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What is the Right Sales Methodology?

We are often asked: “What is the best methodology for our company?” This is the wrong question. Any methodology, when consistently applied, can yield significant Sales Productivity benefits. The better question is:”How do we make our Sales Process useful to the reps...

Designing Your Sales Process

At Growth Process Group, we focus on complex sales scenarios involving large transactions with medium to large companies. A common definition for forecast accuracy is the percentage of the bookings dollars that were closed in the quarter as compared to the forecast at...

How Sales Complexity impacts your Startup’s Viability

By David Skok, General Partner, Matrix Partners There is no question that success for the entrepreneur starts with a breakthrough (or at the very least great) product or service. Yet too often, entrepreneurs fall into the “field of dreams” mentality (in the words of...

Debunking three myths about software as a service (SaaS)

By Marc Dietz, director of IBM SaaS strategy & marketing Software-as-a-Service (SaaS) is not a new delivery model. The SaaS market has enjoyed rapid growth over the past few years and shows no signs of slowing. In fact the SaaS market is estimated to grow at a...