Nicole Farina: It’s Not About the Tools: True Transformation Starts With Vision
Nicole Farina
During this episode of Go to Market with Dr. Amy Cook, Nicole explains how she discovered the importance of strategy, empathy, and the long game when it comes to real organizational change.
FULLCAST
What Every Executive Needs to Understand About Employee Mental Health
In an era of rapid technological disruption, Dr. David Morgan argues that the ultimate competitive advantage isn't a better algorithm—it is the resilience of a workforce that values human connection over digital companionship. By treating mental health as a critical risk management issue rather than a secondary perk, leaders can build organizations that thrive despite the uncertainty of the unknown.
Relationships Are the New Differentiator For Sales. Here’s Proof
The constraint on sales performance right now isn't effort or technology. It's misalignment between marketing, sales, and customer success and how they leverage AI.
Why 70% of GTM Strategies Fail (And 7 Ways To Prevent It)
Discover the secret keys of success of the best GTM operating models. Learn why 70% fail & how AI-native systems drive results.
Rolling Out Quota Management Mid-Year? Why June Beats Jan
Quota management is the ongoing system that tracks attainment, handles adjustments, and maintains data accuracy throughout the year. You need both, but quota management systems enable mid-year flexibility that static quota setting can't provide.
Sales Commission Structures That Actually Drive Behavior
The difference between a commission plan that drives performance and one that just tracks it comes down to behavioral intentionality. Design for the actions you want to see, not just the numbers you want to hit.
Your Quota Management System is Just a Spreadsheet
Quota management handles the entire lifecycle: setting targets, allocating across territories and reps, modeling scenarios, making mid-cycle adjustments, and maintaining audit trails. Tracking is reporting; management is operations.
What Happens When You Set Quotas Without Capacity Data?
Quotas built without capacity data create impossible targets, drive survival behaviors that damage your business, and generate forecasts that mean nothing. Here's why.
What B2B Sales Really Means for New Leaders in 2026
B2B sales begins by understanding what B2B actually means, how it connects with the modern buyer, how today's buyer impacts the modern sales cycle, and what tools are helping drive sales.
SaaS Sales in 2026 Looks Nothing Like 2020
This isn't a think piece about "the future of sales." These changes already happened. The question is whether your sales org has caught up with the reality your buyers already live in.
Quota Management in 2026 Isn’t About Quotas Anymore
The direction is clear: quota management becomes more automated, more integrated, and more governed. The organizations that get ahead of this transition will have competitive advantages in rep retention and forecast accuracy.
