Ryan Tognazzini
Ryan Tognazzini
Ryan is a recognized thought leader in business-to-business sales force effectiveness. During his time at Sales Benchmark Index, he developed many of the evidence-based best practices housed in SBI's database of 11,000 companies. Ryan has more than 15 years of experience focused on increasing sales productivity through improvements in account segmentation, lead generation and sales processes.
Use the 5 Steps of Conversion to Measure Marketing’s Pipeline Contribution
It is a huge challenge for marketing organizations to justify cost and prove return. But your job as CMO depends on it. Your organization’s pipeline...
“Before” and “After” Shifting a Startup Into High Gear
In 2009, Alex Shootman, a senior VP of Sales at Austin-based software company Vignette Corp., said goodbye to a job with a comfortable base...
Can Your Sales Team Execute Differentiation?
For the 8th consecutive year, SBI has published a best practice research report. It’s called “How to Make Your Number in 2015.” The report...
5 Ways Sales Leaders Can Do More With Less
The New Year is coming up. It’s almost certain your number is going up. It’s also likely your budget increase will not match your...
What Sales Leaders Can Do When the CEO Doesn’t Get It
What are the top 10% of sales teams doing differently that is contributing to their outstanding performance? This is a quote from our “How to...
Get Better New Product Results with Great Coaching
B2B companies launch thousands of new products every year. Chances are, you’ve already launched one, or you will before year end. Perhaps you’ve experienced a common...
3 Ways to Improve Your Sales Forecast
“Boss, I’m sorry, but the Acme deal isn’t going to come in this quarter. We are updating the forecast to close Acme next quarter.”...
Why Losing Can be a Good Thing for Sales Leaders
I was recently asked this by the sales leader for a large software company. It was on the heels of losing a multi-million dollar...
What Sales VPs Can Learn About Field Adoption from Salesforce.com
There are many ways to get more from your sales force. Sales VPs constantly have ideas on new initiatives to implement. When implementing new...
9 Tips for Building an Inside Sales Force that Works
In a recent post, I discussed 5 reasons sales leaders should consider inside sales. This post is for sales leaders looking for further education...
5 Reasons You Should Rethink Inside Sales
Leading a large sales organization is becoming more challenging each year. Your market and buyers are changing rapidly. It seems like things used to...
Connecting the Dots between Sales Strategy & Execution
50% of solving a problem is defining it correctly. If you've read our blog lately, you've noticed sales execution is a popular subject. A...
Why You Should be Worried About Your Sales Kickoff
Sales kickoff ("SKO") season is under way. It's likely you and your sales team are getting ready for yours. You've invested lots of money...
Sales Strategy: From Vision to Execution
Increasingly, companies are missing the number because they lack a formal sales strategy. Your industry peers are getting smarter. Many are not making the...
The Next Big Thing in Sales Hiring
The annual planning cycle is upon you. Your team is putting together their wish list for next year. New initiatives, processes, training and headcount...
How Gamification Will Impact Your Sales Initiatives
If you are like most of corporate America, your year is ending soon. You have started planning for next year. Part of that may...
The Secret to Hiring Great Sales Leaders
Those who build great companies understand that the ultimate throttle on growth for any great company is not markets, or technology, or competition, or...
The Reason Sales Projects Fail
Execution. How often have you rolled out a new sales project that failed? Most projects fail because they lack a well-defined execution plan. Here is...