Monthly Archives: August 2010

Executives looking to win more business + speed up sales face a sea of choices. Every option’s offered as the right drug for curing the disease of declining sales productivity. Modify the structure of the sales organization with a shift … Continue reading

Posted in Change management, Metrics, Process, Productivity | Tagged , , , | 3 Comments

A recent study from McKinsey on the basics of B2B sales success notes that “B2B customers say they care most about product + price, but what they really want is a great sales experience.” Hmmm … Are buyers getting valuable … Continue reading

Posted in Metrics, Process, Productivity | Tagged , , | 9 Comments