Whitney Stout, JDWhen your comp plan changes mid-quarter, protect three things in order: the record of what you earned, the new math, and what the change tells you.
Whitney Stout, JDHow to tell if a prospect is serious: ask what they've tried, who else feels the problem, and what happens if nothing changes. What each answer tells you.
Whitney Stout, JDThe best trigger events for outbound prospecting change who feels a problem or who can spend on it. Which events pass that test, and how to mention one.
Whitney Stout, JDIs the SDR role dying? Software now handles lists, sequences, and dialing. Judging which accounts are ready to buy is moving into fewer, more senior seats.