Josh Horstmann
Josh Horstmann
Josh serves as a Principal at Sales Benchmark Index (SBI), a sales and marketing consultancy focused exclusively on helping B2B companies make the number. Josh is an industry thought leader, with extensive experience in the technology field. He has served leadership roles within sales and sales operations, ranging from medium to Fortune 500 companies.
How One Marketing Leader Partners with Sales to Generate Results
We recently spoke with Clint Poole, the Vice President of Marketing at Lionbridge Technologies. At Lionbridge, Clint is responsible for driving demand for the...
Sales Strategy Execution: What You Need to Know Now
Many companies are in the midst of their sales kickoffs right now. Everyone is excited about the New Year, and the new strategy. But...
The Silver Bullet to Making Your Number Every Year: Aligning the Corporate and Sales Strategy
If I asked you to tell me what your corporate strategy is, would you know? Answering this question correctly can have a large impact...
Case Study Before & After: GXS, One Year Later
Chris Hickey knew what he was getting into. In June 2012, he’d accepted a position as vice president, North American sales, for GXS, an...
Is Your Sales Team Failing?
Sales is super competitive. You are graded every day by your customers and prospects. As you close out the year, it’s time to reflect...
Compensation: Is It the Great Motivator?
Is your compensation plan driving the results you wanted? More importantly are you motivating your team? Now is the time to get your compensation...
One Question That Can Determine Sales Leader Success
The success of a sales leader is dependent on two things. The first is strategy and the second is execution. When it comes to...
Bad Quarter: Is Your CRM to Blame?
It's the last week of the quarter and everything is looking good. You have the deals in the tank to hit the target. Then...
Why Sales QBRs are a Waste of Time
Many of you just finished the quarter. Some of you had great results while others are figuring out how to recover. A lot of...
Can a Big Deal Save Your Quarter?
The end of the quarter is almost here. Are you going to make your number? If you answered yes, congratulations. Our research shows that...