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Strategy
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Eloqua CEO Defines the Perfect B2B Sales Leader in 2012

An Interview With Eloqua’s CEO, Joe Payne This is an interview with Joe Payne, the CEO of Eloqua, the leader in the marketing automation software industry. Eloqua’s products and services help companies grow revenue through superior lead generation. JK: Please describe the...

Sales Training—CEOs have spoken: 5 Must Haves for the 2012 VP of Sales

CEOs are growing frustrated with the old style sales managers they are interviewing. Why? The CEOs we are speaking with (inside and outside of the F500) are looking for a new brand of VP of Sales. Many of you are...

Sales Training– Failure of new VP of Sales is tied to change not skill

There is a gap in corporate America; current and prospective VPs of Sales are not aware of how to assess an organizations ability to change. The interview for the Big Job is focused on “turning over your baseball card”. They...

Is Your Sales Process Upside-Down?

Humor me and take a moment to see if your Sales Process is upside-down. Does it accurately describe each of the steps that your salesforce must take to convert a prospect to a customer? Is your CRM system able to...

Sales Performance Management: Failure to Launch

1. Basing SPM solely on an Incentive Compensation Management (ICM), Customer Relationship Management (CRM) or Sales Force Automation (SFA) system. Traditional sales organizations drove behavior primarily through changes to sales force incentives – thus linking ICM and performance. SPM provides the...

Sales Consulting: Client Staff + Consulting Staff = Project Success

Why? The client’s knowledge of the industry, company, and product will be more robust than the sales consulting firm’s knowledge in these areas. The implications of this are worth discussing in more detail. Industry Industries have a life cycle and a structure. Industry...

Six Common Mistakes in Sales Force Sizing – Sales Force Effectiveness

Examine key decision criteriaregaring the sizing of your sales force to review the 6 common mistakes in sales force sizing: Maintain the cost of the sales force as a constant percentage of sales. While this metric is important to track, this...

Sales Strategy: A Global Perspective

I reached out to my friend Lee Wood, SVP of Global Sales at Thomson Reuters, and asked him to chip in. Lee is the rare sales leader who was born in, and lives, in the UK who leads a global...
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