to provide data about progression (or not) through that company’s funnel steps — the famous “pipeline” metrics that dominate so much talk about sales. That is, core solution-selling and account-management skills still matter.

B2B 15

B2B Sales Sales Sales Funnel 15