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Strategy
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Attracting and Retaining A-Players in Today’s Market Conditions

May 22, 2020
A few months ago I wrote about unemployment which was then at an all-time low—how things have changed. A-Player sales reps, who are precious assets in any economic climate, are currently unsettled regardless of their reputations and legacies. The world...

Don’t Let Your A-Players Run the Coop—Retain Top Talent with World-Class Talent Programs

December 11, 2019
Unemployment is at record lows, and the job market for talent has never been hotter. Even the most seasoned Chief Human Resource Officers (CHROs) get anxious, knowing their top talent is prone to be poached. As part of our routine...

Sales Leader A-Player Scorecard

July 30, 2018
Download the Sales Leader A-Player Scorecard. Key Benefits: Receive guidance in your top grading process. Assess individuals against the scorecard of a builder or runner. Define competencies and who will be best fit for your specific role. Fill out the form below to...

Why A-Player CMO’s Exercise Extreme Ownership

May 22, 2018
In B2B organizations, the marketing function takes its share of criticism. The sales function has the highest level of accountability with the clearest barometer of success. The marketing function is expected to contribute revenue, but the path to proving that...

How Do You Know If Your SDRs are A-Players?

December 28, 2017
Your team is up to bat, and you need runs. The lead-off hitter is your key player. They will get on base and put the rest of the team in position to bring in runs. Your Sales Development Representative (SDR) is...

Podcast: How A-Player CMO’s Implement Account Based Marketing

December 8, 2017
Joining us for today’s show is Mike Volpe, the Chief Marketing Officer for Cybereason. Mike answers questions out of SBI’s How to Make Your Number in 2018to provide an in-depth view into how A-Player CMO’s guide ABM strategy. To follow...

Build A Team of A-Players

August 30, 2017
I recently interviewed Chris Walter, a Vice President of Strategy who knows how to build a sales force. Today’s topic is dedicated to attracting and retaining top sales talent. Chris and I leverage the How to Make Your Number in...

Attract A-Players Who Generate 5x More Revenue than B-Players

August 12, 2017
Joining us for today’s show is Chris Walter, a Vice President of Strategy who knows how to build a sales force. Today’s topic is dedicated to the topic of attracting and retaining top sales talent. Chris and I leverage the...

Not Enough A-Players in the Sales Organization?

July 7, 2017
“A” players generate 5x more revenue than “B” players and 10x more than “C” players. Take action on four steps to improve your hiring process. It’s difficult to grow revenue faster than your industry’s growth rate and faster than your...

Looking for A-Players? It Takes One to Know One

April 30, 2017
Your salespeople bring in the revenue. But who’s bringing in your salespeople? It’s difficult to grow revenue faster than your industry’s growth rate and faster than your competitors. Leverage the How to Make Your Number in 2018to access a revenue...
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