Righton

Increase Sales Productivity: Article

This post was originally published on this siteLooking to increase sales productivity this year? According to a CSO Insights Sales Compensation and Performance Management study, only 54.6 percent of sales professionals produce enough revenue to meet quota….

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Are you Marketing to the Right Customers?

This post was originally published on this site We’re friends of a company that markets software into a tightly defined market of retailers. Last year they invested heavily in an inbound marketing strategy. It was designed to “soften the beaches” for the sales team, generate sales-ready leads. But they wondered if they were marketing to the right customers. The marketing …

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The Failure of Telephone Prospecting

This post was originally published on this site Today, on my way to a lunch meeting, I received a phone call on my mobile phone.  I didn’t recognize the phone number, but it was similar to a number of one of our customers who connected with me earlier in the day.  So, I picked up the call. It was a …

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