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4 CMOs Under 40
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How LeanData Is Breaking the Tech Startup Mold
Let’s begin with the ping-pong table. Yes, we have one. And it’s true that we’ve also been known to celebrate the end of a long week with an impromptu happy hour. But for the most part, LeanData...
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When There’s Too Much in the Technology Toolbox
It’s never a good feeling when you’re working on a job and you don’t have the right tool. But these days in the B2B sales tech space, that really should never be a problem. The marketplace has...
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Introducing Ops-Stars: The Unsung Heroes of the B2B Sales Process
The obvious question is, “What’s an Ops-Star?” Well, Ops-Stars at B2B companies are: The operations professionals who build the revenue-generating engine The fixers who remove obstacles for sales...
Now and Later: Evaluating Sales Tools
You’re in pain. You want relief. Now. There’s trouble in your sales process. It’s hurting the business . . . and left you with a throbbing headache. That’s why you’re evaluating sales tools from...
A Tale of Three Sales Processes
The challenges for sales and marketing operations pros never end. Dirty data. Frustrating tools. Inefficient workflows. Turning a revenue-generating machine into a well-oiled engine isn’t easy....
Competing Sales Ops Roles: Fixer Versus Strategist
When the research firm TOPO holds periodic gatherings for sales operations professionals, the sessions typically start with a question for the group. What is the biggest challenge that you’re...
If It’s Not in Salesforce, It Didn’t Happen
If a tree falls in a forest and nobody is there to hear it, does it make a sound? That’s not an existential riddle often discussed among sales teams. But a less philosophical question is pondered...
Divide and Conquer: Managing Territories
The three things that matter most in real estate are supposed to be location, location, location. And when you think about it, that philosophy translates to business. Only substitute location with...
Deciding What Metrics to Track for Sales Development Reps
There’s no shortage of information available when it comes to analyzing the productivity of Sales Development Reps. But which benchmarks matter the most?
Rules of the Road for a Sales Team
Just think if a four-way intersection was missing the traffic light. What would happen? Nothing good, said Jonathon J. Leon Guerrero. “Everyone would wonder, ‘Do I have the right of way?’” said...
The Importance of Walking in The Shoes of Sales
Like many people in the tech industry, Dhiraj Singh got his start as a front-line Sales Development Rep. Then he quickly worked his way to Account Executive. These days, as a manager, he’ll still...
Welcome to the Sales Operations Era
For the longest time, Jonathon J. Leon Guerrero had trouble figuring out just the right analogy to help explain what he did in his job. After all, who really understands what you mean when you...
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