Insights

To increase sales efficiency, one must ruthlessly truncate unproductive conversations with marginal opportunities as early in the sales cycle as possible.

Business is booming, and you are adding three new account executives to the team. How many new sales engineers and business development representatives do you need to support them? If you think you know the answer, think again.

Simple tweaks in the sales process can lead to double-digit growth in bookings, but one must map and measure the process before making the improvements. Fortunately, the data science involved is relatively straightforward, and the data is usually readily available.