Mar 29, 2015 | Leadership, Sales
What impact does your first line of sales management have on overall revenue and sales performance? Based on 25 years of high tech enterprise sales experience, I submit that ensuring that your sales coaches can effectively coach is equally if not more important...
Mar 29, 2015 | Learning, Sales
Metrics are good. They can be valuable and you can glean insight from them. But my admonition to all is that you proceed with caution when it comes to using metrics and data to make business decisions. All too frequently, I see business leaders completely absorbed in...
Mar 29, 2015 | Best Practices, Sales
It seems that sales and marketing alignment, unlike a doctors exam, is something everybody wants to do. It feels like we get an email a day from Marketo or Eloqua on alignment issues, ranking as a topic only slightly behind insights on how to integrate social...