John Golden is author of Winning the Battle for Sales and Social Upheaval: How to Win @ Social Selling and chief strategy officer for Piperlinersales. He previously held the roles of president & CEO at Huthwaite and Omega Performance, as well as several other pivotal positions in sales, marketing, and product development—all of which gives him a uniquely expansive view on what it takes to engage successfully with target customers.

Latest Columns

Shot by Both Sides

Shot by Both Sides

The average tenure of B2B sales leaders is 18 months. Here's why marketers should pay attention to that turnover rate.

Becoming "Resource Full"

Becoming "Resource Full"

Stand out from the competition by being a go-to content source for buyers.

Let's Get Real About Sales Automation

Let's Get Real About Sales Automation

Three words apply when adopting SFA: Keep it simple.

The First Step To Getting Your Sales Back on Track

The First Step To Getting Your Sales Back on Track

This one-step regimen is more obvious than you think.

Social Selling Takes a Village

Social Selling Takes a Village

Don't let its name fool you. Why social selling isn't just for the sales department.

Where Strategy and the Market Really Intersect

Where Strategy and the Market Really Intersect

Why the sales manager's role is more crucial than you think.

Remind Me Again, What Are We Automating?

Remind Me Again, What Are We Automating?

Marketers be warned: Don't invest in technology without a solid strategy in place first.

What's the Story Sales and Marketing?

What's the Story Sales and Marketing?

How the two departments can co-write valuable insight for buyers.

Putting One Bigfoot in Front of the Other

Putting One Bigfoot in Front of the Other

Sales transformation is a monster of a journey.

Do We Have a Connection?

Do We Have a Connection?

Marketing executives need to connect with their employees via LinkedIn—here's why.

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