10 Real-World Negotiation Examples
The Program on Negotiation article surveys ten high‑profile negotiation cases, ranging from the 2012 mortgage‑foreclosure settlement and Disney’s $4.05 billion Lucasfilm acquisition to pandemic‑era PPE scramble and the 2022 Western sanctions on Russia. Each example illustrates distinct tactics—multilateral bargaining, trust‑based deals, regulatory shifts, public‑pressure leverage, and crisis collaboration. The piece highlights how negotiators across government and industry navigate competing objectives, stakeholder power, and rapidly changing environments. Collectively, the stories serve as a practical playbook for business leaders seeking to sharpen their deal‑making skills.
Sales Battlecards: Examples to Inspire B2B Sellers
Highspot’s latest guide explains how sales battlecards give B2B sellers instant access to competitor insights, pricing data, and objection‑handling talk tracks, turning complex intel into actionable one‑page cheat sheets. It outlines five battlecard templates—from objection‑handling to pain‑point focused—showing how each...
GrowthRise Mastermind Recap Mar 3, 2026
The GrowthRise Mastermind call highlighted three core growth levers for B2B firms: optimizing outbound email cadence, leveraging Meta’s ad platform over LinkedIn, and tightening pixel event tracking. Email sequences spaced every three to four days lifted open rates to 21%...
From Faking a Business to 25,000 Stores — Here’s the Simple Strategy That Landed Her Deals With Walmart and Target
Vanessa Phillips turned a personal celiac diagnosis into a $‑free frozen food empire, launching Feel Good Foods with gluten‑free dumplings that landed a Whole Foods order for 27 stores. She built the brand by hand‑selling samples, correcting packaging errors on...
Win Rate Vs. Close Rate: What’s the Difference & Why It Matters
The article clarifies the distinction between close rate—deals closed versus total leads—and win rate—deals won versus qualified opportunities. It highlights the common “denominator debate” that hampers consistent measurement across RevOps teams. Benchmark data from RAIN Group show elite sellers hitting...
Sign Customiser Tops $75M as Sign Shops Ditch Spreadsheet Quotes for Online Ordering with AI Quote Automation
Sign Customiser, an Adelaide‑based quoting platform, has processed more than $75 million in merchant sales across 100 countries over the past four years. The solution replaces spreadsheet‑based pricing with an embeddable AI‑driven customiser widget that lets customers design, price, and pay...
3 Best Email Databases For Prospecting In Europe
European B2B email database providers built for North America often deliver patchy coverage, high bounce rates, and limited GDPR safeguards for EMEA markets. This guide highlights three providers that place Europe at the core of their data strategy: Cognism, Dealfront,...
Source Of Truth Vs System Of Record: Why Neither Is Enough
Revenue teams are shifting from static systems of record and single sources of truth toward a "system of context" that blends real‑time signals with trusted data. Traditional CRMs and data warehouses store information but fail to interpret it quickly enough...
Lenders Rethink Outreach as Trigger Leads Face Limits
Mortgage originators are split on the value of trigger leads as the Homebuyers Privacy Protection Act takes effect on March 5, forcing a shift to permission‑based marketing. Proponents argue trigger leads provide quick consumer access, but critics cite reliability issues and...
Expandi Limited Acquires Kompass to Create Leading European B2B Data, Media and AI-Powered Marketing Platform
Expandi Limited announced the acquisition of 100% of Kompass, creating Europe’s largest independent B2B data, technology, media and services platform. The combined group now employs over 250 staff across eight countries and offers a database of more than 70 million companies,...
OPINION: Resale Isn’t a Sideshow Anymore — It’s Reshaping Digital Fashion Retail
The online fashion resale market has moved from niche to mainstream, with Vinted now the UK’s third‑largest fashion retailer by customer numbers and eBay agreeing to buy Depop for about $1.2 bn. UK online second‑hand sales are projected to hit roughly...
DMWF Spotlight: Stop Personalising More. Start Thinking Better.
The article argues that CRM success isn’t driven by more personalization or automation, but by better judgment and restraint. Companies often assume that increasing messages boosts engagement, yet customers feel overwhelmed and ignore the noise. Atombit advises focusing on what...
What Does a Chief Sales Officer Do?
The Chief Sales Officer (CSO) is a C‑suite executive who owns the entire sales function, from strategy and revenue targets to pipeline and territory planning. Reporting to the CEO, the CSO works closely with the CMO and CRO to align...
Stran & Company Launches STRAN Digital Solutions to Strengthen Client Retention and Support Scalable Growth
Stran & Company unveiled STRAN Digital Solutions, a proprietary SaaS platform that consolidates digital asset management, CRM‑connected workflows, web‑to‑print, logistics, and direct‑mail capabilities. The integrated solution aims to simplify program execution, give clients self‑service ordering portals, and allow Stran’s national...
The Negotiator’s Dilemma: How MESOs Help You Create and Claim Value
The article explains the negotiator’s dilemma—the tension between creating and claiming value—and presents multiple equivalent simultaneous offers (MESOs) as a solution. MESOs involve presenting two to three equally valued packages that vary across issues, allowing negotiators to anchor discussions while...
Mission Critical IoT Announces Promotion of John Hubler to President and Chief Revenue Officer
Mission Critical IoT announced that John Hubler, formerly Chief Revenue Officer, has been promoted to President and Chief Revenue Officer. In his expanded role, Hubler will manage company‑wide operations, steer strategic initiatives, and continue overseeing all revenue‑generating activities. The move...
Zapier Lead Router: Automatically Distribute Leads to Your Sales Team
Zapier has launched Lead Router, a beta tool that automates lead distribution across sales teams using customizable rules. Users create queues and routers to apply round‑robin, weighted, or territory‑based logic, with a mandatory fallback assignment to catch unmatched leads. The...
Anchoring Bias in Negotiation: Should You Make a Single Offer or a Range?
The article examines how anchoring bias shapes negotiation outcomes and whether a single price or a price range is more effective. Research by Ames and Mason shows that a "bolstering" range—where the high end exceeds the target price—produces larger concessions...
Build or Buy AI Voice Agents? A Decision Framework for Sales Teams
AI voice agents promise automated, human‑like outreach for sales teams, but deciding whether to build a custom solution or buy a managed platform is complex. The article outlines three decision criteria—engineering risk, speed to market, and competitive advantage—and shows that...
Raymond James Has 'Zero Cross-Selling' Requirements: CEO
Raymond James CEO Paul Shoukry announced the firm has no mandatory cross‑selling requirements for its roughly 9,000 advisors. Advisors can collaborate with other business units but face no product‑sale quotas tied to compensation. The firm also offers a “financial‑advisor bill...
Cable One’s MBI Deal to Bolster Its Business Services Capabilities
Cable One will acquire Mega Broadband Investments (MBI) to broaden its rural fiber footprint and diversify its business‑services portfolio. The deal adds roughly 210,000 residential and business customers and expands the company’s network to about 675,000 passings across 24 states....
Revenue Forecasting 101: How to Achieve Accurate Predictions
Revenue forecasting underpins resource planning, hiring, and strategic roadmaps, yet most organizations miss targets. The article explains why forecasts fail—data quality, organizational maturity, and cross‑functional misalignment—and outlines both quantitative and qualitative methods, including AI‑driven models. It offers a step‑by‑step process,...
Focus 360 Names Karen Henderson Senior VP of Sales
Focus 360 LLC announced the appointment of Karen Henderson as Senior Vice President of Sales. Henderson arrives from Katz Media Group, bringing extensive experience across terrestrial radio, satellite, and out‑of‑home advertising. In her new role she will steer sales strategy...
LGG Industrial Increases Prospects, Efficiency with SugarSell
LGG Industrial, a Pittsburgh‑based fluid‑handling firm, completed a radical rebrand and replaced its legacy CRM with SugarCRM’s SugarSell platform. After defining 119 technical requirements, the company selected SugarSell for its flexibility and out‑of‑the‑box capabilities. The new system enabled a four‑step...
Taboola Names Krishan Bhatia as Chief Business Officer; Amazon Ads & NBCUniversal Veteran to Lead Global Sales & Partnerships
Taboola announced Krishan Bhatia as its first chief business officer, tasked with leading global sales and partnerships. Bhatia previously built Amazon’s global video‑advertising business and led NBCUniversal’s digital advertising division. He will oversee the Realize performance‑advertising platform, CTV, generative‑AI products...
RevOps Roundup: Week 9, 2026
The RevOps Roundup for week 9, 2026 aggregates fresh thought leadership on scaling sales teams, AI‑driven admin reduction, and tool integrations. Flowla outlines five high‑impact workflows to standardize sales processes once organizations exceed ten reps, emphasizing Digital Sales Rooms and CRM‑linked automation....
The Prescriptive Content Engine: AI Telling Reps Exactly What to Show
The article introduces a prescriptive sales content engine that uses AI to push the exact asset a rep needs at each stage of a deal. By analyzing CRM data—deal stage, buyer persona, competitor tags, and industry—the system serves tailored decks,...
From Boll & Branch to Bogg, Brands Are Battling a Surge of AI-Driven Return Fraud
Retailers are confronting a new wave of return fraud powered by AI‑generated images. Executives at Boll & Branch and Bogg Bag discovered counterfeit photos used to claim damaged goods, prompting tighter verification. Experts say AI tools have accelerated fraud, contributing to an estimated...
AI Sales Startup Firmable Bags $14 Million to Expand to the US
AI‑powered B2B sales startup Firmable announced a $14 million Series A round led by existing backer Airtree, earmarked for a U.S. market rollout and further development of its proprietary data engine and AI agents. The company, founded by former Aconex executives in...
The GTM Skill Stack Leaders Didn’t Need Until Now — And The Certification Built To Close The Gap
The article warns that the emerging GTM singularity is widening capability gaps for B2B leaders, who now need a cross‑functional skill stack to run a connected revenue engine. Traditional functional expertise no longer suffices; leaders must align marketing, sales, product...
The Slow Drip of Price Increases
Professor Suraj Malladi’s new economic model explains why many firms start with low prices and then raise them gradually. By treating the worst‑case demand scenario, the model shows that incremental price hikes maximize guaranteed profits when demand curves are stable...
The Hidden Risk of Static Price Lists in a Volatile Market
Static price lists, once suitable for stable markets, now expose manufacturers and distributors to hidden margin leakage as economic volatility drives cost swings, demand shifts, and competitive pressure. Without dynamic modeling, price changes are applied reactively, often misaligned across segments,...
What Makes You Notice a Store’s Sign, or Ignore It? The Answer Makes This Franchise $115 Million a Year.
SpeedPro, a franchise specializing in large‑format graphics, now operates over 130 U.S. studios and generates roughly $115 million in annual sales. CEO Paul Brewster attributes the growth to a three‑pillar strategy—expanding the customer base, maintaining strong profit margins, and leveraging technology...
DemandScience Launches Winnable Account System
DemandScience has partnered with HG Insights and GTM Fabric to launch a Winnable Account System that enriches Ideal Customer Profiles with technographic, spend, competitive and buyer‑research intelligence. The collaboration introduces two new products—Propensity‑Based Audience Activation and In‑Market Buyer Activation—that score...
Sweep Launches Multi-Org Agent for Salesforce
Sweep introduced its Multi‑Org Agent for Salesforce, a tool that automatically maps dependencies, automations, and rules across fragmented Salesforce environments. The solution helps enterprises compare configurations, spot redundant or conflicting automations, and surface technical debt at scale. Sweep plans to...
How to Plan a Sales Meeting: Agendas, Strategies, & Ideas that Drive Results
Sales meetings are essential for aligning reps with strategy, yet research shows 70 percent are unproductive. Effective meetings combine concise agendas, win celebrations, pipeline reviews, and focused coaching, especially for hybrid or remote teams. The guide outlines meeting types, cadence, virtual...
Buying Signals in B2B Sales: How to Identify and Act on Them
The guide defines buying signals as observable actions that indicate a prospect is moving toward a purchase, ranging from demo requests to company‑level triggers like new funding. It ranks signals by strength, emphasizing that clusters of digital activity outweigh isolated...
How AI Reduces Administrative Burden in Sales
Sales reps spend roughly 40% of their time selling and the remaining 60% on administrative tasks such as CRM updates, follow‑up emails, pipeline reporting, and multi‑tool research. This hidden workload erodes revenue capacity, leads to stale forecasts, and inflates compensation...
AI Won’t Fix Your Funnel, It Will Show You Where It’s Broken
Founders expect AI to smooth sales and marketing, but it only highlights existing misalignments. When teams share goals, data, and clear ownership, AI can act as a unifying intelligence layer. The Marketing Centre’s AI Future Forum proposes a three‑pillar health‑check—decisions,...
On Sale Live 2026 to Bring Together the People Shaping the Experience Economy
On Sale Live 2026, a conference for sales, marketing and communications professionals in live entertainment, will be held on 15 May at a new Kings Cross venue in London. The event gathers over 250 senior decision‑makers from theatre, festivals, sport...
Momentum Delivers Industry-First Botless Google Meet Recording, Redefining Conversation Intelligence
Momentum announced a beta launch of its native Google Meet recording, the first conversation‑intelligence solution that captures meetings without a recording bot or third‑party sub‑processor. The same rollout introduces Autopilot for Contacts, an AI feature that extracts relationship details from...
The Future of Enablement Is Performance
Sales enablement has progressed from simple content delivery to readiness training and now to performance enablement, which concentrates on real‑time deal execution. Leading organizations use a unified platform that combines content, AI‑driven insights, and continuous outcome measurement to surface gaps...
To Jumpstart Centers of Influence Referrals, Think Outside the CPA
Financial advisors are urged to broaden referral networks beyond traditional CPAs and lawyers, embracing strategic alliances with diverse centers of influence. Mike Byrnes suggests using happy clients for warm introductions and targeting non‑traditional partners such as yacht dealers, realtors, clergy,...
Pipeline Velocity: How to Measure and Improve It
Pipeline velocity measures how fast qualified opportunities turn into revenue, using the formula (Opportunities × Average Deal Size × Win Rate) ÷ Sales Cycle Length. The guide explains why traditional coverage ratios can mask slow‑moving pipelines and how velocity serves as a leading indicator...
Total Addressable Market: What It Is and How to Calculate It
The guide explains total addressable market (TAM) as the maximum revenue a product could capture if every ideal customer bought it, and distinguishes it from serviceable addressable market (SAM) and serviceable obtainable market (SOM). It outlines three calculation methods—top‑down, bottom‑up,...
Marchex Partners with Solera
Marchex, a conversation‑intelligence specialist, has integrated its AI‑driven analytics with Solera’s automotive‑dealership platform. The partnership automates data capture, eliminating most manual entry for dealers. By delivering real‑time, data‑rich insights, the solution helps sales teams focus on closing deals rather than...
Azamara Cruises Introduces Travel Advisor Council
Azamara Cruises has launched a Travel Advisor Council composed of ten high‑performing advisors across North America. The council members, each with at least five years of cruise experience and AWA graduation, will commit to a 12‑month term to test ideas,...
Shift4 Shifts Its Focus to International Deals
Shift4 Payments reported record Q4 results and announced a strategic pivot toward international growth. The company closed a $2.5 billion acquisition of Swiss tax‑free shopping platform Global Blue and added Australia‑based Smartpay to its portfolio. To capitalize on these assets, Shift4 is...
Salesforce Launches Telco-Specific AI Agents to Improve Sales and Customer Retention
Salesforce unveiled Agentforce for Communications, a suite of telco‑specific AI agents designed to automate routine tasks and boost customer engagement. The solution targets a telecom sector facing slowing revenue growth—forecast at 2.9% by 2029—and high churn rates up to 40%....
How to Create an Effective Instagram Sales Funnel
Instagram is evolving from a visual showcase into a platform‑native sales engine, replacing traditional landing‑page funnels with content‑driven conversations. Brands move prospects from Reels‑based discovery through interactive Stories and comments into direct‑message (DM) dialogues that close sales without leaving the...
