by Art Petty | Jul 23, 2009 | Decision-Making, Leadership, Leading Change, Strategy
The old adage of “you get what you measure” is an old adage for a reason. It’s generally true. There was the sales manager who implored his team members to focus on finding new customers. The compensation plans were based on a single revenue number, and naturally the...
by Art Petty | Jul 14, 2009 | Leadership
I long ago accepted the fact that I’m a slight freak of corporate nature when it comes to sales or marketing. Like my left-handed writing and right-sided everything else, I’m eminently comfortable in seeing the world through the eyes of sales or the eyes of marketing....
by Art Petty | May 21, 2009 | Marketing
I was reminded yesterday of one of the fundamental failure points of many marketing and sales teams: lead management. This reminder was painful. I was meeting with some savvy people who drive leads for B2B firms and the topic of lead management practices came up...
