Sales Performance

Sales Enablement Tools: It’s Time To Invest

In the last 5 years sales enablement tools have flooded the market all promising to help sellers more effectively engage with their customers. As seen in this Sales Technology Landscape... Read more

A Modern Sales Process for Sales Teams in a Customer-Driven Economy

There is no secret that having a well-defined sales process will enable you to accelerate your sales cycle. However, what we often find is that most sales processes are developed... Read more

Anatomy of an inside sales organization: Building blocks

What does it take to create a world class sales organization? PK's Sales Channel and Sales Strategy experts provide 5 building blocks for designing your inside sales strategy along... Read more

21st Century Selling: Unlocking the Power of Mobile Devices to Improve Sales

Executive Summary:  Given the unique—and rapidly expanding--  capabilities of mobile devices to monitor location data, record sales activities and capture real-time transactions, leading edge sales organizations are leveraging mobile devices... Read more

Should Social Media Play a Role in your Sales Efforts?

While social media strategy and program management has traditionally been the domain of marketing and communications managers, sales leaders are increasingly using social media tools and techniques to improve... Read more

Keeping Score: How to Prioritize the Right Sales Opportunities

Accelerating the Sales Cycle: Lesson 3 – Keeping Score: How to Prioritize the Right Opportunities

In a previous post we discussed the advantages of mapping your sales process to your Read more

Is Telesales Still Effective? Strategies for Success

In spite of the many technological changes that have directly impacted the effectiveness of telephone sales programs, (internet, mobility, caller ID, voice messaging, etc.), Telesales operations continue to maintain... Read more

Quotas: Key Factors When Setting Them for Sales

As we enter Q4, many organizations begin planning for the fiscal next year. At the top of every Sales Executives’ mind is “What are going to be my revenue... Read more

Accelerating the Sales Cycle: Focus on the Buyer’s Purchase Cycle

This is the 2nd in a series of articles we’ll be posting in the coming weeks designed to provide sales leaders with tips and best practices on how your... Read more

Measure What You Treasure: Sales KPIs

Sales leaders are held accountable for top line performance, but many are not aware of the underlying factors hampering results.  In a recent market research study conducted by PK,... Read more