Books Demand Generation Territories Trends 
The Pipeline
OCTOBER 31, 2011
Have You Read The Sales Book About? Sometime ago I wrote a piece describing one of my favourite interview questions for potential sales recruits : “What was the last sales book you read?” 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 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. Book Notice. Book Review.
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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. conference, relating to acquiring books from Amazon.com, and interaction with Amazon.com staff. in 1916 by Clarence Saunders.”
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. Book Notice. Book Review. Demand Generation. Territory Alignment. Appointments. Buying Process.
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. Book Notice. Book Review. Demand Generation. Territory Alignment. Simply stated, understanding the wins will help you understand what to look for and repeat. Appointments. Voice mail.
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. Book Notice. Book Review. Demand Generation. Territory Alignment.
The Pipeline
FEBRUARY 27, 2012
My carrier is not alone, they are following the trend of many in the market today. Book Notice. Book Review. Demand Generation. Territory Alignment. I am sure that there is another on the way soon. It may be easy to pretend that buyers consumer or B2B, do not pick up on this, but they do. Appointments.
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