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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...

On the Wisdom (or not) of Sales Commission Caps

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 happen. That is one of the key reasons that your stars leave. That said, there is one type of...

SaaS Field Sales to Inside Sales Migration Trend

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 is evolving from a survey done by Velocify.com and published in an article by Steve Martin in the...