The Science of Sales

  • [ 2 -3 min read ] Without A Clear And Adaptive Sales Strategy, Customer Acquisition Efforts Fail We have heard paraphrased versions of this again and again. Despite this, sales leaders frequently find themselves managing
  • [ 2-3 min read ] According to research by McKinsey & Company, there are three scenarios of COVID-19 affecting the world economy. Unpleasant as it is, let’s look at scenario #3 since they label it
  •   Shifts in Consumer Behavior And Technology Four years ago, Andy Hoar writing for Forrester Research, famously postulated that a million B2B sales representatives would be displaced by 2020. Andy asserted that the combination of
  •   Several years ago, in my last position as a major account executive, my brand new first-line sales manager asked me to sit down with him so he could give me my new quota for
  • Firms can earn big returns by effectively measuring each step in the sales and marketing process Do you hear your Sales leaders complain to Marketing that their teams are not getting enough high-quality leads?  Are
  • Cien’s Co-founder and CEO Rob Käll recently joined global sales expert Andy Paul on the Accelerate Your Sales podcast. “Accelerate Your Sales” includes in-depth conversations with 700+ of the leading sales and marketing practitioners from
  • Whether you’re a numbers person or not, here are 21 stats that every technology sales leader should know.   Sales Quotas & Win Rates 1. Only 60% of companies say that quotas are set as
  • Why do we accept 60% quota attainment? It seems every day I see another news story read or an article discussing the fact that somewhere between 40% and 50% of B2B sales reps in the
  • The Board’s Role in Sales Oversight
    Think back to the last board meeting you attended that addressed sales. The directors likely looked at the sales numbers, compared them to plan, and probably noticed some room for improvement.   But for board