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

Is Poor Execution Endangering Your Sales Strategy?

Sales leaders start the year on an emotional high from their SKO, confident in their strategic plan. But conditions quickly change. Unexpected challenges arise. And those whose only response is “stick to the plan” risk missing their number. SBI’s latest research examines how top-performing sales leaders use adaptive execution to thrive under any circumstance…


8 Disciplines of Sales Execution

Do you ever wonder how some companies beat their number year after year? Anybody can hit their growth number once. Delivering sustainable revenue growth, at scale, requires disciplined sales execution…



Prevent Your Desk From Becoming The Discount Approval Board

Has your Revenue Desk become the “Discount Approval Board”? In this article, we dive into best practices to ensure your Revenue Desk achieves its primary goals: growing revenue and increasing close rates.



Are You Growing Your Channel Partners Through Symbiotic Relationships?


In today’s environment your competitors will always be trying to reach your customers. Very few (if any) companies have the scale to reach all customers & prospects with their direct sales teams (nor should they). Many end customers even prefer to buy through a trusted channel partner vs purchasing directly. Indirect channel partners fill this gap, enabling you to effectively & efficiently reach previously inaccessible segments of your market…




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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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