How to Turn Friction Into a Revenue-Driving Partnership | Jim Sbarra
The friction between sales and revenue operations is one of business’s costliest challenges. This quiet conflict drains revenue, wastes time, and erodes morale. For companies to thrive, this operational divide must be bridged. But how? Jim Sbarra, Vice President...
AI Sales Agents: Garth Fasano’s Playbook for New GTM Systems
The promise of AI in sales is everywhere, yet many enterprise AI transformation projects are failing to deliver. As recent studies like the 2025 Benchmarks Report reveal, the reason isn’t the technology itself; it’s the strategy. Most companies are simply layering AI...
How Quotas Drive Sales Behavior (The Good and Bad)
Sales quotas are fundamental to business, yet only 28% of reps met their targets in 2023. That gap pushes teams into quarter-end panic and early-quarter lull, which damages customer trust and wrecks forecast accuracy. Most teams misread what quotas do. They are not...
