Articles by Costello
We believe that in a world with smarter customers and more competition sales professionals win by creating value for their customers. We’re sharing lessons learned helping sales professionals succeed in a world of rising expectations.
Building the Right Foundation
Building the Right Foundation
One of our sales professionals, Sam Hay, casually told me he has 18 sales calls for us this week.
The Biggest Trends Affecting Today’s Sales Leaders — And How They Should Respond
The Biggest Trends Affecting Today’s Sales Leaders — And How They Should Respond
There is no department within an organization that hasn’t faced significant changes in the past decade, and especially the last couple of…
5 Ways Sales Professionals WIN By Creating Value For Stakeholders
5 Ways Sales Professionals WIN By Creating Value For Stakeholders
Creating value for prospective and current customers is the quintessential role of enterprise sales professionals in today’s complex tech…
People > Processes: A Conversation with Ally Brettnacher, Senior Account Executive at Sigstr
People > Processes: A Conversation with Ally Brettnacher, Senior Account Executive at Sigstr
In our first four People > Process posts, we featured Melissa Gindling, AE at Levementum, Jonathan Sherman, SAE at Pluralsight, Simon…
6 Top Traits of High Impact Sales Leaders
6 Top Traits of High Impact Sales Leaders
Sales leaders have a tremendously difficult job. Essentially, they have multiple layers in which they must report to and are responsible…
$12B Is Spent Annually to Increase Sales Activity Volume — But It’s Not Working
$12B Is Spent Annually to Increase Sales Activity Volume — But It’s Not Working
Sales teams are among the most innovative departments within an organization due to their need to continually sell products, solutions, and…
People > Processes: A Conversation with Jonathan Sherman, SAE at Pluralsight
People > Processes: A Conversation with Jonathan Sherman, SAE at Pluralsight
In our inaugural People > Process post featuring Melissa Gindling, AE at Levementum, we began to uncover the incredible work that frontline…