When What’s Working in B2B Sales Is Clear, Performance Improves
Jon Vander Ark of McKinsey is the co-author of Sales Growth. As a summary of their findings, Vander Ark and his co-authors recently suggested in the Harvard Business Review that “CEOs Need to Get...
View ArticleMaking What Counts Really Count [in B2B sales productivity]
Friend + colleague Anthony Iannarino notes that Reps can never produce results without activity, but what’s really key is that their activities generate positive outcomes. In my view, this requires...
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