Below is a list of Sales and Marketing Best Practices Documents available for download. Please register first, and you will receive a confirmation email that will provide you with a link to our library where you can download as many documents as you like.
A 90-Day Sales Turn-around Case Study
How we helped a Client turn around from consistently missing its revenue targets to consistently making them within 90 days.
Exceptional Sales Candidates Know their Sales Numbers
If you want to hire Inside Sales people, there is a sure fire way to separate the so-so candidates from the exceptional ones. Exceptional candidates know their numbers.
This paper discusses the most important numbers that each sales candidate you hire must know.
Bust the Morale Busters and Increase Sales Productivity
If you are missing your revenue targets, check to see if one ore more of the Five Common Morale Busters are busting your Sales Team. Morale is a gating factor to productivity, especially in Sales. If you want to garner improvements in your sales organization, turn your attention to the morale of your Sales team.
Is Your Lead Qualification Process Mapped to your CRM?
If you aren’t reviewing your CRM configuration at least twice a year, it is likely to be outdated for your current needs—not to mention future ones. Just as importantly, if you haven’t automated as much of your sales and marketing processes as you can using you’re your CRM, then you are missing great opportunity to accelerate your Revenue Realization Cycle and are actually unnecessarily slowing down revenue recognition.
The Nine Common Mistakes that Software Companies Make
A recurring challenge that many companies face is missed revenue objectives, too often and by too wide a gap than they can explain.
Having worked with over a hundred companies during the past two decades, we believe we understand what is happening. This paper discusses how to address this critical business challenge.