As the scope of sales operations expands, professionals in that discipline report dedicating almost three-quarters (73 percent) of their time to supporting non-sales functions, up from 39 percent in ...

Prominent sales authority, professor and author Neil Rackham states: “Irresistible new forces are reshaping the world of selling. Sales functions everywhere are in the early stages of radical and ...

For over a decade, the sales development representative (SDR) function has been the engine driving the world’s most successful go-to-market organizations. Companies such as Oracle, AWS, Dell, ...

UAB Collat School of Business Professor Colleen McClure, Ph.D., and her colleagues provide insight into how AI tools have permeated the sales function, emphasizing that “AI technologies are helping to ...

Sales and marketing leaders are often faced with the misalignment that can exist between the marketing and sales functions. Marketing teams get anxious about the money they spend to drive leads to the ...

A question for firm leaders: If there were a way to quickly establish relationships with buyers at companies desired as clients, expand work at existing clients, collapse the sales cycle, increase top ...

Functions are ongoing business activities such as sales, manufacturing and IT. A function has no end or beginning: Individual sales calls start and finish, but the sales function continues as long as ...

If you've never spoken the name of your firm and the words "sales function" in the same breath, it's time to start making the connection. As accounting practices add advisory services to their menu, ...

When Shakespeare wrote the line, "Uneasy lies the head that wears a crown," he wasn't thinking of today's CEOs. But he may as well have been. Because yet another responsibility has been added to the ...