Term
Industry
Strategy
Content Type

Channel Management Strategy – Deal Yourself Four Aces

#1 – Topgrade your entire channel sales team. Follow the “people first” principle and you have addressed over half of your performance challenge. The best practices in sales talent management are widely known and yet only a small percentage of...

Key Account Management: Does size really matter?

Let’s assume for the sake of this discussion that the key account team is established and you have gone through the key account selection criteria we’ve discussed previously. In addition, you have determined those clients that opted into the key...

Go to Market Strategy: Create Time and Print Money

Best in classsales teamsspend 75% of their time selling.The average salesforce spends 58% of their time selling. Why?People are inherently inefficient. We like to tell ourselves and others how busy we are, but busy doesn’t mean productive. The truth is that...

Key Account Management: Separation of Church & State

As mentioned previously, key account team structure has literally hundreds of variations in support of the key account (mapped to the customer buying process). Fundamentally the key account teams include multiple levels of sales resources. Specifically, a senior executive responsible...

Go to Market Strategy: Take a look in the Mirror

Below is a list of questions to ask when evaluating your Go to Market Strategy. Is my sales force optimally configured togrow revenues? How do we become more efficient without jeopardizing our revenue stream? How many times did you answer ‘No’? Take each...

Resource Planning – Listening to the Voice of your Customer

The smart sales leader understands the dynamics between proper sizing and performance. Problems can surface if you grow your sales force too aggressively. New salespeople need time to learn the company’s offerings, markets and selling process as well as establish...

Four Questions with Eloqua’s Joe Chernov

Three ways. First, content marketing helps fill the top of the funnel. Valuable, lightly branded content that helps customers (or those who influence customers) do their jobs better triggers far more awareness than self-referential marketing collateral. This content attracts new...

Key Account Management: Quit While You’re Behind

We have discussed selecting the right key accounts, how to develop opportunities within accounts, compensation and even the type of competencies required of key account managers but what about the avoidance of job corruption. Avoiding individual role corruption will prevent less...

The Truth about The Truth About Leads

The Truth About Leads targets an audience of all those looking to produce and utilize the best leads that generate the best customers. Dan’s book can be read quickly, contains great content and therefore has a high return on investment....

Lead Generation: Lead Development Reps – Top 2012 Strategic Decision

For organizations involved with a complex sale, this direction is crucial to future competitive viability. World class B2B companies are responding to the needs of the evolving buying process by building teams of Lead Development Representatives, also called LDR’s, to...
1 255 256 257 258 259 260