According to CallidusCloud’s 2015 Sales and Marketing Sentiment Study, only about 15 percent of sales pros and marketers say their operations are fully aligned. IDC said sales and marketing misalignment costs the average $100 million
Many sales managers live in a state of willful ignorance about territory management – or, rather, they live in a state of over-inflated confidence in their ability to allocate territories to their sales reps in
As a journalist, I learned to be wary of unattributed numbers, especially when they were offered to me by vendors. Too often, they recalled the old gag “Did you know that 87 percent of statistics
A new fiscal year means the chance for a fresh start. It’s time to take a look at what worked last year, and what didn’t. It’s time to set goals. Put new processes in place.
Over the next couple of weeks we’re running a series on how the lead to money process brings about more deals, for more money, in record time. In this first post, we’ll discuss how an