Channel SalesSaaS Cloud Nine Out of Ten Channel Partnerships Fail In the world of B2B software everyone wants to get someone else to…Steve KeiferSeptember 15, 2017
SaaS CloudSales Management Specialization of the Modern Software Sales Team In my last few posts I discussed the transformation of software sales organizations over…Steve KeiferAugust 20, 2017
SaaS CloudSales Management Why Specialization of Sales Roles Makes Sense The Modern Sales Organization In my last few posts I have described the transformation…Steve KeiferAugust 4, 2017
SaaS CloudSales Management Organizational Design of the Modern Software Sales Team Highly Specialized Functions In my last post, I outlined how the organizational design of…Steve KeiferJuly 15, 2017
SaaS CloudSales Management Software Sales Reps Don’t Do Anything With each passing year, software sales representatives are doing less and less of…Steve KeiferJuly 1, 2017
BlogCurrent Insights Questions for Marketing Leaders to Ask When Interviewing Sales Reps Over the past 10 years, I have probably interviewed more than 100 sales…Steve KeiferJune 5, 2017
ArchiveBlog Cord Cutting Complicates Corporate Webinars As marketers, we always remind webinar presenters to use a landline phone to…Steve KeiferMarch 15, 2017
Account Based MarketingSaaS Cloud Four Examples of Why You Should Market to Prospects in Your Pipeline Many sales leaders do not understand the advantage marketing can provide during a…Steve KeiferFebruary 25, 2017
Account Based MarketingSaaS Cloud Marketing Can Prospect More Broadly than Sales “Marketing can prospect more broadly than sales in key accounts.” I love making…Steve KeiferFebruary 2, 2017
BlogCurrent Insights Six Best Practices for Marketing to Get “the Glen Garry Leads” In an earlier post, I discussed the challenges of focusing on calling high…Steve KeiferNovember 17, 2016