What we do in sales operations is based on structure and organization – it’s about defining standards that are needed across process, technology and go-to-market planning. We identify repeatable processes to improve sales efficiencies and productivity so that organizations can continue to grow. But as...

How do you engage, equip and empower your sales force when it comes to prospecting? To be precise, how do you prepare, and what do you provide for your SDRs and BDRs?According to my email inbox, we’re not making any progress when it comes to...

Sales data is the source for insights that help sales organizations make better decisions to achieve better results. Yet less than one-third (30%) of participants in our 2019 World-Class Sales Practices Study agreed they have a clear strategy for leveraging data as an asset for...

When you think about your annual sales planning process, where does sales tech come into play? It’s most likely toward the tail end of the process, when you have your CRM admin update CRM with the new fiscal year territory and account assignments. Or it...

Looking at sales enablement through the lens of the customer to drive customer engagement is crucial to success. I discussed in recent blogs why it’s important to align your enablement services to the customer’s path and why the foundational process alignment is a prerequisite to...

Your sales coverage model is a key component of your sales organization’s annual planning process – a process you may just be starting, are already in the midst of or recently rolled out. In our 2019 World-Class Sales Practices Study, only 37% of survey participants...