Demand Generation Territories Trends Webinar 
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. Territory Alignment. Book Notice. Book Review. Business Acumen. Buying Process. Voice mail.
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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. Demand Generation. Territory Alignment. We’re not selling in a vacuum. Book Notice. Book Review. Voice mail.
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. Territory Alignment. Experience involves reviewing outcomes of previous deals, not just those you win, but losses, and the ones that went to no decision. Book Notice. 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. Demand Generation. Territory Alignment. Ian felt bad for Sandra. Book Notice.
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. Demand Generation. Territory Alignment. Book Notice. Book Review. Business Acumen. Buying Process. Cold calling.
The Pipeline
AUGUST 16, 2011
” You need to look at the wins to better define what to look for in the future, but this may cause you to be slow in responding to changing trends. Demand Generation. Territory Alignment. You need to look at your losses because they will show you what you can change in your game to lead to more wins. Book Notice.
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