The C-suite is evolving, with Fortune 500 companies increasing top leadership roles by 23% (from 6.7 to 8.2 executives per company) between 2018 and 2023.
As executives take on broader responsibilities especially in data, AI, compliance, and customer strategy, enterprise sales leaders face both challenges and opportunities.
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Viewed in McKinsey As AI and tech continue to change the game, the role of the CTO has really stepped up. It’s not just about managing tech anymore—it’s about driving business value and strategy. Here’s what to focus on as you think about the future of the CTO role: From Tech Leader to Business Driver:… More
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Viewed in Egon Zehnder In today’s volatile business environment, investing in senior sales leaders is crucial for organizational success. As described by the authors, senior sales leaders face unprecedented challenges such as shifting customer behaviors, inflation, talent shortages, and accelerated digitization. Evolving Sales Leadership These leaders must evolve from merely managing sales to becoming holistic… More
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Viewed in Tomasz Tunguz For any ambitious sales executive, the temptation might always prove too irresistible: Hype their product or service, exaggerating it beyond reasonable expectations, to be sure a sale is secured. If this extra hype actually helps secure the sale, what’s so wrong with that? Hype pitfalls In this article, venture capitalist Tomasz… More
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Viewed in BCG Global management consulting firm BCG has taken a close look at compensation models and trends for inside sales personnel and concluded it is time for companies to take a fresh look at them too. Reason: Several factors may be rendering current models antiquated. To assess them, BCG partnered with the American Association… More
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Viewed in SaaStr Not all sales functions are the born the same. Product, Cost of Product and Sales Cycle Time In fact, as most sales professionals will attest, it is really a gross oversimplification to label anything a “sales job” since there are such a broad number of sales categories that exist between the type… More
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Viewed in SaaStr “Strong salespeople fail all the time in new roles,” business to business community SaaStr reports in this article. That is a fairly documentable fact. Less known is the bigger question: Why do they fail? Fit between industries, sizes and methodologies The answer is that there is great sensitivity of fit between industries,… More
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Viewed in SaaStr Sales is hard SaaStr founder James Lemkin writes, and of course he is right. Even the most seasoned and competent sales executives and professionals often encounter many forces in the larger business environment, or even in their own company’s respective disadvantages, against competitors. Ultimately, for instance, a sales professional who closes all… More
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