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    ceo advice

    How to make sales investments add up to more

    Dear Company Leader,

    I see you. You’re frustrated by your sales organization. By its lack of growth. The missed forecasts. Failing to meet targets.

    Your sales leaders send people to training, and nothing gets better. They invest in new tools, but the problems remain. You pour tons of investment into strategic consulting and big, fancy new initiatives, only to have them peter out and yield nothing or less than nothing.

    by George Brontén

    You need to know how Salesforce is stealing your budget

    For almost 20 years, one CRM platform has been in use by more sales organizations than any other. You know the one.

    by George Brontén • Editor's Pick

    Sales framework: a leadership investment for growth

    Over the years of developing and executing roughly one hundred different sales and business development organizations, I’ve noticed definite success and failure patterns.

    by Paul Fuller

    How to handle the many-headed hydra of sales technology

    In ancient days, there was a great sea serpent with sharp teeth, poisonous breath, and many heads. It was called the hydra, and it terrorized all who came near.

    by George Brontén • Editor's Pick

    Sales And Sales Management Is Broken


    I have to admit being consumed with CSO Insights latest Sales Performance Report. If you haven’t had the opportunity to read it, make sure you take the time to download and study it. It’s filled with fascinating analysis, each chart presents huge opportunities for performance improvement.

    by Dave Brock

    CEO: Here are 4 things your sales director is hiding from you

    I had an interesting conversation with the founder of a sales technology company recently. Their technology was designed to provide greater transparency into the inner workings of sales departments, sales managers, and individual salespeople, in order to equip sales directors to provide better leadership for more effective sales execution.

    by George Brontén
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