No More Cold Calling
NOVEMBER 7, 2013
Avoid these sales management pitfalls. Sales execs recognize that coaching contributes to performance. Most sales leaders are so busy that the only coaching they have time for is asking reps who they plan to call during any given week. Download the white paper. But by how much? But that’s not coaching.
Partners in Excellence
MARCH 12, 2020
They were hitting their monthly proposal number, but many of the opportunities were marginally qualified, or opportunities they shouldn’t have been chasing in the first place. Afterword : The process we put in place with my client was based on the implementation of our Sales Execution Framework (SEF).
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The Pipeline
MARCH 6, 2012
Stored in Attitude , Book Notice , Price , Proactive , Sales Leadership , Sales Success , Sales Technique , execution. All sales aren’t created equal. Random Walk Down Sales Street. Sales Bloggers Union. Sales Compensation. Sales Cycle. Sales eXchange. Sales Force Alignment.
Cincom Smart Selling
FEBRUARY 9, 2016
Like any other sales channel, your indirect channels will need the basic tools required to sell your product. Demo facilities, white papers and other late cycle tools will be expected as well. Be sure your pricing is reasonable for the market and to show your partner how they can expect a specific margin for their efforts.
Pointclear
JUNE 4, 2013
Last year I released a business development strategy white paper expecting most people to download it in October or November planning for the new year, but in fact found people downloading it in April, so they were planning their business development strategy for the new year, with almost a third of the year behind them.
The Pipeline
FEBRUARY 3, 2012
One approach that intrepid leaders can look to is too shrink the size of territories, based on a number of factors driven by deal size, length of cycle, nature of the offering (new or mature), is the focus margin or market share, is there opportunity for organic growth, or strictly competitive account growth, and others. Sales Bloggers Union.
Partners in Excellence
AUGUST 22, 2019
As people struggle to make their numbers or to maintain their pipeline/activity metrics, they tend to cast a wider net, losing focus on the Ideal Customers, pursuing marginal cases. As in (1), these opportunities are low probability, but consume lots of sales time. Just reach out if you want a free copy of this white paper.
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