By Paul Wiefels, managing director & co-founder of Chasm Group, LLC In the first installment we looked at three environmental questions as part of a framework to inform whether a change in strategic course is warranted. Now, we examine the internal contexts for strategy change, with a particular view to the inertial factors that… Continue reading Should We Stay or Should We Go? – Part Two
Author: Rich Stimbra
Should We Stay or Should We Go? – Part One
By Paul Wiefels, managing director & co-founder of Chasm Group, LLC A new year brings with it fundamental questions for organizations: Do we stay the course, adjust it, or change it significantly? Staying the course is relatively easy when compared to changing it. Change of any sort represents uncertainty, risk, overcoming inertia. Teams can… Continue reading Should We Stay or Should We Go? – Part One
From On-Prem to SaaS – How Has Enterprise Sales Changed?
Plus ça change, plus c’est la même chose.” (= The more things change, the more they remain the same.) – Jean-Baptiste Alphonse Karr, 1849 As mentioned in my last blog post, “The Unique Mentality of Top Enterprise Sales Pros”, I recently interviewed a dozen experts on sales-related matters. This group included former CEOs, sales leaders,… Continue reading From On-Prem to SaaS – How Has Enterprise Sales Changed?
B2B SaaS – The Unique Mentality of Top Enterprise Sales Pros
To understand what it takes to achieve exceptional performance in enterprise sales, as opposed to mid-market or SMB sales, I recently interviewed a dozen experts whom I regard as my informal “brains trust” on this topic. This group included three former CEOs; several former major-account execs at global players such as IBM, Cisco, and SAP;… Continue reading B2B SaaS – The Unique Mentality of Top Enterprise Sales Pros