The Sales Enablement Revolution and its Impact on B2B companies

The Sales Enablement Revolution and its Impact on B2B companies

The sales enablement revolution There is an important revolution underway when it comes to the practice of selling in the business to business (B2B) environment. B2B sales opportunities are generally be qualified as ‘complex’ – meaning that the sales person will have...
The Power of Effective Sales Metrics and Sales Management

The Power of Effective Sales Metrics and Sales Management

Sales people and the sales function, like other functions, are managed by metrics, and companies spend a lot of effort to design dashboards to help their organization understand how they are performing relative to their goals. From our research among companies we...