Are you sick and tired of the prima donna sales rep who cherry picks the best leads and leaves the hard work for someone else? Well, Marketo President and CEO Phil Fernandez suggests putting this supposedly bad behavior at the center of your revenue performance management process.
This bold idea is one of many in Fernandez’ new book, Revenue Disruption: Game-Changing Sales And Marketing Strategies To Accelerate Growth. In this excerpt, Fernandez explains how a simple shift can help marketing and sales teams work together to create a more efficient, cost-effective process that better reflects the new realities facing the modern sales team. Continue reading »