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

Leveraging Enterprise Sales Expertise to Accelerate out of the Start-Up Phase

Ryan Mang, CRO of Axial, demonstrates how an enterprise sales leader brings the best of the enterprise to a fast-growing tech company…

 

The Account Manager Position is an Endangered Species

Customer Success Professionals are taking a bigger role each year. What does this mean for the Account Management profession? Which one(s) do you need as part of your Go To Market strategy for 2019?

 

How to Avoid the Failures of Quota Setting

Sales leaders need to give the sales team the best chance for success.  Increase the odds by setting quotas correctly…

 

The 5 Reasons Why You Must Review Your Quota Setting Process as Part of Your Annual Planning

It’s that time of year. The annual planning process is gearing up. Executives and Sales leaders are looking at revenue plans, go to market strategies, budgets, and new product offerings. But why do many fail to review and update their quotas from the previous year?

 

Performing a Customer Success Capabilities Assessment Is the Key to Cross-Sell/Up-Sell Next Year

Assess the 5 questions in this article to discover if you may have an opportunity to improve your Customer Success capability, and yes, your selling capability…

 

 

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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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