I met with my friend Brian last week. Brian runs Worldwide Sales for a Bay Area technology company. Brian shared with me that his recent World tour visiting his field offices could be characterized as “The Complaint Tour.”

“Salespeople who are behind on quota are notorious complainers”, he added, but one complaint that came up in nearly every office from salespeople and key channel partners was, “I can’t find what I need, when I need it – how can I move deals forward?”

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