I had the pleasure of keynoting recently at DocuSign Momentum 2012 in San Francisco to a group forward-thinking change agents. For those sales leaders who haven’t heard of DocuSign or recognized the impact eSignature can have on your business -- watch out. There was a whole ballroom full of business leaders who get it; these folks understand the need to increase speed-to-revenue, drive sales, simplify workflow and process, and to change…  Read this blog >

Would you brush your teeth with a toothbrush duct-taped to a blender? This is the question I posed to an audience of sales and marketing leaders last month at the Sales 2.0 Conference in San Francisco. I wasn’t being flip. While many of us are out there selling cutting-edge products, we still somehow justify motivating our teams with a tool from 1982 (Excel). I’m not knocking Excel. It’s a great tool. We use it at Xactly every day. But, Excel was not designed for managing…  Read this blog >

A lot of sales leaders let old myths about hiring get in the way of finding superstar candidates. The myths I’m talking about are based on the idea that certain characteristics or qualities can magically help you identify your next top performer among a pool of potential hires. For example, how many times have you heard people endorse job candidates by saying things like…  Read this blog >

This white paper examines 6 challenges that CSOs face in the current environment, and provides recommendations on how to most effectively address and convert these obstacles into opportunities and competitive advantage. You will learn key actions you can take to: 1) Increase Sales Capacity and Coverage 2) Drive Growth in a Challenging Economy 3) Improve Sales Execution 4) Increase Channel Visibility and Optimization 5) Transform Your Sales Organization…  Read this white paper >

Many sales leaders struggle to find cost effective ways to train and coach a large, widely dispersed sales force. Today you can enable your team virtually to maximize your return on coaching and training efforts. Download this free white paper and learn how to capture your sales team's tribal knowledge in order to: 1) Find cost-effective ways to create teams that use consistent messaging. 2) Create a culture that accommodates how salespeople learn best. 3) Give existing and recently on-boarded reps easy ways to access information…  Read this white paper >

Tightly aligned sales and marketing teams represent new opportunities to achieve faster and better growth. However, many organizations still struggle when it comes to executing a plan that allows sales and marketing to unite and grow stronger. This white paper provides tips on how sales and marketing leaders can achieve the following: 1) Incentivize sales and marketing to work together. 2) Encourage better communication. 3) Develop a single view of the customer. 4) Leverage technology to create an integrated revenue…  Read this white paper >