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5 min read

Brent Adamson Gartner CSO Conference Keynote Insights June 16 2021

By Mark Gibson on Jun 17, 2021 7:00:00 AM

Rewriting B2B Selling for Digital Buying.

Brent Adamson, Distinguished VP Analyst, Gartner Research and Advisory kicked off Gartner’s virtual Chief Sales Officer and Leaders conference, held today, June 16th. 2021.

Topics: b2b buying process virtual selling skills virtual presence
11 min read

How to Overcome Post-merger Go-to-Market- Challenges

By Mark Gibson on Aug 4, 2020 6:03:15 PM

Mergers and acquisitions hold promise for owners and investors of combinatorial synergies to reduce costs, increase profit, extend market and product coverage, as well as accelerate innovation.

2020 has been a banner year for mergers and acquisitions, with 5500 deals so far. This record volume may be partially due to the Covid-19 outbreak forcing the liquidation or disposal of underperforming non-core or struggling investments. However, mergers come with a great deal of risk as reflected in failure rates that are reported to be between 40% and 70%.

Despite best-laid plans and executive oversight, human factors present the greatest risk and sales-force integration is the toughest merger issue to overcome. 

Topics: sales enablement b2b buying process sales playbooks talent enablement