The Future of Sales: Sales Leadership and Analytics
A week ago, my friend and colleague, Joel Shapiro, Chief Analytics Officer at Varicent and a faculty member at the Kellogg School of Management,...
Martin Fleming •2 minute read
The Role Technology Plays in a Sales Organisations
Like every other business sector, over the last three decades sales have been transformed by the implementation and use of fast-evolving...
James Mulligan •3 minute read
Plan Smarter, Not Harder: Increase Revenue by Reducing Seller Churn
Question for you: What do you think is more important to be successful in sales – a) a rapid-fire, on-the-spot response and action to a sales...
James Mulligan •4 minute read
How the Right Sales Behaviors Can Increase Revenue
There can be little doubt that Sales Performance Management (SPM) software has had a profound and positive effect on how the world of sales operates....
James Mulligan •4 minute read
Shadow Accounting and How to Stop it
Talk to any seasoned sales professional about their career and experiences and the term shadow accounting may likely be mentioned. If that person...
Daniel Shidvash •3 minute read
A Robust SPM Solution | Robust SPM Solution Benefits
Every piece of technology and software that your sales organization invests in needs to earn its keep, right? To rely on any system that is...
Reed Chaikin •3 minute read
The Future of Sales - Invest in Analytics
In his recent blog post, Varicent’s Chief Revenue Officer, Dr. Martin Fleming, laid out a compelling vision of how selling is changing...
Joel Shapiro •1 minute read
Harnessing the Hidden Benefits of Your SPM Software
If you’re managing a sales team or sales operations division and can honestly say that your Sales Performance Management (SPM) software is working as...
Dennis Murphy •3 minute read
Transform Your Sales Strategy with the Right SPM Software
When Varicent commissioned Forrester to carry out a study across several sales organizations of the tangible advantages that SPM software brought to...
Paulson Lan •3 minute read