WHITE PAPERS
What is a Chief Sales Officer? A CSO is a strategic member of the leadership team and focuses on the future sales of the organization much as the CFO and COO focus on the future of their areas of responsibility. 
How do we compensate our salespeople? This is one of the most complex and difficult issues for sales leaders. New and proven approaches are explained here including terminology and Sales Contribution to Profit (SCP).
Myth: “Our product will sell itself!” A common, and usually fatal, mistake that some organizations make is that their product or service is so new, superior or disruptive that it will sell itself.
12 Changes You Need to Make How will you modify your sales activities during an economic downturn? Having these ideas in mind can help lessen the impact.
How to Sell Around the Big Box Sellers A different strategy can help your organization compete around the big box options your customers may be considering.  
Three Reasons Why Your Sales are Up or Down It may be easier to identify and predict the factors that create volatility in your sales results.
Should Your Organization Implement a CRM? A Client Relationship Management system can be a valuable tool - if and when it is selected and implemented properly. 
How to Enlarge Your Sales Team Without Adding Headcount More sales contacts - and more effective sales contacts - are possible with your existing team members.
How Sales Works Here is a concise and comprehensive guide to understanding how sales works. It dispels some of the myths and explains some important, often misunderstood, concepts.  
Are You Selling to the Low-Hanging Fruit? An easy trap organizations fall into is not recognizing the benefits and dangers of selling to the easiest opportunities.
Is Progressive Pricing Right for Your Organization? Different markets and different industries often find that progressive pricing is beneficial - but is not without its weaknesses.
Raise Your Prices Now There is no time like the present to raise your prices. In good times and in downturns, raising your prices needs to be a part of your strategic consideration.
“Should Our Salespeople be Given Tablets?” Like some other sales tool, tablets can increase productivity while improving the quality and effectiveness of each sales call.
Distribution & Channel Partners There are advantages and disadvantages for using other, professional selling organizations.