Peter Ostrow, Author at Aberdeen Strategy & Research

CRM + Sales Leadership: Building a Platform for More “A” Players
CRM + Sales Leadership: Building a Platform for More “A” Players

Marketing and Sales

CRM + Sales Leadership: Building a Platform for More “A” Players

How do Best-in-Class firms utilize the CRM as a springboard for team-wide success? Peter Ostrow shares what he's found.

By Peter Ostrow|2016-02-17T15:59:07-05:00October 1st, 2015|Marketing and Sales|

Measure Twice, Hire Once: Why You Need to Assess New Sales Reps
Measure Twice, Hire Once: Why You Need to Assess New Sales Reps

Marketing and Sales

Measure Twice, Hire Once: Why You Need to Assess New Sales Reps

Only a quarter of companies use assessment tools to match sellers’ skills to the roles they are to occupy. Those who take such a data-driven approach make better hires.

By Peter Ostrow|2016-01-28T22:24:51-05:00September 4th, 2015|Marketing and Sales|

Getting it Right the First Time: Better Sales Contracting for Busy B2B Sales Operations Leaders
Getting it Right the First Time: Better Sales Contracting for Busy B2B Sales Operations Leaders

Marketing and Sales

Getting it Right the First Time: Better Sales Contracting for Busy B2B Sales Operations Leaders

Creating a net-new business client account, or even renewing an existing one, more often than not requires sellers to lose momentum, pace, and even customer goodwill, when they are forced to spend their time ferrying red-lined contracts back and forth.

By Peter Ostrow|2016-02-17T16:02:41-05:00September 3rd, 2015|Marketing and Sales|

Stop Guessing: Let Marketing See How Sales Uses Content
Stop Guessing: Let Marketing See How Sales Uses Content

Marketing and Sales

Stop Guessing: Let Marketing See How Sales Uses Content

With all the electronic footprints, cookies, and pop-ups in our daily digital lives, why don’t we have a better grasp on how our content is working for the sales team?

By Peter Ostrow|2018-07-17T11:32:46-04:00September 1st, 2015|Marketing and Sales|

CRM + Sales Enablement: Creating a Library of Success
CRM + Sales Enablement: Creating a Library of Success

Marketing and Sales

CRM + Sales Enablement: Creating a Library of Success

Best-in-Class enterprises support their salesforce by building well-stocked, frequently updated content libraries into their CRM.

By Peter Ostrow|2016-02-17T16:07:19-05:00August 18th, 2015|Marketing and Sales|

Beyond the Commission: Will You Stay Ahead of the SPM Maturity Curve?
Beyond the Commission: Will You Stay Ahead of the SPM Maturity Curve?

Human Capital Management, Marketing and Sales

Beyond the Commission: Will You Stay Ahead of the SPM Maturity Curve?

“Pay-for-play” is an unacceptable practice in many areas of modern enterprise business activities. But, the need to motivate desired behaviors from B2B sales professionals means fully embracing the concept.

By Peter Ostrow|2016-02-10T20:00:12-05:00August 11th, 2015|Human Capital Management, Marketing and Sales|

CRM + Sales Workflow: Removing the Friction from Your Pipeline
CRM + Sales Workflow: Removing the Friction from Your Pipeline

Blogposts

CRM + Sales Workflow: Removing the Friction from Your Pipeline

To many contemporary B2B sales professionals, the CRM is a necessary evil rather than an enabling solution that actually helps them do their job more efficiently. It doesn't have to be that way.

By Peter Ostrow|2016-02-17T16:09:32-05:00July 21st, 2015|Blogposts|

Lead to Close: Best-in-Class Sales Acceleration Techniques that Win
Lead to Close: Best-in-Class Sales Acceleration Techniques that Win

Marketing and Sales

Lead to Close: Best-in-Class Sales Acceleration Techniques that Win

Best-in-Class companies enable their sellers with intelligent automation solutions, smart sales enablement integrations, and leading-edge business workflow processes from lead to close.

By Peter Ostrow|2016-01-29T22:53:20-05:00July 15th, 2015|Marketing and Sales|