August 2015

Sales Professionals Need Connectivity to Succeed

Today’s sales professionals are expected to negotiate, close and complete deals while traveling as easily as they can when they are in the office. That was the promise that came first with laptops, then smartphones and now the cloud. And while main offices and managers believe that their sales teams can meet this expectation, reality is unfortunately much different.

The Five-Part Sanity Check

It’s astounding how much leeway salespeople are given in how they go about making calls and making their numbers each year. In many companies, selling is considered more an art than a science. Sales calls are as unique as snowflakes. I find it ironic, in light of the varied approaches to selling, that measuring performance is so precise.

Predictive Analytics as an Engine of Research and Development with New Product Launches

Predictive analytics has been top-of-mind for marketers over the past several years. Yet, when it comes to innovation, there is often a lack of clarity on how exactly predictive science can fuel success of new product concepts.

Do Great Salespeople Make Great Managers?

Companies are always on the lookout for their next top sales managers, and grooming new talent for a future in management is a constant preoccupation for sales leaders. After all, great sales managers can do more than just make quota – they can elevate the performance of the people around them and boost sales results from the entire team.

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