How to Spot Hidden Opportunities for Sales Growth

Posted by Andris A. Zoltners, PK Sinha, and Sally E. Lorimer on Mon, Dec 14, 2015

In the hunt for sales growth, profit growth, or share growth from the sales force, every sales leader, whether new or seasoned, whether from a growth-stage or a mature-stage company, faces the same question. Where will the growth come from?


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Sales Data Only Matters If It Helps You Take Action

Posted by Andris A. Zoltners, PK Sinha, and Sally E. Lorimer on Mon, Oct 27, 2014


In sales, as everywhere else in business, there is a buzz about big data and analytics. Vendors hype tools and mobile applications to help sales forces make sense of it all, while touting case studies that generated impressive improvements in sales force effectiveness.



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