During the economic downturn, CEOs are looking for ways to drive GTM efficiencies without hampering growth. Market Leaders are executing this by transforming legacy Sales and Marketing Ops teams into a centralized Revenue Operations function and realizing higher company valuations than their peers.
Using Sales Design Thinking™, authors Mark Donnolo and Michelle Seger address how to provide leadership to meet sales teams and customers in their situations, rather than applying quick fixes to retain sales team members through this time.
In times of unprecedented crisis, like the one we are living in, there are opportunities for true leaders to rise to the occasion.
If you were to ask many sales operations leaders to describe their team’s activities, you will undoubtedly hear about efforts spanning: Sales technology Analytics and reporting Field support Sales compensation…
If we are to maximize the success of our people, we have to make sure they understand our “intent.” That is, what is our vision and purpose, what are our strategies and priorities
So what concerns me is how you made your number….
We want to be flexible, nimble, able to adapt to the circumstances, leap on an opportunity, respond quickly. We abhor process since that constrains our
Forecasting is important to our business, we spend a lot of time (often too much) on forecasts. But too often, we get forecasting wrong. Some
Human beings are always looking for the secrets to success. Somehow, we want to believe there is the “one thing” that drives success. In sales
The first time a sales manager made this statement to me, in frustration, was about 20 years ago. Since then, it’s become the common complaint
I sit with management teams discussing Sales Execution Discipline and the importance of a regular coaching and review cadence. Inevitably, during the discussion, one manager
I’ve been writing a lot about our Sales Execution Framework and a “Back To Basics” approach to sales management and selling. These articles have generated
Recently, I was speaking to a number of sales execs. We were talking about how to improve the performance of their teams. One manager in
Deliver significant revenue growth with practical tools and insights just for CSOs and sales leaders
Too often, our sales coaching, if we do it, really misses the mark. We tend to look at things the same way, coaching our people
Valuable Takeaways from CSO Insights – Sales Performance Report About this webinar Hear Seleste Lunsford, Chief Research Officer at CSO Insights, discuss the findings from
Too often, as executives look to improve sales performance, they look to doing something new or different. It may be adopting a new methodology, new
The Sales Development Conference brings together VPs, Directors and Managers of Sales Development, along with SDRs, Marketers, C-Level Execs, Owners and VC’s for a day
It may be that time of year. or maybe I’m just more aware of it, but it seems that too many sales managers are focused