The challenge for B2B Software Solution providers is that the growth rate of on- premise software is somewhere between single digits and negative while the growth rate for SaaS Solutions…

Are you going to market with an enterprise app that promises to improve revenue, reduce cost or improve control? Often, these products propose to accomplish success by changing the way…

According to a number of research reports, the number one reason deals do not close is a sales rep’s inability to present value effectively. As Geoffrey Moore pointed out years…

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…

Developing a Pipeline Requirements Model Sales Productivity is a critical measure of the viability of your sales force. One of the important ways to improve Sales Productivity is to provide…

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…

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…

We see the sales structure at many companies in the Cloud Application space growing the % of Inside Sales reps much faster than field reps.. Read how sales team structure…

I recently read and agreed with several comments on LinkedIn that you should not cap a sales rep’s variable earnings. As companies grow and Finance gains power, this tends to…

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…

This very good article by Jason Jordan on the range of elements that are included in the term :Sales Enablement”. Among the sometimes-vague sales terms that get tossed around, sales…

I really liked this post from Carew International on the generational differences and the impact on sales. It provides some interesting insight for sales leaders. The detailed Generational Differences Chart, provided…

When you offer a discount to get the order in the current period, the result is that the order closes when the buyer completes the purchase process (often after the…