Digital sales market insights

Viewed in BCG Global management consulting firm BCG has taken a close look at compensation models and trends for inside sales personnel and concluded it is time for companies to take a fresh look at them too. Reason: Several factors may be rendering current models antiquated. To assess them, BCG partnered with the American Association… More

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Why SMB Reps Struggle in the Enterprise. And Vice-Versa.

Viewed in SaaStr Not all sales functions are the born the same. Product, Cost of Product and Sales Cycle Time In fact, as most sales professionals will attest, it is really a gross oversimplification to label anything a “sales job” since there are such a broad number of sales categories that exist between the type… More

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9 Reasons Good Sales People Fail

Viewed in SaaStr “Strong salespeople fail all the time in new roles,” business to business community SaaStr reports in this article. That is a fairly documentable fact. Less known is the bigger question: Why do they fail? Fit between industries, sizes and methodologies The answer is that there is great sensitivity of fit between industries,… More

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The 21 excuses for not closing a deal

Viewed in SaaStr Sales is hard SaaStr founder James Lemkin writes, and of course he is right. Even the most seasoned and competent sales executives and professionals often encounter many forces in the larger business environment, or even in their own company’s respective disadvantages, against competitors. Ultimately, for instance, a sales professional who closes all… More

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