In the past, the prevailing trend leaned toward generalists, the logic being if one has a “jack of all trades” sales team, they can speak to any buyer and not risk losing potential business. Once considered sound logic in the boardroom, today it is laden with issues that can cripple a sales pipeline.

In an analysis of 73 B2B companies, the top 25% had double the sales ROI of that of the bottom 25%. Find out why the biggest contributing factors are sales strategy and execution.

Are you attending Interop? If you haven’t heard of Interop before, they boast to be the most complete industry convention for IT Pros.

Many companies today are outsourcing their sales teams for a variety of reasons.

If you’re like many companies that weathered the recessionary storm, things are finally looking up, and it appears the business climate is one that can be taken advantage of. However, like some companies, you may have waited too long to capitalize on this upturn, and the train could be leaving the station without you.