April 28, 2020 –
The modern engineering organization is tooled, skilled, and increasingly experienced in delivering products using Agile methodology. This hard-won transformation required fundamental shifts in the processes by which product is designed, developed, and maintained. Yet the business impact of all this...MORE >
May 13, 2012 –
The way to perform proper quota setting is by following our Methodology.
Without further ado here are the answers to the great questions that were submitted during our webinar.
How do you set quotas when you are launching brand new products and don’t...MORE >
April 11, 2012 –
Executing a world-class Lead Generation program is the most effective method to drive new logo acquisition. Interestingly enough, firsthand experience in launching Lead Development teams has shown that existing customers make up a sizable portion of qualified leads turned over...MORE >
December 21, 2011 –
What we find is remarkable:
The inconsistencies from Sales Manager to Sales Managers in a single sales force negatively affected productivity in 2011. There is up to a 400% difference in sales rep productivity from the worst to the best sales...MORE >
October 21, 2011 –
Change is hard. That’s why the diet industry earns $40 billion in revenue annually, gym memberships spike every New Year, and celebrities consistently check back into rehab. If it’s this hard to make personal changes, imagine the difficulty of successfully engaging...MORE >
September 1, 2011 –
As mentioned previously, key account team structure has literally hundreds of variations in support of the key account (mapped to the customer buying process). Fundamentally the key account teams include multiple levels of sales resources. Specifically, a senior executive responsible...MORE >
August 29, 2011 –
Below is a list of questions to ask when evaluating your Go to Market Strategy.
Is my sales force optimally configured to grow revenues?
How do we become more efficient without jeopardizing our revenue stream?
How many times did you answer ‘No’? Take each...MORE >
August 16, 2011 –
Inside sales jobs across the US will grow from 800,000 to 2 million positions between 2009 and 2013 (or 300% growth), according to a 2009 MIT and SKKU study. According to Vorsight, 9 out of 10 sales jobs filled during a...MORE >
August 3, 2011 –
Why is Inside Sales Growing Rapidly?
When determining the optimal sales force structure to deploy, the overriding question is how to balance efficiency and effectiveness. Inside Sales is more efficient than outside sales, but is typically less effective. The key is finding applications where Inside...MORE >
July 21, 2011 –
A common mistake many organizations make is to move current resources into new markets or overhauled roles without a well-defined implementation strategy. If you position resources where potential exist, results will come. Or will they? This strategy may yield results,...MORE >
May 11, 2011 –
Q: Can you tell us a little bit about what brought you to Data Domain?
A: I had been looking for the right opportunity to run sales for a startup. Frank Slootman, the CEO, and I knew each other from...MORE >
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