Biographical Information

Paul Harney

Paul Harney (paulharney@bellsouth.net) is an independent sales process consultant who uses his Fortune 200 sales experience to help companies close the disconnect between sales infrastructure, the opportunity pursuit process, and customer value creation.

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.