jeffrey.steen@salesforce.com

For those who may be newer to business leadership, QBR stands for “quarterly business review.” The QBR is a great forum for sales managers and enterprising salespeople to separate themselves from the pack. After all, the best reps are CEOs of their territory, thinking holistically about their business and knowing what makes their patch unique. Yet too many managers and reps … [Read more...] about The 3 Questions That Turn Good QBRs into Great QBRs

Revenue intelligence is getting real about what’s really happening in your business, so you can take the right steps to grow. Sure, sales is both an art and a science — but we actually need a lot more science.  When I had a handful of accounts and three or four account executives, I could do okay without leaning on the data. But as these numbers doubled, tripled, and … [Read more...] about What Is Revenue Intelligence? A Complete Guide 

What’s better than making a sale? Making a selling machine — a defined sales process fit to match your customer and your product, with tools and data to make your sellers more productive and efficient. Create this, and the repeatable, dependable sales will come. That’s what a sales strategy is all about. Below we share why a sales strategy matters and how to build one, step by … [Read more...] about Sales Strategy Guide: 5 Steps to More Efficient Selling

Chief revenue officers (CROs) are one of the newest animals in the C-suite jungle, and they’re adapting to a unique set of tasks with a unique set of traits. Often, CROs have risen up through a classically successful sales career, only to face an entirely new challenge: take over every revenue-generating function in the business to drive predictable growth. That’s a big … [Read more...] about 5 Traits of Game-Changing Chief Revenue Officers

If sales reps are your army, then sales territory mapping is your battle plan. The mapping process impacts both rep performance and revenue growth. But drawing a map is often a manual and time-consuming process, making it difficult to keep up with changing economic circumstances. Your business can’t afford to wait. This guide walks you through how to design and optimize your … [Read more...] about Sales Territory Mapping: How to Design and Optimize Your Plan