Sales and Marketing

We recently co-hosted a webinar – “Best Practices of Data-Driven Forecasts” – with CSO Insights. Zorian Rotenberg, a VP at InsightSquared, hosted the webinar along with Jim Dickie, a [...]

Measuring sales key performance indicators (KPIs) for your sales reps is critical for sales performance management and building a predictable, repeatable revenue generation process. Studying the [...]

“Coaches who can outline plays on a blackboard are a dime-a-dozen. The coaches who win are the ones who can motivate their players.” – Vince Lombardi  Sales coaching – as opposed to [...]

There are many challenges to forecasting accurately, but you can be more effective at accurate sales forecasting methods if you manage your “sales forecast killers” carefully. Consider these 10 [...]

You hear a lot about sales coaching these days. It’s thought to be the main skill of the modern sales manager, it’s the source of an endless stream of how-to articles, and it was even [...]

Sales managers depend greatly on the information provided by accurate  sales forecasting to guide their business decisions. In order to maximize sales and revenue while delegating resources and [...]

As a sales manager, a big component of your job is making sure that your team of sales reps are consistently putting forth their best effort and hitting their sales goals. Coaching and having [...]

Leadership seems like a simple concept, but it frequently perplexes us. Many of us confuse the concept of leadership with the role of management, while the two are completely distinct. [...]

The beginning of the month (BOM) sales pipeline review meeting is one of the most critical interactions between sales reps and sales managers: it helps sales teams identify the inaccurate and [...]

We came across an article by Bob Apollo citing Miller Heiman research suggesting that only 34% of all sales organizations believed their management team was “highly effective in helping the sales [...]