Geographic sales territories have long been the standard for dividing up sales opportunities. They’re easy to set up and manage, but are they the best way to maximize your organization’s potential? Research shows that 58 percent of companies lack faith in their...
We know where we’ve been. Now, where are we going? “Homecoming to the Future” was a special event during the Salesforce Firsthand Alliance Summit 2024 that emphasized both reflection and anticipation. It blended Salesforce’s impactful history with...
When you’re growing fast it’s difficult to keep up with constant territory changes. Sales team hiring and turnover make it challenging to keep your go-to-market (GTM) plan up to date. When change is rapid, it is also difficult to answer constant questions from the...
Automation and AI are revolutionizing how businesses get work done. By 2030, AI is estimated to contribute as much as $16 trillion to the global economy – more than the output of China and India combined, according to PwC industry research. But implementing automation...
There’s an old business metaphor that illustrates making decisions and fixes as you go rather than fully planning ahead: It’s “building the plane while you’re flying.” Many leaders approach Go to Market with the idea that they will build their Go-to-Market teams, get...
