Saturday: The Fourth Step of Territory Design

Map the accounts to optimize Territory Design results by Focused Account Consolidation, Workload Leveling, or Territory Compression.

 

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Sunday: Helping Your Key Accounts Understand Why They Need Help

Consideration, within a Key Account, involves establishing with the client the need for an external solution or expert to resolve the problem.

 

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Monday: Should Sales Compensation Include Customer Satisfaction?

Should sales compensation include customer satisfaction results?

 

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Tuesday: 10 Reasons Why A Centralized Lead Development Team Would Make Sense For You

10 reasons standing up a lead development team in a central location is a better move than having the LDT decentralized in the field offices.

 

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Wednesday: Do You Have The Right Job Aids In Your Sales Process?

Ensuring you have the right Job Aid, tailored to the buyer behavior, and oriented to the sales process exit criteria.

 

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Thursday: Your Channel Comp Model Contradicts Your Business Strategy

You should be concerned if your margin loss on big channel deals is greater than 8%.

 

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Friday: Sales Strategy: A Global Perspective

Interview with Lee Wood, SVP of Global Sales at Thomson Reuters: The sales strategy behind a best-in-class sales force outside of the U.S.

 

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