Saturday: Sales Strategy: The 5 Ways CMO’s Are Driving The CEO Nuts

Cost per lead has eclipsed $1k in many B2B companies in 2011. In 2010, it typically cost $600 to generate a B2B lead.

 

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Sunday: Non-Buyers Are Liars Too: Don’t Let Reps Conduct Win/Loss Analysis

If you let your sales reps conduct Win/Loss analysis with the prospects that they have been pursuing, they will be lied to.    

 

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Monday: Pipeline Accuracy: 4 Ways A Sales Manager Can Spend Less Time

World Class benchmarking indicates that Best In Class Sales Managers spend 2 hours total per month submitting an accurate pipeline/forecast.

 

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Tuesday: Sales Performance Management: Your Sales Reps Are Pirates

Sales Performance Management 4 steps to measure historical performance in order to validate a Rep’s SWAG accuracy.

 

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Wednesday: Optimizing Rep Assignment And Quantity-Straight Forward Analysis

Do you have the right number of reps and are they assigned in sufficient numbers across target segments?

 

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Thursday: Baseline Selling Time To Improve Sales Force Effectiveness

We are going to discuss how you can determine the amount of time your sales team spends selling.

 

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Friday: How CSO’s Are Moving B Players to A Players At Record Pace

How to move B players to A players with a disciplined process

 

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