As we make the final push for 2009 and get ready for 2010 let’s try not to forget those clients that got us to where we are today. Sales is often conditioned to believe that “new logos” are the key …
Monthly Archives: September 2009
No Surprise Is A Good Surprise (When Revenue Planning)
Posted September 29th by Dan Hudson
Posted in Pipelines and Forecasts, Sales Leaders Blog
Tagged forecasting, pipeline, revenue planning
No Comments
Sales Readiness – Sales Leader Telebriefing #3
Posted September 23rd by Matt SmithSales Leader Series #3 – Sales Readiness 2010 – 10-01-09 – Final – PDF (download presentation) The tough business climate is not letting up and extreme competition exists in every industry. Aggressive pricing and quality delivery are not enough to …
Posted in Sales Leadership
7 Comments
Linkedin Essentials by Integrated Alliances
Posted September 22nd by Matt SmithLinkedin Essentials by Integrated Alliances – PDF – Unleashing the power of Linkedin in Five Steps. This foundation document provides all the instruction necessary to getting started with this powerful social networking application.
Posted in Technology For Sales & Marketing
Tagged lead generation, LinkedIn, sales 2.0, Socia Media for Sales, social networking
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Knowing When To Say Goodbye
Posted September 22nd by Dan HudsonIn my last post, “Time helps no sale” (or, how the pipeline got over inflated) I strongly suggested that a pipeline reality check is a necessary process to go through on a regular basis. Once completed it exposes the reality …
Posted in Managing Sales Teams, Sales Leaders Blog
Tagged Bottom Performers, Rep Ranking, sales management
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3forward Chairing The Outsourcing Institute’s Outsourcing 2.0 Roadshows
Posted September 18th by Matt SmithThe Outsourcing Institute, a vendor-neutral professional association dedicated solely to outsourcing, announced the launch of its Outsourcing 2.0 road shows. Designed to help business professionals navigate the complexities of making the right outsourcing decisions, the road shows will be held …
Posted in Selling Outsourcing
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Creating Qualified Opportunities – Sales Leader Telebriefing #2
Posted September 16th by Matt SmithEveryone else is talking leads. We are talking what really matters – qualified opportunities! Join us for an inside-the-engine view of the processes, tools and best-practices that will help Sales Leaders find more of the right opportunities, increase lead conversion …
Posted in Lead Lifecycle Management
7 Comments
David Ogilvy and the Origins of Sales 2.0
Posted September 13th by Matt SmithDan Hudson and I spent a full day at the Sales 2.0 conference in Chicago (Sept 10, ’09). The event promised an opportunity for sales and revenue leaders to learn and view the new tools, best practices and innovations happening …
Escaping Pipeline Purgatory – Sales Leader Telebriefing #1
Posted September 10th by Matt SmithSales Leader Series #1 – Escaping Pipeline Purgatory – 3forward and OI – 9-17-09 – PDF (View The Presentation) 2009 is entering the final stretch and sales leaders are doing everything they can to close crucial new business before year …
Posted in Pipelines and Forecasts
6 Comments
The Sales Leader Series – Building Winning Sales Teams
Posted September 9th by Matt SmithSales Leader Series – Fall 2009 Complementary Tele-Briefings Presented by The Outsourcing Institute and 3forward Escaping Pipeline Purgatory – download / view Sept, 17 2009; 12:00 PM Eastern US Creating Qualified Opportunities (Not Just Leads) – download / view September …
Posted in Uncategorized
No Comments
Time Helps No Sale (or, How the Pipeline Got Over Inflated)
Posted September 7th by Dan HudsonKnowing your true pipeline value is imperative to effective sales planning and revenue forecasting. Having a realistic pipeline picture will also help you make your case for any necessary investments in your team to make them capable of meeting the 2010 sales number.
Posted in Pipelines and Forecasts, Sales Leaders Blog
Tagged forecasting, revenue planning, sales leader planning, sales pipelines
2 Comments
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