Discover what a sales pipeline is, how to manage it, and ways to optimize your own pipeline.

Forbes contributors publish independent expert analyses and insights. I teach growth leaders how to grow revenues, profits and firm value. Sales productivity remains a never ending and elusive goal ...

Consulting firms provide a specialized service for a group of clients. Examples of industries and work functions that consultants may specialize in are strategic management, human resources, ...

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Barry Trailer, Jim Dickie, and their company CSO Insights have been the leading sales research firm for 20 years; it’s all they do. CSO is the Chief Sales Officer, and that is who tunes in to anything ...

People do not just pick up the phone and say, ‘We want to buy a printing press,’” observes Eric Frank, whose job is selling printing presses. As senior VP of marketing and product management for ...

This is a rebound year for small businesses, filled with tough decisions about what to prioritize. Here’s why investing in sales management should be at the top of the list, and how to get it there.

Sales teams, under pressure to — pardon the cliché — do more with less as inflation strains the economy, are increasingly turning to AI-powered software in search of a competitive edge. Vendors like ...

For many small businesses, now is the time to invest in better sales management. While it might seem like a task for larger enterprises or for better economic conditions, the truth is that in a time ...