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

Forging the Path for Customer Operations

VP of Customer Ops for RentPath discusses the emerging role of customer operations.

 

 

Should the VP of Customer Success Report to the VP of Sales?

The #1 decision most organizations continue to struggle with is, where does Customer Success fit and who should the function report to? Read on to better understand how to make this decision.

 

Leading Indicators of Sales Performance You Can’t Afford Not to Track

Not all performance metrics are created equal. As a Sales Leader, Seller-fill rates, Compensation Cost of Sales, and Cohort-based Sales Rep Productivity should be your most-trusted indicators of performance.

 

How To Survive The Great January Sales Talent Exodus

Every Year-End, top sales reps are thinking, “Should I stay here another year”? Despite your best efforts, you will lose a few. Maybe even a few ‘A’ players. So, this year, prepare for it.

 

 

 

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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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