A New Way to Get Sales and Marketing Aligned

With all this talk about sales and marketing alignment, I figured the best way to get sales and marketing aligned is to morph a sales guy into a marketing guy and visa versa.  That way they’ll both understand what life is like as a member of the other team.
So Brian and I tried it out, [...]

Podcast: Brian Carroll on Lead Generation

We’ve just published my interview with Brian Carroll for my sales thought-leader podcast series. 
Wait!  Brian Carroll is a sales thought-leader? 
Absolutely. 
All of us in sales face a significant and ongoing challenge.  I’ve written about it again and again.  It’s the lack of mutual understanding, alignment, and ability to effectively and jointly execute among many sales and [...]

The Future of Sales Effectiveness

This Wednesday (July 9) I’ll be presenting a webinar about how sales (in general) is not presently getting the job done and what needs to be done about it going into the future.   I’ll share relevant research and strong recommendations based upon what we’ve learned through ESR’s research and direct work with our clients. (The webinar is hosted by The [...]

How Long Will It Take?

Quite often I get questions about how long it will take to complete various sales performance improvement interventions.  (It’s the business equivalent of, “Are we there yet?”)
I’ll answer some of those questions one by one before I philosophize:
Q: How long it does it take to get a sales team performing at quota (and remaining there…)?