The death of the sales funnel

We have been closely following the shift in B2B and B2C sales organizations. It’s not news that sales motions are becoming more complex. However, what’s different now (and continues... ...Read more

Building a world-class sales team

Strategies to increase your sales team’s effectiveness There are many strategies and tactics sales leaders are deploying in an effort to improve sales effectiveness. We’ve found these to be... ...Read more

A Modern Sales Process for Sales Teams in a Customer-Driven Economy

There is no secret that having a well-defined sales process will enable you to accelerate your sales cycle. However, what we often find is that most sales processes are developed... ...Read more

21st Century Selling: Unlocking the Power of Mobile Devices to Improve Sales

Executive Summary:  Given the unique—and rapidly expanding--  capabilities of mobile devices to monitor location data, record sales activities and capture real-time transactions, leading edge sales organizations are leveraging mobile devices... ...Read more

Keeping Score: How to Prioritize the Right Sales Opportunities

Accelerating the Sales Cycle: Lesson 3 – Keeping Score: How to Prioritize the Right Opportunities

In a previous post we discussed the advantages of mapping your sales process to your Read more

Quotas: Key Factors When Setting Them for Sales

As we enter Q4, many organizations begin planning for the fiscal next year. At the top of every Sales Executives’ mind is “What are going to be my revenue... ...Read more