The Pipeline

AUGUST 8, 2011

Last week I wrote about the follies of having a shorter sales cycle , beyond the points highlighted, I think it raises another trend in sales these days. One that permeates many aspects of sales, starting at planning and territory alignment, right down to day-to-day tactical aspects of sales. Demand Generation.

ACT 244

ACT Pipeline Top of Funnel Hiring 244

The Pipeline

OCTOBER 31, 2011

Recently I have seen a trend that has warmed my heart a wee bit, companies who are actually creating sales libraries for their sales teams. The trend I am seeing at a number of companies goes beyond that. Demand Generation. Territory Alignment. B2B Lead Generation Blog. Community Marketing Blog.

Pipeline 253

Pipeline Top of Funnel Hiring Real Estate 253

The Pipeline

APRIL 27, 2011

This can be an overview of new research, feedback from a recent customer briefing, review of new market trends or analyst data, or even a quick presentation or interview (live or recorded) with an actual customer. Review & discuss a new perspective, blog post or article you found. Demand Generation. Do role-playing.

Sales Meeting 251

Sales Meeting Pipeline Meeting Hiring 251

The Pipeline

DECEMBER 12, 2011

The other two, allow you to spot changing trends and help you avoid the tunnel vision created when you look only at the wins. Demand Generation. Territory Alignment. B2B Lead Generation Blog. Commentary on Sales Leadership: Dave Stein’s New Blog. Community Marketing Blog. Top Sales Blog.

Pipeline 225

Pipeline Hiring Lead Rank Lead Scoring 225

The Pipeline

AUGUST 26, 2011

Her company’s sales training had focused on helping customers find emerging markets, gaps in an industry’s solutions to challenges and areas where IT should be entering in order to take advantage of the latest and most sustainable trends. Demand Generation. Territory Alignment. B2B Lead Generation Blog.

Pipeline 227

Pipeline Top of Funnel Hiring Webinar Metrics 227

The Pipeline

JULY 19, 2011

While I think it is important for experts and pundits to challenge sales people to stretch and evolve, to stay on top and ahead of evolving trends and technology, it is also important to keep it real. Demand Generation. Territory Alignment. B2B Lead Generation Blog. Community Marketing Blog.

Pipeline 267

Pipeline Demand Generation Agencies Lead Rank Lead Scoring 267

The Pipeline

AUGUST 16, 2011

” You need to look at the wins to better define what to look for in the future, but this may cause you to be slow in responding to changing trends. Demand Generation. Territory Alignment. B2B Lead Generation Blog. Commentary on Sales Leadership: Dave Stein’s New Blog. Top Sales Blog.

Pipeline 267

Pipeline Lead Rank Lead Scoring Sales Qualified Lead 267