Experts & Insights

Performer's Podium: Lee Gallagher of InfoPrint Solutions
Lee Gallagher started out in sales with IBM in 1992. During the time Lee worked for IBM, he was one of the top sales representatives, at one point blowing his quota by over 1000%, and he has won every sales award that the IBM Corporation offered. Lee currently works in a marketing role at a joint venture between IBM and Ricoh (InfoPrint Solutions Company) where he is challenged by bridging the gap between sales and marketing functions. Read more »

Performer's Podium: Debra Albert of Sequent Learning Networks
Debra Albert joined Sequent Learning Networks, Inc. in October 2006. In her current role, she is responsible for managing the operations of the company, with a special emphasis on the creation and execution of a sales and marketing department, and managing the sales and marketing team. Read more »  

Channel Performance Outlook Study
By CMO Council
Nearly 80% of resellers say they experienced significant, or some conflict or competition with vendor sales organizations.
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The Sales-Incentive Entitlement Culture
By David C. Bello and Summer Barnes, Sibson Consulting
When variable pay designed to single out top performers converts into a reliable paycheck, motivation drops and incentive plans fail.
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Conquering Closed-Loop Lead Management
By Brian Carroll, CEO of InTouch, Inc. and author of Lead Generation for the Complex Sale
Carroll provides insight that helps you build a playbook for your sales and marketing departments to nurture the leads you generate. 
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Proactive Sales Intelligence: The New Requirement for Getting Into the Game
By Jim Dickie and Barry Trailer, Partners, CSO Insights
A key objective for any Chief Sales Officer (CSO) is to optimize the allocation of limited resources. Read more »

How Many Salespeople Should Really Achieve Their Goal?
By Chad Albrecht, ZS Associates
Should 50%, 60% even 80% of your sales team be meeting their sales goals? There is a perception gap, and the sales executive is stuck in the middle. Read more »