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How to Assess and Sequence Your Sales Initiatives

SBI Growth

Level of Effort means how hard will the initiative be to pull off. For example, you may recognize that you have a massive demand generation problem. But given the current state of your organization, how hard will it be? How to conduct the assessment. It is called How To Fix Your Sales Problems in the Right Order.

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How to Fast-Track New Rep Productivity

SBI Growth

You’ve had an open territory for some time. So how do you get your new rep to produce quicker? Marketing / Demand Generation Campaigns / Lead Management. It’s every Sales Manager’s struggle. Getting quality candidates through the interview process has been slow going. You finally found an A-player. Product Knowledge.

Hiring 202
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Can You Switch Hit For Sales Success?

The Pipeline

I remember when I first started working for a company back in the early 1990’s (before we had web mail), the company had two main product lines, and had the usual territories across the continent, primarily driven by geography.

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3 Ways a Sales Leader Should Rollout a Quota Increase

SBI Growth

Top sales leaders know how to communicate and roll out a sales plan. The impact to the individual sellers and their territories. Rebalancing of any territories due to the new quota. Today’s marketing organizations are generating 25+% of the sales funnel. Now you need to roll it out to your management team. Start Early.

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The Pipeline ? Shrink Your Way To Success

The Pipeline

Stored in Attitude , Business Acumen , EDGE Sales Process , Metrics , Productivity , Sales Success , Territory Alignment , execution. By shrinking your territories, strategically where it make sense. logically shrink territories. logically shrink territories. Not all sales people have the same skills.

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The Pipeline ? In Conversation ? How to Shorten the Sales Cycle

The Pipeline

In Conversation – How to Shorten the Sales Cycle. Demand Generation. Territory Alignment. Tags: Attitude , Communication , EDGE Sales Process , execution , how to sell better , Planning , Proactivity , Prospecting , qualifying , Renbor Sales Solutions Inc. April 2008. March 2008. February 2008. January 2008.

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The Rise of the Agile Performance Review

SBI Growth

This post focuses on how to make a leap forward with the Agile Performance Review. Changes to Territory coverage. The addition or subtraction of a key account from the territory will do likewise. Content creation & demand generation. The annual review is dead because a year is too long to wait.