In this informative interview, sales effectiveness expert Michael Perla discusses a number of crucial strategic considerations that are often overlooked by sales operations in their tactical pursuit of growth.

There's a big difference between just "trying to improve" in a general sense and using a fact-based method for driving systemic improvement. In this expert interview, Michael Webb discusses applying the time-tested principles of process improvement to B2B sales.

How many companies really understand why they lose deals...or why they win? In this expert interview, Rick Reynolds of AskForensics discusses lessons learned from win/loss analysis of nearly $12 billion worth of business.

In this informative interview, Jason Jordan, the author of "Cracking the Sales Management Code," discusses his research into sales measurement and shines a light on which sales metrics can actually be managed...and which cannot.

Most B2B sales organizations are talking a good game about value selling. But beyond the talk, are they taking the right steps to make value selling a reality? In this expert interview, Julie Thomas discusses what it really takes to sell on value and generate significant results.

Since the advent of the Internet, the B2B buying process has been changing dramatically. In this expert interview, Tom Searcy, the author of "Life After the Death of Sales," discusses how B2B sales leaders can deal with today's realities and prepare their organizations for tomorrow.

In this expert interview with Nelson Hyde of Holden Advisors, you will learn how to tell the difference between true price buyers and buyers who are bluffing.

Scott Kolar, the VP of Sales Operations at LexisNexis Risk Solutions, gives us an inside look into how his team is structured, their priorities and responsibilities, and the significant contributions they've made to the company's performance.

A lot of sales operations have been trying to determine whether playbooks are something they should be leveraging. And if so, how should they be going about it? In this expert interview, Christopher Faust helps cut through the confusion and provides guidance on topic.

In this Expert Interview, Jason Levinson discusses the latest methods and innovations in negotiation training for salespeople. Closing the negotiation skills gap is not a hard as you might think!

Even the most seasoned sales professionals can be fearful of procurement. In this recorded and transcribed interview with author Chris Provines, we take an inside look at the goals and tactics of today's purchasing people.

In this interview with Debbie Qaqish, we explore why marketing automation is becoming so popular and what the long-term implications are.

Delivering a proposal is often the final "yes/no" step that every other sales and marketing activity is leading up to. We spoke with Reuben Swartz about how to create sales proposals that win more business at higher margins.

In this expert interview with Giles House of CallidusCloud, we discuss how companies are moving beyond simply managing their incentive plans more efficiently and are now seeking to use their data to design compensation plans that are significantly more effective.

Marketing automation tools can be very powerful and beneficial. But are these toolsets really the answer to all of our lead generation woes? In this interview with Dan McDade, the author of The Truth About Leads, we cut through the hype surrounding marketing automation tools and discuss their proper role in lead generation.