Everything, Including the Kitchen Sink In today’s computer-enabled workforce, information technology has become as integral to a world-class sales effort as are great products and superior salespeople. Customer relationship management, sales force automation, Internet sites, communication platforms, and other applications are now the mission-critical infrastructure that links buyers to sellers...Read more
To understand the key changes and new trends in line-of-business sales, I’ve had plenty of interesting discussions with sales managers at different levels in the past year. It’s clear from these conversations that revenue, profit, and reliable forecasts are still the top KPIs for measuring the success of sales executives....Read more
Matrix Partners' David Skok recently presented at Boston's Lean Startup Circle on "Building a Sales and Marketing Machine." His insights, captured in this blog post and this SlideShare presentation deck, focus on customer acquisition, and utilize mostly B2C web-based business examples. But the larger insights apply to B2B sales organizations...Read more
[This is the first in a series called Voice of the Manager, featuring guest posts from member practitioners. This post is authored by Nicholas Kontopoulos, Director Global Marketing at SAP. -ed.] I am passionate about fusing innovative business processes with technology. I have to be: that’s the only way the...Read more

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