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Low-priority activities are known as blind spots — high-impact activities that tech CEOs are not prioritizing but will improve customer retention and growth. Customer acquisition is a top priority for tech CEOs for business growth. Channel and partners are critical components of achieving this objective. Tech CEOs should focus on:  Managing culture Looking at KPIs such as …

Gartner: Improve Channel and Partner Strategy by Addressing 3 Blind Spots for Tech CEOs Read More »

Creating accurate and reliable sales forecasts is essential for any sales leader. Professor Michael McDonald shows how to use Excel to forecast sales more effectively, beginning with a quick primer on sales forecasting, then explaining the business intelligence used in forecasting and the basics of regression analysis. Next, Michael shows how to use Excel to …

LinkedIn Learning: Using Excel for Sales Forecasting Read More »

Sales enablement leaders are in a position where they primarily support sellers, but buyers are seeking other channels to purchase goods and services from companies. At the same time, sales enablement leaders find themselves increasingly reporting to chief revenue officers and surrounded by terms such as revenue operations, revenue technology, revenue intelligence, and revenue data. …

Gartner. Shift from Seller Enablement to Revenue Enablement Read More »

Sales is a psychological game in which the end goal is to provide our customers with solutions to their problems, whilst making sure we hit our own targets and keep out our competition. But to achieve those goals we must totally understand what our buyers are thinking and what their motivations are. And let’s be …

LinkedIn Learning. Sales Skills: Identifying Buying Signals Read More »

Checkmarx is a Leader Again, 5th Straight Year Gartner® 2022 Magic Quadrant™ for Application Security Testing Checkmarx Application Security Testing software is used by more than 40 of the Fortune 100 and by government organizations around the world.

Recent cyber events are a stark reminder that our work as defenders is never done. Criticalvulnerabilities such as “Log4Shell” highlight the dangers of the unknown and the complexity ofpatching. The supply chain is as attractive a target as ever, providing a potential entry point intomultiple vendors. And we must remain vigilant about protecting our industrial …

Today’s Top Cyber Trends and Attacks: By the Numbers Read More »