by Steve Bonvissuto, AJ Olander, Ben Simms | Dec 5, 2025 | Managed Sales
Reflections from the Eyewall of the AI Hurricane ‘Tis the season! For us to check in on our last set of sales predictions. Our 2025 reality check revealed a mixed bag. We were largely on track, but we didn’t foretell the speed of AI’s evolution and immersion...
by Ben Simms | May 30, 2025 | Managed Sales
It is not uncommon for 80% of your channel revenue to come from 20% of your top partners, and it’s natural to focus your resources on those larger accounts that do most of the heavy bottom-line lifting. But doing so at the expense of your long tail partners—those who...
by Steve Bonvissuto, AJ Olander, Ben Simms | Dec 10, 2024 | Managed Sales
B2B Sales Trend Deep Dive Your Guide through Human-Inhabited, AI-Driven Terrain As we embark on a new year, what’s in store for B2B sales? AI is on everyone’s lips, but as humans will always be part of the B2B buying and selling process, today’s sales topography...
by Ben Simms, Steve Bonvissuto | Nov 12, 2024 | Managed Sales
Last year, we made some predictions about what should be on B2B revenue leaders’ radars in 2024. What did we get right? What did we miss? We checked in with our experts and rated ourselves. See how we did. Prediction: New B2B Customers Will Remain ElusiveRating:...
by Ben Simms | Oct 15, 2024 | Managed Sales
How to Spin Long-Tail Customers into Gold In this series, we’re exploring the untapped potential long-tail customers offer B2B sales organizations. Part 1 exposes why long-tail customers, or those who spend below a certain revenue threshold, are hidden gems of...
