Create. Increase. Accelerate. tm
No Surprise Is A Good Surprise (When Revenue Planning)
September 29, 2009
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 to future success, but the on-going operations of many companies rely on recurring revenue that sustains them. As part of any thorough revenue planning process, sales leaders must look at the embedded... Read More...
Sales Readiness For 2010 – Sales Leader Telebriefing #3
September 23, 2009
Sales 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 differentiate one provider from the next and certainly not enough to close a sale. Teams must be Sales Ready but many struggle... Read More...
Linkedin Essentials by Integrated Alliances
September 22, 2009
Linkedin 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. Read More →
Knowing When To Say Goodbye
September 22, 2009
In 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 that some of your sales team will not have enough qualified pipeline to make their quarterly or annual quotas. Assuming that quotas were set properly, and the sales person... Read More...
3forward Chairing The Outsourcing Institute’s Outsourcing 2.0 Roadshows
September 18, 2009
The 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 in 20 cities over the course of 20 weeks. Each road show features educational presentations on key outsourcing... Read More...
Creating Qualified Opportunities – Sales Leader Telebriefing #2
September 16, 2009
Everyone 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 rates and raise winning percentages. Sales Leader Series #2 – Creating Qualified Opportunities – 3forward and OI –... Read More...
David Ogilvy and the Origins of Sales 2.0
September 13, 2009
Dan 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 in the latest industry to enjoy a 2.0 rebranding. A common theme across presenters was that all previous (i.e. 1.0) selling models are dead. Some even suggested the entire... Read More...
Escaping Pipeline Purgatory – Sales Leader Telebriefing #1
September 10, 2009
Sales 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 end. The biggest obstacle for many leaders is separating those once promising, but now stalled, opportunities from those still worth their... Read More...
The Sales Leader Series – Building Winning Sales Teams
September 9, 2009
Sales 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 24, 2009; 12:00 PM Eastern US Sales Readiness for 2010 - download / view October 1, 2009; 12:00 PM Eastern... Read More...
Time Helps No Sale (or, How the Pipeline Got Over Inflated)
September 7, 2009
By Dan Hudson, President, 3forward We all remember the deal that was really looking good. The client had a need; our product or solution was a good fit; the ROI was right; the client budget was in place to fund it, and we were positioned with the person(s) that could say yes. Everything was looking green for the close and the forecast looked great! Then nothing happened. The expected decision... Read More...
