Young enterprise technology companies struggle with selling to big and small accounts at the same time. Refining sales compensation and sales incentives will help this tremendously.
Having trouble closing deals? Before you blame your lead qual team for something out of its control let’s take a look at these key factors.
Last week, OpenView hosted a Lead Qualification Management Workshop, featuring insightful presenters and an engaging dialogue on lead qualification’s biggest challenges and opportunities.
Sales compensation models at expansion-stage companies face three distinct challenges that can adversely affect its short term revenue and long term growth.
Here are three concepts that are key to helping the outbound prospecting manager drive performance from the outbound prospecting team.
Your all-star lead qualification rep has been in her role for coming on a year now, and she’s starting to get the inevitable “itch.” What do you do to make sure you don’t lose her?
Many users in B2B sales environments struggle with the concept of distinguishing leads and contacts in salesforce.com.
In my previous post on Using Leads and Contacts in Salesforce.com I gave a somewhat simplistic explanation of the distinction between leads vs. contacts in salesforce.com. When deciding between junk leads and qualified prospects the decision is pretty easy because it’s black and white. Unfortunately, the world is almost never truly black and white, and some…
Outbound prospecting managers need to focus on three critical goals to keep their reps motivated and productive.
The role of salesforce.com admin comes with many different challenges and requires individuals to keep these three key things in mind.