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Sales

Sales

Sales KPIs: Activities vs. Dollars

There is an ongoing debate over whether sales is an art or a science. While the debate continues, I think…

by Ori Yankelev

Sales

The Common Mistakes of a Young Sales Rep

Check out Craigslist, Careerbuilder or Monster on any given day and you are likely to see an abundance of entry…

by OpenView

Sales

Lead Scoring Models: Testing the Model

Once point values have been assigned to important lead attributes, and the dangers of low sample sizes and multicollinearity have…

by Vlad Djuric

Sales

More than thick skin…

Happy New Year and welcome to my blog, BizDev. As you can probably guess from the title, my role at…

by OpenView

Sales

Did You Know the US Supreme Court Changed Reseller Law in 2007?

I bet you missed it. The law used to be that when someone resells your product you could not tell…

by Jeremy Aber

Sales

Marketing’s Lead Generation Responsibility to Sales

I had an interesting email discussion with one of the marketing managers at a portfolio company. The discussion started after…

by Firas Raouf

Sales

A Great Way to Look at Sales Ops

I read another great blog post from the Sales Operations Blog called “Sales Manager Effectiveness… The Key To Sales Productivity”.…

by Ori Yankelev

Sales

Successful Software Companies Use Segmentation for Growth

Whether you are a founder and or CEO of an expansion stage software company one of the keys to your…

by George Roberts

Sales

Lead Scoring Models: Assigning Point Values

In my last post, I covered how to start building a lead scoring model and at what point in a…

by Vlad Djuric

Sales

One Step at a Time

To wrap up our event with Salesforce.com we organized a follow up call between the attendees, and two of the…

by Ori Yankelev

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