2009 was a bad year for most Sales executive’s quota achievement, and quotas have risen in 2010.  This puts most sales leaders behind the eight ball, and hiring more sales people isn’t a likely solution (your quotas will probably reflect any new hires anyway).  So with an increasing quota and an underperforming economy/sales numbers, the [...]

I have heard over a number of blogs, books, and even television that the traditional sales funnel is dead, and is being replaced with a new funnel based on the customer buying process.  The problem is, the new funnel has almost the same fatal flaw as the old funnel…..it ignores the other party involved in [...]