The most popular B2B sales articles read by our CSO subscribers in the last 30 days.

The CRO’s Role in Merging Two Sales Organizations

JD Miller, Chief Revenue Officer for Motus, demonstrates how to integrate two selling organizations during a post-acquisition integration…

 

Increase the Impact of Customer Success by Mapping the Customer Journey

Bernie Kassar, Chief Customer Officer for Xactly Corp, delves into his advanced best practices for Customer Success…

 

Do You Have a Productive Prospecting Process, or Do You Rely on the Efforts of Your ‘A’ Player and Wishful Thinking for the Others?

Prospecting…that ugly word that no sales rep wants to hear. Implementing an end to end prospecting process for your team can turn this activity from the most feared to the most rewarding…

 

Mid-Tenure Blues (And How to Turn Around a Slow Start)

A CSO/CRO is hired to make dramatic changes. The role is not to hold steady to a well-oiled machine.  If you are accountable for making the company revenue number and find yourself with “mid-tenure blues” this post is for you…

 

Transform Your Tactical Sales Operations Group into a Strategic Revenue Operations Function

By understanding the sales force issues and announcing your intentions to serve them differently, you will be taking the first steps to transform the group from tactical to strategic…

 

 

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ABOUT THE AUTHOR

Josh Horstmann

Brings a deep level of experience and insight in helping organizations develop and execute their corporate, sales and marketing strategies.

Josh specializes in helping clients solve demanding sales and marketing challenges through aligning functional strategies within an organization. He has worked with clients in manufacturing, ecommerce, software, financial services and technology sectors.

 

Recently he helped transform an international services company ‘go to market’ strategy, which included assessing talent, re-organizing the sales force, increasing team productivity, reducing the cost of sale and aligning the marketing and sales strategies.

 

Josh continues to provide thought leadership to his clients advising them on how to build inside sales teams, develop compensation programs, share best practices on social selling, transform sales organizations, drive demand generation programs and acquire and cultivate talent. Along with this he helps organizations align functional strategies.

 

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