Sales and marketing

In today's challenging sales environment, good sales discipline can help fill your sales funnel with opportunities you can win.

Automation won't help your sales org overcome volume or velocity challenges if they're asking the wrong questions. David Brock explains.

What AI functions can replace the sales rep, and what functions should reps continue to perform, influence or oversee?

A successful sales compensation plan involves the compensation charter, plan design, target setting, deployment, management & governance, Forrester Research asserts.

Channel management and sales teams often develop great sales plans. But failure to coordinate those plans often leads to revenue challenges.

Hint: In the technology market, your sales team is still the most important differentiator in the customer buying experience. Partners in Excellence's David Brock explains why.

Kendra Lee says Q4 is the perfect time to pinpoint a handful of actionable goals and create a plan for achieving key sales targets.

Understanding customers' needs and business objectives, not your own need to sell a product, can help salespeople create value.