This article was written by Joe Galvin, Chief Research Officer at Vistage, a Salesforce partner.
Like a heart attack, a cyberattack can strike at any moment — and cause almost instantaneous damage to your company’s productivity, credibility, financial security, and more. Beyond the trouble, this...
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Artificial Intelligence (AI) isn’t just for large enterprises. Small and medium-sized businesses (SMBs) can leverage the power of AI through the latest technologies, too. In fact, SMBs everywhere are already on board the AI train — sometimes without even realizing it.
AI powers many applications...
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What drives sales performance and productivity? There are many voices trying to answer that question. At CSO Insights, now integrated with MHI Global, we have spent the last 20 years studying the evolution of sales and researching the differences between world-class sales performance and all the...
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Constant change, uncontrollable variables, and competitors on the prowl for new ways of eating your lunch: welcome to the world of sales. No, it isn’t a jungle out there, but it is a complex, fast-paced field of play.
Each company’s specific market position, competitive threats, capabilities and...
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Among other activities at Dreamforce '14, I joined a panel discussion, led by Salesforce Chief Adoption Officer Polly Sumner, on the subject of sales leadership and best practices for sales organizations. Some highlights from that dialogue are captured on video on Salesforce TV.
When we think...
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We all know that buyer behavior has changed, and we’ve all participated in many, many discussions about the implications of this behavior change for B2B sales organizations. Technology presented buyers with an unprecedented opportunity to bypass traditional mechanisms for acquiring the knowledge...
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For a sales organization, continuous improvement is everyone’s job, every day. Sales leaders rely on benchmarking to identify areas or functions that need to be improved and to measure the improvement that is achieved.
Benchmarking sets the bar—it establishes the foundational metrics that quantify...
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It’s a long way to the top in any competitive field, and the sales profession is no exception. Salespeople and organizations are tested every day, challenged to achieve and sustain a competitive advantage in front of customers. A relentless quest to improve and constantly get to the next level is...
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Sales leaders have two avenues to increase performance: Adding individual headcount and improving organizational productivity. Adding headcount simply puts more quota-bearing “feet on the street” to sell the way you currently sell. Improving productivity, on the other hand, is about enabling the...
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![Improve Sales Performance by Focusing on Productivity [Webinar]](http://www.salesforce.com/content/dam/blogs/legacy/2014/09/6a00e54ee3905b883301a73e0f9e08970.jpg)
