Term
Industry
Strategy
Content Type

How Sales VPs Prepare to Beat the Competition in Q1

For most of the Sales VPs we talk to, quarterly success comes down to a few big deals. Does yours? This post is written for the VP of Sales who cannot afford to lose competitive deals in Q1. Download the...

Benchmark Your Demand Generation Content in 4 Quick Steps

It offers a basic 4 step process to benchmark your demand generation content. Demand generation content refers to web pages, blogs, eBooks, white papers, webinars, newsletters, and many others. Its role is to generate leads. Your prospects decide if they...

4 Meetings You Need to Keep Sales Cadence

In my previous blog, I explored some of the communications necessary for field organizations to report back to corporate. Conversely, below is a breakdown of 4 meetings that you, as a Sales Leader, should implement in order to maintain the...

How to Use Influencers and Impact to Improve Win Rate

This model focuses on 3 Categories Essential to a Sale: Company (e.g. brand strength, reputation etc.) Solution (i.e. product and/or service) Channel (i.e. direct sales, indirect, etc.) Each of these Categories has their own Influencers that are known to directly affect your Win Rate....

Don’t Give Away the Store – Use a Solutions Options Approach Instead

This happens when your sales process gets out of sync with the customer’s buying process. Early in B2B transactions, the prospect asks, “How much does your solution cost?” Reps eagerly mistake this as a sign that the customer is getting...

3 Sales Coaching Activities to Separate You from Your Peers

This is the first problem to solve. Let’s assume you have your time allocation at best in class levels. How do you monetize your coaching time?There are3critical coaching activities that separate average from great allowing ‘A’ player sales leaders to...

Indirect Channel Management: What’s in Your Pipeline?

Pipeline Management is a fundamental best practice in predicting future revenue and profitability. It also helps management assess the effectiveness of products, sales reps, and current marketing and sales campaigns. While Pipeline Measurement is common for any World Class direct...

Sales Management: Three Sure Ways to Get Fired Next Year

52% of VP of Sales are dissatisfied with their current Sales Management team responding that most are ‘B’ or ‘C’ players. Over 63% of Sales Managers are dissatisfied with their current jobs and are looking for new ones. ‘Houston, we have...

Channel Management: Sales Enablement Will Drive 2012 Revenue Growth

In our annual channel VP survey, 112 of the 208 responses indicated they were not certain which tactics to change of the various options available to them. Are you one of the VP’s of Channels that is wondering what will...

3 Sales Consulting Tools That Will Save a Sales Manager’s Time

Here are some of the tools our sales consulting firm uses to save sales managers time. Put them to use and you might be able to “get a life”. 1- Lattice Engines– Get more out of your CRM Sales managers are spending...
1 31 32 33 34