May 19, 2021
This month’s latest is all about expectations (the “E” in our DRIVE information-gathering framework).
May 05, 2021
Understand the organization you’re selling to before you seal the deal. Sometimes, a CPI score reveals you’re dealing with a champion.
April 28, 2021
During the pandemic, the adoption of digital technology sped up. There’s no turning back, so what does this mean for your company?
April 21, 2021
This month’s latest is all about velocity (the “V” in our DRIVE information-gathering framework).
April 07, 2021
You can’t get your deal across the finish line without understanding every aspect of their timeline.
March 10, 2021
This month’s latest is all about impact (the “I” in our DRIVE information-gathering framework).
February 24, 2021
This month’s latest is all about resources (the “R” in our DRIVE information-gathering framework).
February 17, 2021
Stop blaming the goldfish! Capturing someone’s attention is within your grasp, even in the age of email.
February 03, 2021
As Yogi Berra knew, there are a lot of different ways to talk about resources–and timing is everything.
January 27, 2021
This month’s latest is all about drive (the “D” in our DRIVE information-gathering framework).