Mike Racz, Author at MarketSource

3 Areas Where Big Changes Mean Bigger Bottom Line

by Mike Racz | Jan 23, 2019 | B2B, Sales

It’s a new year, and you’re determined to take on some of your toughest challenges early in the year. Mistakes and misses may have cost you last year, but this year is going to bring big changes to your sales strategies and customer alignment. You can start by looking...

Two Roles Redefining the Modern-Day Sales Model

by Mike Racz | Nov 1, 2017 | B2B, Commercial, Sales

If you haven’t met, let me introduce you to the sales development representative (SDR) and the business process engineer (BPE), who are currently transforming how we sell. These roles are new to the sales organizational structure and provide two unique ways to build...

Developing and Deploying a Winning Sales Process

by Mike Racz | Jan 25, 2017 | B2B, Commercial, Sales

We’ve worked with companies from all over to help them optimize their business processes. Most recently, we’ve been advising on the art and science of optimizing sales and consulting on a variety of projects, helping implement processes that contribute to...

Are Your Sales and Marketing Strategically Aligned

by Mike Racz | Nov 4, 2016 | B2B, Commercial, Sales

If up to 80 percent of the customer buying journey is conducted online and through digital media content, your sales and marketing teams need to be aligned and executing from the same “playbook.” Today, more companies are managing sales and marketing through...