Matthew Flug

Author Insights


Sales Leaders’ Guide To Rolling Out Compensation Plans At Kickoff

Phil Harrell 6 days ago
Compensation plans that motivate sellers to accomplish corporate objectives are invaluable to sales growth. How sales leaders roll out compensation plans to their sales teams is crucial to gaining buy-in to the plan. Successful rollouts have three key attributes: Transparency Alignment Stakeholder buy-in It is up to the CSO/CRO to communicate the plan and ensure […]

Four Things Sales Executives Should Do Immediately To Ensure A Fast Start To 2022

Phil Harrell January 13, 2022
A sluggish January can be difficult to recover from. Use these insights to start the year on the right foot.

Four Steps Sales Leaders Should Take To Make The Right Sales Tech Investments In 2022

Phil Harrell January 7, 2022
Sales leaders must make the right investments in sales technology if they want to help their sales teams win in 2022. The right sales tech stack can improve sales productivity and broaden rep participation by: Automating administrative tasks for sellers and managers. Collecting valuable customer and seller data. Providing real-time coaching and recommendations. But there […]

How Sales Leaders Can Generate More Pipeline

Phil Harrell December 21, 2021
“My sales team has too many opportunities and too much pipeline,” said no sales leader ever. Recent changes in B2B buying habits offer sales and marketing leaders a unique opportunity to adopt a new approach to building pipeline that will support reps’ quota attainment efforts. Sales Leaders Don’t Care About Leads — They Care About […]

It’s Time To Crack The B2B Sales Gender Diversity Code

Mary Shea January 26, 2021
Women hold just 12% of top B2B sales positions — though the evidence shows greater profitability and performance when women are represented at the highest levels. Recent research by Forrester analysts outlines what needs to change.

Share Your Sales Enablement Experiences With Us!

Laura Ramos July 1, 2020
Sales enablement and marketing professionals interested in the current and future state of the sales enablement function should take this survey and be the first to receive results.

FORRward: A Weekly Read For Tech And Marketing Execs

Emily Collins April 27, 2020
COVID-19 Is Proving That Consumer Voices Can Influence Business Decisions Last week, major corporations learned firsthand the power of values-based consumers. Many received harsh backlash after applying for and receiving funds from the Paycheck Protection Program (PPP), intended to help small businesses keep their workforces employed amid the COVID-19 crisis. The US government allocated $349 billion to the program, but many small businesses were denied after larger players received […]