The Pipeline
OCTOBER 18, 2021
Then followed a career as an employed trainer and consultant for sales effectiveness; first with the boutique consulting firm “Target Market System” which then became OnTarget before it was absorbed by Siebel Systems where he first held the positions of Business Consulting Director and then Solution Practice Director.
SBI Growth
JUNE 30, 2013
Oracle just missed its 4 th quarter number for the first time in a decade. In B2B sales, activity leads to results. The correct time to add sales people is when business is soft. The correct time to add sales people is when business is soft. More sales people means more sales calls. Let’s not beat up Oracle.
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Mindtickle
MAY 10, 2022
Sales training and coaching are often reserved for new hires and low performers, with the rest of your team getting a brief refresher during your annual sales kickoff. But according to the Sales Management Association, only 30% of sales managers rate their sales training as “effective” for improving low performers.
No More Cold Calling
APRIL 17, 2014
But most sales reps enter the field without any formal training. Some of us get lucky and thrive under a brilliant sales manager. In fact, three out of four salespeople aren’t performing up to par, according to research from sales training consulting firm, Kurlan & Associates. The same is true in sales management.
Sales Hacker
MARCH 30, 2021
When we talk about engagement, mass emails out to our prospects, building velocity is extremely important for the motion of our sales team. Additionally, we have this guided selling platform, allowing us to keep our sales reps within the guardrails of a sales cycle. I transitioned over to Siebel and that got acquired by Oracle.
Hubspot Sales
OCTOBER 2, 2019
Having a sales performance management process in place is crucial for your team’s overall success. There is often a disconnect between the level of effort sales reps put into their work and the tangible outcome seen by sales management and the company at large. Helps predict future sales trends.
Pipeline
MAY 30, 2023
Sales support: support is a broad category that includes training, workflows, escalation, feedback, and tactical support (e.g., your customer wants to modify the terms and conditions of your deal, and you need management guidance/approval). set the budget early to disqualify poor candidates), set general and specific sales goals (i.e.,
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