Large, strategic accounts do not come easy. You need to be willing to make a significant investment and take a different approach. It doesn’t have to be complicated. But if you want the sales salespeople charged with winning large accounts to succeed, you have to understand that they will need…
Today’s B2B buyers expect personalized service and flexible sales processes to help accommodate them. But funnel dynamics keep shifting and processes need to shift with them. For this reason, many are starting to think less about the sales process and more about the sales stack. That is, the technology stack that helps sales teams adapt their processes to drive results. If you answer “no” to...
This is the story of a superstar salesman we’ll call Jon. In his first year on the job, Jon hit the top 10% in his territory. In the second, he made the top 5% of his region. Then his company put together a superstar team and made Jon the sales manager. Within a year, the company lost more than half the star reps they’d assigned to this team. Here’s why…