Mike Pregler
VP, Research Director, Sales Executive Services
Author Insights
Blog
What 2020 Taught B2B Sales Leaders And Teams
In a year when bright spots were hard to come by, several valuable, hard-won lessons emerged for sales organizations that will serve them well in the years to come.
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Blog
Ist Ihr Vertrieb bereit, um jetzt das Beste aus sich herauszuholen?
Looking ahead to 2021, sales leaders mush shift from adapting to the “new normal” to proactively planning for the recovery and their “next normal.”
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Blog
Is Your Sales Organization Ready To Emerge Its Fittest Self?
Looking ahead to 2021, sales leaders mush shift from adapting to the “new normal” to proactively planning for the recovery and their “next normal.”
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Blog
Lighten the Load on Your Sales Organization to Move Faster!
- Many emerging-growth organizations are using inside sales as a fast and agile way to accelerate revenue growth
- Mature organizations are using inside sales as a cost-efficient way to continue and expand revenue growth
- A sales leader should follow five essential steps to stand up the inside sales function
Blog
Sales Investment Strategy: The Constant Balancing Act for CSOs
- Digital transformation compels sales leaders to benchmark the structure and efficiency of their organizations
- Cost-efficient revenue growth requires continual optimization of organizational investment across all sales roles
- As organizations grow and mature, sales leaders increase their percentage of inside and indirect channel reps relative to their percentage of direct field reps