Read more about the article The New Rules of B2B Sales Leadership

The New Rules of B2B Sales Leadership

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Episode #308: Mark Crompton, Outsourced CRO and Fractional VP of Sales and Consultant at Sales Xceleration, explains why many growing companies invest heavily in operations while underinvesting in the very function responsible for generating revenue. He shares how leadership, accountability, documented processes, and modern sales tools create sustainable growth. The conversation also explores how customer expectations have changed and why continuous communication has become a competitive advantage.

Continue ReadingThe New Rules of B2B Sales Leadership
Read more about the article The New Rules of B2B Sales Leadership

The New Rules of B2B Sales Leadership

Episode #308: Mark Crompton, Outsourced CRO and Fractional VP of Sales and Consultant at Sales Xceleration, explains why many growing companies invest heavily in operations while underinvesting in the very function responsible for generating revenue. He shares how leadership, accountability, documented processes, and modern sales tools create sustainable growth. The conversation also explores how customer expectations have changed and why continuous communication has become a competitive advantage.

Continue ReadingThe New Rules of B2B Sales Leadership
Read more about the article Replacing Sales Quotas With KPI-Driven Collaboration

Replacing Sales Quotas With KPI-Driven Collaboration

Episode #265: Tetiana Gorbunova, Chief Sales Officer at Jooble, explains why quota-driven bonuses can sabotage ABM by pushing sellers to chase late-stage deals and pressure prospects. She shares how her team removed the bonus system and replaced it with KPIs, development plans, and structured performance reviews. She explains how this shift reduced desperate outreach, improved nurturing, and increased knowledge sharing across the team. She also describes why the result was stronger revenue, better team morale, and faster skill growth.

Continue ReadingReplacing Sales Quotas With KPI-Driven Collaboration
Read more about the article Replacing Sales Quotas With KPI-Driven Collaboration

Replacing Sales Quotas With KPI-Driven Collaboration

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Episode #265: Tetiana Gorbunova, Chief Sales Officer at Jooble, explains why quota-driven bonuses can sabotage ABM by pushing sellers to chase late-stage deals and pressure prospects. She shares how her team removed the bonus system and replaced it with KPIs, development plans, and structured performance reviews. She explains how this shift reduced desperate outreach, improved nurturing, and increased knowledge sharing across the team. She also describes why the result was stronger revenue, better team morale, and faster skill growth.

Continue ReadingReplacing Sales Quotas With KPI-Driven Collaboration
Read more about the article CMOs: What Is Conversion Rate Marketing?

CMOs: What Is Conversion Rate Marketing?

Kateryna Lee, an experienced fractional CMO, shares invaluable insights on conversion rate marketing. Unlike traditional lead generation methods, Kateryna emphasizes the importance of nurturing existing leads through the sales funnel to maximize potential. She highlights the untapped value within your pipeline and the strategic benefits of converting prospects at various stages.

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Read more about the article CROs: Understanding Buyer’s Dysfunction

CROs: Understanding Buyer’s Dysfunction

Mike Slater, CRO and Executive Board Member at Serrala, offers an in-depth analysis of buyer dysfunction and sales process management. He also provides a thorough examination of how sales professionals can effectively navigate the complexities of today’s buying environments, offering valuable insights and practical guidance.

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Read more about the article CROs: Understanding Buyer’s Dysfunction

CROs: Understanding Buyer’s Dysfunction

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Mike Slater, an experienced CRO and Executive Board Member, offers an in-depth analysis of buyer dysfunction and sales process management. He also provides a thorough examination of how sales professionals can effectively navigate the complexities of today’s buying environments, offering valuable insights and practical guidance.

Continue ReadingCROs: Understanding Buyer’s Dysfunction