Tag Archives: management


It’s one thing to create a marketing strategy based on an understanding of your customer personas and touchpoints, an informed media mix, and constant optimization based on feedback and data. It’s another thing entirely to execute on that. Many marketing teams start off with the best of intentions but get distracted along the way by […]

Are many CEOs out of touch with what’s happening on the ground in their companies?

You don’t need a very large organization for the CEO to be several levels removed from the people who have day-to-day interactions with customers, and with those customers. And even in small companies the CEO and other senior executives may be hearing the good news that people think they want to hear, not the sometimes […]

How to beat your team’s sales quota, part one: Hiring the best people

This is the first part in a series on managing sales to beat the team’s quota. The other posts are on onboarding new reps, setting the quota, culture, managing and coaching, and aligning sales and marketing. Depending on the study that you see, 40-50 percent of B2B salespeople aren’t meeting quota. (These numbers will vary considerably […]