SBI Growth

AUGUST 15, 2012

Typically the focus is on blocking and tackling: basic execution of a compensation plan, sales dashboards, sales crediting, and territory/customer assignments. What separates most organizations from those that are “World-Class” is the existence of bold insights that drive sales strategy.

Infusion 244

Infusion Data Ideal Customer Profile Strategy 244

SBI Growth

AUGUST 31, 2013

Sales Rep turnover at AdzaTran (a B2B transportation equipment supplier) has been increasing lately. Dani, the VP of North America Sales, is frustrated. Modified the sales compensation and quotas. Revised sales territories. Shifted around Sales Managers.

Hiring 310

Hiring Transportation Follow-up Lead Rank 310

The Pipeline

NOVEMBER 28, 2011

People buy from people, not automated sales training programs or high technology CRMs. The market place today is the same as over 2,000 plus years ago just a little more crowded and with the ability to transport using technology half way across the world. Random Walk Down Sales Street. Sales Bloggers Union. Sales Cycle.

Buyer 219

Buyer Pipeline Twitter Hiring 219

Customer Centric Selling

SEPTEMBER 9, 2013

Sales Turnover - A Symptom of a Low Performing Sales Culture Sales Rep turnover at AdzaTran (a B2B transportation equipment supplier) has been increasing lately. Dani, the VP of North America Sales, is frustrated. Modified the sales compensation and quotas. Revised sales territories.

Training 53

Training Hiring Transportation Territories 53