Why CEOs Are Standing Up a Revenue Operations Function
During the economic downturn, CEOs are looking for ways to drive GTM efficiencies without hampering growth. Market Leaders are executing this by trans…
Tag: Sales Leadership
Soledad O’Brien: Give People a Chance to Lead in a Crisis
In times of unprecedented crisis, like the one we are living in, there are opportunities for true leaders to rise to the occasion.
Less Traditional Ways to Describe Sales Operations Activities
If you were to ask many sales operations leaders to describe their team’s activities, you will undoubtedly hear about efforts spanning: Sales techno…
Stop dictating everything sellers do
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 …
Process Is The Foundation For Agility/Nimbleness
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…
What About The Forecast?
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…
Disciplined Execution, The Secret To Success!
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…
“They Aren’t Using CRM!!!”
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 Don’t Have Time To Coach/Do Reviews!”
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…
It Is ALWAYS About Execution
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…
“I’m Drowning In Reviews!”
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…
Gartner CSO & Sales Leader Conference
Deliver significant revenue growth with practical tools and insights just for CSOs and sales leaders
Sales Coaching, One Size Never Fits All!
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…
BrightTALK webinar
Valuable Takeaways from CSO Insights – Sales Performance Report About this webinar Hear Seleste Lunsford, Chief Research Officer at CSO Insights, discuss the findings from…
Improving Sales Performance Without Changing “How You Sell”
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
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…
Sales Managers are Killing the Sales Organization!
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…