Developing a sales strategy is only the first step in creating a viable business plan. Once you have a strategy in place, you must be sure that you look at your sales structure and make any needed ...

Think you’ve got the competition cornered with your superior products or pricing? Don’t get too comfortable. Markets move so rapidly that most competitive advantages last only briefly before your ...

Forbes contributors publish independent expert analyses and insights. I teach growth leaders how to grow revenues, profits and firm value. Sales productivity remains a never ending and elusive goal ...

Promoting the development and ongoing efforts of your sales team can be a full-time job. You want to make sure your sales people are knowledgeable, outgoing, and interested in their customers and the ...

Product differentiation and timeliness create the foundation for sales success. (Zoom’s takeoff is a visible example.) But today, customer buying processes are in flux. As buyer preferences for ...