SBI Growth
NOVEMBER 4, 2012
Only two other businesses had generators. Your Buyers face their own compelling events. For new customers, build it into the Demand Generation phase. The deli at 15th and 7th Avenue was serving a line of people. The rest of lower Manhattan was completely dark thanks to Hurricane Sandy. As a trigger to start a new sale.
SBI Growth
DECEMBER 19, 2013
For example, you may recognize that you have a massive demand generation problem. A few weeks ago, I was talking to an SVP of sales. The topic was his number. The company’s revenue is in the $700M range. He had been given an aggressive goal for 2014. To say he was concerned about hitting the number would be a huge understatement.
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The Pipeline
JANUARY 11, 2012
Here we are at the start of a new year, fresh faces, prospects and places to engage, and with what most would lead you to believe, a blank slate, ready to conquer sales all over again. Demand Generation. Sales Compensation. While corporate fiscal years are 12-months, and in many cases align to the 12 calendar Jan.
Mereo
MAY 28, 2020
Typically, aside from salaries/compensation, the largest line-item in sales budgets is travel and entertainment expenses (T&E): mileage, flights, client dinners, etc. So get started now with a strategy for how you will capitalize on it, whether it is face-to-face or virtual. Your budget should follow suit.
The Pipeline
SEPTEMBER 9, 2011
If you are in sales and your mandate is to sell to companies within your geographical territory, you have probably faced a scenario similar to the one that follows. Their revenue is generated in traditional ways, they are able to create 1:1 relationships directly with their customers, they do not see the need for a social intermediary.
The Pipeline
FEBRUARY 17, 2012
After all, if the VP can get by with training that does not change sales behaviour, than why can a rep take a similar view, “you wanted five face to face visits, you got five”; KPI met, sale or not. Earlier this week, I posted on two related or intersecting topics sales leaders need to manage and improve.
The Pipeline
JULY 25, 2011
Yes it takes work; sure it’s not always pretty, and often exposes weaknesses we don’t want to face. Yes it takes work; sure it’s not always pretty, and often exposes weaknesses we don’t want to face. in addition to presentations there were a number of vendors. All around the other vendors all were accepting credit cards, bit my man!
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