Are You Ready for 2010?
The budget process is pretty much done, you have worked with marketing to develop the go-to-market plan, sales roles have been identified and the right ta... Read story
Patrick Stakenas
Following the Sales Playbook
While many companies adopt specific sales processes, they are often using criteria that are either too complicated or sometimes too simplistic, and often ... Read story
Sales: Gaining Market Share
In the ever changing landscape of business sales the competition is tougher than ever. Companies who want market share typically look outside their own w... Read story
How to Stay Relevant in Sales
Sales management as we know it has changed. The current economic situation has sales people and sales management doing extraordinary things in these chall... Read story
Driving More Revenue: It's Never in the Budget
You need more sales -- more revenue to be exact -- but there is "no budget" to spend on marketing. Sound familiar? Maybe, just maybe, more marketi... Read story
The Benefits of Sales Coaching
Forward-looking organizations like Lenovo, Corning, Innovex, Motorola are known for being leaders in adopting effective sales processes and technology. Ma... Read story
Can Sales Technology Help Your Bottom Line?
More companies today are leveraging technology in the area of coaching, sales management, and sales operations to drive not only selling efficiencies, but... Read story
Smoke and Mirrors Sales Figures
More often than not, when it comes to companies meeting their sales figures, there is a disconnect between what the CEO expects and what the vice presiden... Read story
Increase Sales by Focusing Less on Quota
Sales managers seemingly never take their eye off where they stand against quota. But what if I was to tell you that maybe it's time to forget about quota... Read story
Prepare Your Sales Hires Faster
Optimizing sales performance should be your most important concern. The 2007 CSO Insights report cites that to achieve sales performance optimization, one... Read story
Sales Management Coaching Will Net You Big Results
With the baseball season in full swing, it was no surprise to me that an article came across my desk on baseball coaching, and managing the strengths and ... Read story
