Peter Ostrow, Author at Aberdeen Strategy & Research

Price Optimization: How Best-in-Class Performers Add to Both the Top and Bottom Lines
Price Optimization: How Best-in-Class Performers Add to Both the Top and Bottom Lines

Featured Articles, Manufacturing and Engineering, Marketing and Sales

Price Optimization: How Best-in-Class Performers Add to Both the Top and Bottom Lines

Best-in-Class sales professionals focus both on making the sale AND making it profitable.

By Peter Ostrow|2020-08-05T13:20:01-04:00June 11th, 2015|Featured Articles, Manufacturing and Engineering, Marketing and Sales|

Mobile Sales Engagement: The End of “I’ll Get Back to You”
Mobile Sales Engagement: The End of “I’ll Get Back to You”

Marketing and Sales

Mobile Sales Engagement: The End of “I’ll Get Back to You”

You’ve purchased a fleet of iPads for your B2B sales team, and now they are all assuredly going to hit their number. Right?

By Peter Ostrow|2016-02-17T16:24:15-05:00June 1st, 2015|Marketing and Sales|

Let’s Make a Deal: Best-in-Class Sales Training Can Shorten Your Sales Cycle
Let’s Make a Deal: Best-in-Class Sales Training Can Shorten Your Sales Cycle

Marketing and Sales

Let’s Make a Deal: Best-in-Class Sales Training Can Shorten Your Sales Cycle

Sales training is understood to be a must-have component when managing quota-carriers. How do Best-in-Class enterprises take standard selling instruction to the next step?

By Peter Ostrow|2016-02-02T17:35:59-05:00May 26th, 2015|Marketing and Sales|

Sales Acceleration for Winners: Best-in-Class Practices for Sales Contracting and Quoting
Sales Acceleration for Winners: Best-in-Class Practices for Sales Contracting and Quoting

Marketing and Sales

Sales Acceleration for Winners: Best-in-Class Practices for Sales Contracting and Quoting

Ensuring that sales reps are provided with the skills, leads, and other enabling tools to build a strong deal pipeline, is crucial to successful sales leadership.

By Peter Ostrow|2016-02-17T16:33:12-05:00May 20th, 2015|Marketing and Sales|

Would You Buy from a 20th-Century Sales Rep?
Would You Buy from a 20th-Century Sales Rep?

Marketing and Sales

Would You Buy from a 20th-Century Sales Rep?

Success in B2B selling is difficult enough. Do we really want to shackle our front-line reps with yesterday's sales technology tools, too?

By Peter Ostrow|2016-02-17T16:41:00-05:00May 5th, 2015|Marketing and Sales|

Signed, Sealed, Delivered: Integrating e-Signature into the B2B Sales Cycle
Signed, Sealed, Delivered: Integrating e-Signature into the B2B Sales Cycle

Marketing and Sales

Signed, Sealed, Delivered: Integrating e-Signature into the B2B Sales Cycle

Does anyone in B2B sales still wait by the fax machine for a signed deal? Apparently so, considering the surprisingly low percentage of contracts that are signed electronically.

By Peter Ostrow|2016-02-17T16:46:29-05:00April 15th, 2015|Marketing and Sales|

Here, There, and Everywhere: 21st Century Selling Comes of Age
Here, There, and Everywhere: 21st Century Selling Comes of Age

Marketing and Sales

Here, There, and Everywhere: 21st Century Selling Comes of Age

Answer this question: Is your sales team inside or outside? If you hesitate before responding, you’re in good company.

By Peter Ostrow|2016-02-17T16:53:19-05:00April 14th, 2015|Marketing and Sales|

Would You Fire a High-Performing Sales Jerk?
Would You Fire a High-Performing Sales Jerk?

Human Capital Management, Marketing and Sales

Would You Fire a High-Performing Sales Jerk?

Superstar salespeople often seem immune to the professional standards to which the rest of us are held accountable. Is that the right way to manager your team?

By Peter Ostrow|2025-11-06T06:15:40-05:00April 13th, 2015|Human Capital Management, Marketing and Sales|