by Jill Harrington | May 26, 2017 | Sales
Evan is new to the company, a firm that provides software, hardware, and managed technology services to businesses of all sizes. He entered the company from a different industry with no customer base or contacts within this business. He does, however, have a sales... 
by Janice Mars | May 19, 2017 | Sales
Only 57% of sales reps make quota on average, according to Miller Heiman Group’s CSO Insights 2016 Sales Performance Optimization Study. And that number isn’t expected to improve much this year as the most recent Sales Manager Enablement Report shows. There are tons... 
by Lisa D. Magnuson | May 12, 2017 | Sales
Many sellers don’t recognize the precious few windows of opportunity to access the C-Suite. When it comes to your TOP Line Accounts™ (i.e. largest prospect or most important customers worth at least 5x your average customer or deal size), these open windows can be... 
by Kendra Lee | May 5, 2017 | Sales
“I am getting a little worried. I’m not getting any results from my lead generation activities. I’ve done a ton of activities, but all to no avail. No bites, no sales conversations … nada,” a sales rep lamented to me this week. “I’ve changed my target... 
