Latest articles from Brian Sommer
No need to feel guilty about gaming your employer's sales compensation plan. A new book by Xactly's CEO argues that this is what sales professionals are supposed to do. One clue: Spreadsheets aren't probably going to cut it anymore.
Here's a look at the big stories that somehow didn't get much coverage or got overlooked altogether. Some of these bits, by themselves, weren't big stories; but when lots of vendors do the same thing, a trend emerges.
Businesses and Consumers both rely heavily on the information they find on the Internet. They get smart about their problems, potential solutions, possible vendors to contract with, etc. In fact, they may not contact your firm until well into the sales cycle. But, those firms who put few knowledge 'assets' on the internet may be seriously limiting their sales. Read on to see some smarter approaches emerging today.