Business growth often reveals decisions that no longer fit the company you now have. At the time, those decisions usually made sense. You added a service to meet demand. Maybe accepted a customer segment because it generated revenue. Or you created an exception to win important work....
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If your business only moves forward when you or your senior leaders step in to intervene, you have a management system problem rather than a people problem. That may sound blunt. It’s meant to. Because many leadership teams misdiagnose inconsistent sales performance as an issue of talent,...
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If you want to recruit the best of the best and then keep them, your job as a business leader is to provide the incentives to stay. Recruiting, hiring, and retaining top sales talent requires a competitive sales compensation plan. If you missed it, check out this...
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If you’ve ever thought about sales, then the idea of a Rainmaker has surely crossed your mind. Sure, rainmakers are the rock stars of sales—they get results. They flourish in business development and can close deals at an astonishing rate, but is a rainmaker really what your business needs?
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When you’re thinking about how to balance sales and marketing teams, you want them to act as yin and yang. In other words, two separate disciplines that complement each other, are interconnected, and give rise to each other. While this certainly sounds nice, it will come as...
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RevOps – or revenue operations – has become more prominent recently and a bit of a buzzword. Gartner predicts 75% of highest-growth companies will deploy a RevOps model by 2025. And Forrester reports that “centralized RevOps has gone up from 15%-40% between 2019-2021.” However, “highest growth” implies...
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