Discover what a sales pipeline is, how to manage it, and ways to optimize your own pipeline.

Barry Trailer, Jim Dickie, and their company CSO Insights have been the leading sales research firm for 20 years; it’s all they do. CSO is the Chief Sales Officer, and that is who tunes in to anything ...

For many small businesses, now is the time to invest in better sales management. While it might seem like a task for larger enterprises or for better economic conditions, the truth is that in a time ...

Consulting firms provide a specialized service for a group of clients. Examples of industries and work functions that consultants may specialize in are strategic management, human resources, ...

Sales, inventory and operations planning (SIOP) is process used for monitoring and upgrading a company's operating plan. It pulls all departments together to ensure that potential problems can be ...

No doubt, it takes money to make money. This means spending big on sales. The problem? The spending is often wasteful. And a key reason is inadequate sales automation systems (this is according to a ...

This is a rebound year for small businesses, filled with tough decisions about what to prioritize. Here’s why investing in sales management should be at the top of the list, and how to get it there.

Sales teams, under pressure to — pardon the cliché — do more with less as inflation strains the economy, are increasingly turning to AI-powered software in search of a competitive edge. Vendors like ...

If you’re looking for ways to increase revenue–and what smart entrepreneur isn’t–one of the fundamental processes you need to review is your lead management program. Prospect leads can originate in a ...

The job of a sales manager is one of the toughest occupations in the world. Part strategic and part tactical, they must deliver tangible sales results using the intangible qualities of their sales ...