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For seasoned business leaders, the opportunity to run a high-growth business unit inside a larger, established organization can be an exciting challenge. You get the benefits of a well-resourced corporate parent combined with the agility and pace of a startup environment. However, making this career...

In a recent exchange between our managing partner, Richard Ellis, and Justin Barney delved into the intricacies of crafting a successful career path as a Chief Revenue Officer (CRO). The insightful conversation shed light on the strategic maneuvers and leadership acumen necessary for aspiring CROs t...

This post is a summary of the discussion Richard Ellis had with Mike Fouts about the shift to a digital-first sales motion. Listen to this engaging discussion on our podcast page.

The digital-first sales motion is rapidly gaining traction as customers across industries and generations increasingl...

Mark Gaydos shares how the DiSC model helps teams understand each other's work styles, interact more positively, and build trust through small moments.

Our work lives are often defined by the big moments – promotions, setbacks, and major wins. However, it's the small, daily interactions that shap...

Sellers need the coaching and guidance of their leaders, but truly impactful coaching has a few key characteristics. Make sure you incorporate the 3 Cs of effective coaching into your regular coaching cadence.

1st C: Effective Coaching is Contextual

Contextual coaching ensures that the guidance pr...

Gifted marketing leader Tracey Mustacchio joined Richard Ellis for another conversation on the Some Goodness podcast. (You'll want to listen to the whole episode.) Tracey helped answer some key questions about how to align sales and marketing.  

Q: Why is misalignment between sales and marketing su...

A significant study by Salesforce.com revealed that a whopping 86% of employees and executives believe that failures in the workplace can be directly attributed to a lack of collaboration and ineffective communication. One common gap is between product and sales. IIn our recent podcast disussion wit...

Richard Ellis interviewed veteran marketing leader Tracey Mustacchio for the Some Goodness podcast. Tracey provided excellent guidance for how to successfully prepare for a board meeting. Here are a few highlights from that conversation. Go listen to this engaging conversation.

How to Make a Lastin...

Q: How crucial is determining the right number of sales stages?

A: It's fundamental for streamlining the sales process, ensuring each phase is purposeful. Striking the right balance is key; too many stages complicate the process, while too few might overlook essential steps. This balanced approa...