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Sales Development (2)

New Research from SiriusDecisions is Bad News for Sales Teams - Here’s What to Do About it

A new research report from SiriusDecisions presents a pretty damning view on the state of sales today. The 2018 Global Chief Sales Officer Study surveyed the heads of sales from 250 companies covering a broad array of business, from small business through large multinational businesses. Here are some of the key findings: Fewer than 50% of sales reps are hitting quota At 70% of companies, fewer than 70% of sales reps are hitting quota Marketing is contributing less than (a paltry) 25% to revenue...

Lead Activation Syndrome (LAS): The Ailment that is Costing You Millions $$$

Last week, I was going through some older files when I came across a standard presentation deck...

Conversations Don’t Happen by Accident: The 6 Strategies to Creating a Strong Chat Experience

Yesterday, Drift announced the latest enhancement to their conversational marketing platform,...

Why I Don’t Give My Head of Sales A Revenue/Sales Quota

Make the number! It’s probably the three words that dominate the thinking of salespeople and...

5 Steps to Design Your Pipeline to Shorten the Sales Cycle and Align Sales & Marketing

If any of these objectives are a high priority for you, read this post (if not, feel free to skip...

Is the Sales Development Process Still a Strong Strategy for Sales Growth?

Over the last decade, the hottest trend for fast-growth sales organizations is the birth and...

What Aviation Can Teach Any Growth Executive About Acquiring Customers

Growing revenue is difficult, complex work. Fraught with uncertainties, lack of information and...

To Build an Effective Playbook You Must Know What Game You're Playing

I admit that I spend far too much time on social media, especially Twitter and LinkedIn. I can’t...

HubSpot Sales Pro Sales Enablement Tool Review

Over the last three years, HubSpot has continued their commitment to the sales stack, while...

7 Reasons Hiring Salespeople is the Wrong First Step for Faster Growth

I see it time and time again. A company, seeking to accelerate revenue growth and customer...