Business
Cold Calling Pick-Up Rates Collapsed From 50% to Under 3%
When someone attacks a prediction with unusual anger, it's worth asking whether they're arguing against the idea or against its consequences for their own livelihood.
Remote Work
Leadership Development
Vulnerability Over Virtual Happy Hours: How Remote Leaders Build Real Culture
The most durable foundation for remote team culture is not structured social programming but a leader's willingness to be openly imperfect. During a recent leadership conversation, a sales executive described how his organization held an all-hands session where every person, including the CEO, share
Sales Strategy
Pandemic Rewired Sales Fundamentals While Introducing a New Kind of Burnout
The core mechanics of selling — relationships, contact, trust — did not change when the pandemic hit, but everything surrounding them did. Sellers and sales leaders worldwide began reporting a distinct strain of exhaustion driven by back-to-back video calls, a fatigue that differed qualitatively fro