Posts about:
Sales Operations
Recession Playbook for Sales & Marketing Teams
A recession may loom, so ensure your sales and marketing teams are prepared.
Turbulent market conditions can be an opportunity for companies that prepare and a...
5 Essential Elements for Setting Sales Quotas
Most organizations begin the 2023 Quota-setting process in the 4th quarter.
Sales Quotas are an imperfect sales management tool, and the quota-setting process...
Two Blind-Spots in B2B Go-to-Market Efforts
“Things that matter most should never be at the mercy of the things that matter least.” — John Wolfgang von Goethe.
Business leaders expect that their sales...
Five Approaches to Shorten the B2B Sales Cycle
One reliable strategy for achieving a more predictable B2B close date and win rate is to improve how a deal moves through the sales process and maintains momentum
The Elusive Promise of AI Sales Forecasting
Artificial Intelligence (AI) tools will not solve poor pipeline management tools and processes.
Avoid “My Mess for Less”: The Outsourcing Transformation Framework
Many years ago, there was a trend in IT Outsourcing named “my mess for less.” It was simple arbitrage my moving functions to a 3rd party provider with lower fixed...
Why Product Management Need Sales Enablement and Sales Operations
“War is ninety percent information” — Napoleon Bonaparte.
Good CRM Data Is A Team Sport
What is the Issue at Hand?
- Organization is Technology Rich, but Insights & ROI are Poor
What Have Modern Marketing & Sales Leaders Learned?
- Modern Marketing...
How to Optimize Video Sales Calls
Desktop video conferencing has become the primary method to engage with prospects and customers; but, like many things, we must find ways to improve or optimize the...