In my last blog, I discussed the sales practices that differentiated sales organizations who excel at new account capture, versus those with mediocre or even poor results. As the almost 900 sales leaders in our survey shared, capturing new accounts requires intense focus on (a)...

Despite the fact the full year revenue plan attainment is strong across the organizations in our research community, a new year has started and odds are good that many of you are already in the painful situation of already being behind on quota. It’s the...