Sunday: The Third Step of Territory Design
Compile the universe of customers and prospects matching your ICP to identify the total market potential for your territory design.
Monday: Generating Awareness For Your Key Accounts
The responsibility of the Key Account Manager is to help the client understand the unknown.
Tuesday: Sales Compensation: A Meritocracy, Not A Democracy
How to make your incentive compensation reward performance.
Wednesday: Reduce Your B2B Cost Per Lead With Google’s Remarketing
Statistics show that inbound leads will cost you 62% less than an outbound lead will.
Thursday: A Sales Process That Goes Beyond the Sales Rep
Why you should modify your sales process to provide guidance for sales support staff, not just for the sales rep.
Friday: The Two Greatest Channel Sales Challenges of 2011
If you are releasing disruptive products this year, you should consider these two major channel sales challenges and how to address them.
