At its core, S&OP depends on establishing a single, agreed-upon version of the truth that every stakeholder can see, ...

Decision-making is about choosing a path. Decision leadership is about the inherently relational work of building buy-in, ...

B2B sales decision delays have increased due to the need for broader consensus, pursuit of perfection, and heightened customer awareness of potential risks. To combat delays, sales teams should ...

There is a lot of psychology involved in trying to make a sale. Here are the key principles to understand when you're marketing to your customers.

What’s your trigger? I’m not talking about what someone may say that sets you off. Instead, I’m referring to the trigger that sparks an impulse to potentially make a purchase. Interestingly, both ...