B2B Sales Cycle Insight
Another great blog post from the TAS Group, the difference in quality vs. quantity really plays out in the winning sales conversion ratios: http://sales20network.com/blog/?p=10
Sales Ramp & Velocity
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?
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 saying that a simple-minded gardener (Chance Gardner) is thrust in to the outside…
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The Context Behind the Data
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 spreadsheets and reports. Percentages, conversion ratios and growth…
DetailsLets all cough together: our prescription for sales and marketing alignment.
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 media into the mix. The esteemed CSO Insights and…
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