Articles for Paul Harney
3 Ways to Make Technical Consultants Part of the Sales Team
Having well-integrated sales and technical staff helps build credibility and your bottom line
To Hit Sales Targets, B2Bs Need to Define Roles—and How They’re Compensated
All contributions to a sale aren't equal, and neither should be the rewards
Build Contracts that Close on Schedule—and Increase Business
Vendors should think of contracts as great marketing opportunities
3 Ways Sales Leaders Can Help Reps Hit Their Numbers
Managers need to take a step back to move the sales force forward
To Maximize Sales Enablement, Optimize Your Processes
Successful sales enablement initiatives need a sound infrastructure
Tie Sales Compensation Plans to Your Company’s Mission
Point "coin-operated" reps toward ensuring the right business results.
How an Integrated Pricing and Negotiation Strategy Drives Profitability—and Customer Satisfaction
It takes thoughtful planning and execution, but the rewards are plentiful.