Forbes contributors publish independent expert analyses and insights. The author of many tech books, Michael Ashley covers AI and Big Data. If you’re anything like me, your phone rings all day with ...

Here’s a tip for reps who say they don’t have time to prospect: Before every task, make two sales calls. Before that email? Two calls. Before lunch? Two calls. You’ll be shocked how fast it adds up: ...

The cold call is dead, at least for smartphones. But the phone conversation itself hasn’t lost its value; only the path to it has changed. Apple and Google have now both introduced technology that ...

If you could make 20 sales calls per day, it would take over a year to see 5,000 prospects. You can do it in one day at a trade show. Anyone who overlooks this opportunity is either extremely wealthy ...

The B2B sales playbook that worked for decades is colliding with a fundamental shift in buyer demographics—and losing. For this reason, ZoomInfo examined how companies are adapting to the preferences ...