David Jacoby

As a Managing Director at Sales Readiness Group, David helps large B2B sales organizations improve sales performance. Previously, David was a Principal at Linear Partners, a sales consulting firm providing sales strategy, sales operations, talent management, and interim management services to emerging growth companies. In the past, David has served as Vice President of Business Affairs of Xylo, Inc., where he was responsible for the Company's business development, sales operations, legal affairs, and financing activities.

Recruitment & Selection

By: David Jacoby
March 20th, 2023

Hiring sales stars is an important yet challenging task for every sales manager. One challenge is whether to hire based on industry experience or hire the “best athlete” (someone with limited industry experience and exceptional selling skills). Use the following tips to find the right person for the job. 

Sales Management | Sales Leadership | Sales Enablement

By: David Jacoby
March 15th, 2023

The success of any sales organization depends on having the right mindset, culture, and strategy. As two of the most successful companies in the world, Salesforce and Netflix have many lessons to teach about how to build a winning sales culture.

Selling Skills | Prospecting

By: David Jacoby
March 14th, 2023

Last weekend a strange man knocked at my front door. It turns out it was a painter named Steve with a unique specialty: painting your home address on the curb in front of your house. Steve wasn’t looking for my business...

Sales Management | Managing the Pipeline

By: David Jacoby
March 8th, 2023

Accurate sales forecasting is essential for business success. But it can be difficult to get it right due to certain missteps. Here are three of the most common errors that lead to incorrect forecasting and how to avoid them.

Sales Enablement

By: David Jacoby
February 27th, 2023

In just a matter of a few months, ChatGPT has created a global frenzy. Ask it a question, and ChatGPT answers mimicking human conversation. Its amazing capabilities show how Artificial Intelligence (AI) has evolved from a futuristic concept into real-world applications that are changing how we live and work today. This raises the question: Will AI replace salespeople?

Sales Management | Sales Leadership

By: David Jacoby
February 22nd, 2023

Can a company succeed without managers? Mark Zuckerberg, CEO of Meta, thinks so. He's proposed a cost-cutting measure to "flatten" the organization by removing layers of middle management. Is this idea feasible?