Sales Ramp & Velocity

Mar 29, 2015 | link

Great blog post from the TAS Group on the vital factors associated with increasing your sales velocity (i.e., sales ramp): http://sales20network.com/blog/?p=962

Do You Know a ‘Chance Gardner’ Consultant?

Mar 29, 2015 | Sales

One of my favorite movies is “Being There” starring Peter Sellers. If you haven’t seen it, I highly suggest that you rent it, as the movie and cast won numerous awards for their performance and wonderful story. I’ll paraphrase the story by...

The Context Behind the Data

Mar 29, 2015 | Learning, Sales

Metrics are good. They can be valuable and you can glean insight from them. But my admonition to all is that you proceed with caution when it comes to using metrics and data to make business decisions. All too frequently, I see business leaders completely absorbed in...

Lets all cough together: our prescription for sales and marketing alignment.

Mar 29, 2015 | Best Practices, Sales

It seems that sales and marketing alignment, unlike a doctors exam, is something everybody wants to do.  It feels like we get an email a day from Marketo or Eloqua on alignment issues, ranking as a topic only slightly behind insights on how to integrate social...

Go To Market Strategy-Are You a Firewalker?

Mar 29, 2015 | Sales

Whether you are a startup going to market for the first time, or a F1000 company introducing a new product or service, figuring out the right go to market strategy is hard. That challenge is only exacerbated when you conduct all of your analysis and planning purely...