Blog Articles
Discovery Resistance
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by Mike Bosworth
A frustrated VP of Sales.
At the peak of my Solution Selling business, in the mid-90s, I was speaking to one of our clients. He was the VP of Sales of an enterprise B2B salesforce of 200 reps. He was selling highly complex software as a service application to...
B2B Moneyball – Sales Productivity Metrics
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With its extended season and its fundamental "One-on-One Matchups" game structure, Major League Baseball has long been the most advanced team sport for metrics optimizing player performance, roster composition, and in-game tactics and strategies. The purpose of this paper is to...