Gartner Blog Network

Category: 'sales-strategy-and-design' Blog Posts

from the Gartner Blog Network

Coaching Sellers Effectively and Objectively

by Dave Egloff  |  May 13, 2019

There is an old proverb that is commonly used in the corporate world – “If you want to go fast, go alone.  If you want to go far, go together.”...

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The Evolution of Sales Operations

by Dave Egloff  |  April 28, 2019

The sales operations function is on a transformative journey.  In working with many leaders, it’s clear that any sales operations organization can be plotted along a maturity continuum. My colleague...

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Attracting and retaining top sales talent

by Dave Egloff  |  April 15, 2019

There is a common saying — leaders need to attract and retain top talent.  Clearly, this is a great practice.  However, when the labor market is saturated and the bid...

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Contrasting customer segmentation and customer tiering

by Dave Egloff  |  March 28, 2019

Many sales leaders describe their customer segmentation strategy by discussing how larger customers get more resources.  While this is a viable approach, it’s more akin to customer tiering as opposed...

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