Demand Generation Social Selling Territories Trends 
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.
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. EDGE Selling. Sell Better. Selling to Executives. Social Buying.
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The Pipeline
JULY 19, 2011
Stored in Attitude , Business Acumen , EDGE Sales Process , EDGE Selling , Impact Questions , Interactive Selling , Proactive , Proactivity , Sales 2.0 , Sales Strategy , Sales Success , Social Selling , Social media , execution. Social Selling. This post has 1 comments. July 19th, 2011. A Guide [.].
The Pipeline
APRIL 27, 2011
We’re not selling in a vacuum. 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. Demand Generation. EDGE Selling. Sell Better. Social Buying.
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. EDGE Selling. Sell Better. Selling to Executives. Social Buying. Social media. Social Selling. Territory Alignment. Book Notice.
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. Sometimes she would leave a meeting without having even tried to sell him anything. EDGE Selling.
The Pipeline
SEPTEMBER 30, 2011
Spot Trends. Recognize trends, changes, marketing mistakes, etc. A new trend that is different from your product or service is a terrific opportunity to present something new to your customers. Social Selling. Social Selling. Demand Generation. EDGE Selling. Sell Better.
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