Create. Increase. Accelerate. tm
Cost of Not Nurturing Leads by Lisa Cramer LeadLife
January 28, 2010
Cost of Not Nurturing Leads by Lisa Cramer LeadLife – PDF Read More →
Sales Performance Optimization Study – by CSO Insights
January 28, 2010
Sales Performance Optimization -2009 Study – CSO Insights Exceptional study from CSO Insights (http://www.csoinsights.com/). CSO Insights benchmarks the challenges faced by today’s sales and marketing organizations. They track trends in the use of people, process, technology and knowledge to improve sales effectiveness. Read More →
Improve Lead Generation with Prospecting 2.0 – by Josiane Feigon
January 28, 2010
How To Improve Lead Gen with Prospecting 2-0 by Josiane Feigon – PDF Read More →
Trends in Market and Competitive Intelligence – by Target Marketing and Experian
January 26, 2010
Trends In Customer Intelligence by Target Marketing and Experian – PDF Read More →
Do Not Hire Part 2 – Create Leads Instead
January 26, 2010
In Do Not Hire That Sales Rep I suggested that when replacing a sales person that was not making the grade there could be a better way to use those sales expense dollars to achieve the revenue target. Instead, we find that investing more into the sales team members that are making the plan greatly increases your likelihood of success – and provides a huge positive motivational impact to your team. Where... Read More...
Do Not Hire That Sales Rep!
January 21, 2010
We’ve all been there, your sales team is down one or more members due to planned – or unplanned attrition. (Usually the attrition is of the planned variety). The sales person was not making their number, their pipeline was deficient, activity might have been evident but the results were not, so action had to be taken. You now have an open position with quota associated with it so you must... Read More...
Everest Group Selects 3forward for Insights(tm) Sales Assistance
January 19, 2010
Dallas, TX, 3forward today announced they have been selected by global consulting and research firm Everest Group to assist in the release and sales of Everest InsightsTM. This new offering helps sales organizations of outsourcing suppliers significantly improve account targeting and prioritization. 3forward will provide sales support, promotion and other activities to Everest and have incorporated... Read More...
Webcast: Enabling Sales Effectiveness Through Actionable Insight – Everest Group & 3forward
January 17, 2010
Download Slides! 3forward_Sales_Readiness_Series_Actionable_Sales_Insight Highly Successful Sales Practices Have Changed – Have Yours? Everest InsightsTM, a comprehensive product suite developed by Everest and 3forward, helps outsourcing supplier sales organizations significantly improve account targeting and prioritization, greatly enhance opportunity qualification and meaningfully engage prospects... Read More...
Digital Tools for the Sales Playbook
January 14, 2010
The new sales economy demands that we make major changes to the way we prospect and qualify accounts. In the not too distant past we had the luxury of going through what was sometimes a lengthy discovery/qualification process followed by a solution design phase and finally an evaluation and closing phase. We were happy if we closed 15-20 percent of the opportunities we pursued. The current economy... Read More...
It’s a New Sales Year. Those Compensation Plans Done Yet?
January 11, 2010
By now you have your 2010 revenue plan locked in place, your sales team is refreshed and at full strength, and your pipeline is purged of all unqualified opportunities. You are ready to start out 2010 strong, right? Well, maybe not. If your 2010 sales incentive compensation plan has not been implemented you are still sitting at the starting gate. Compensation plans are often the last component of... Read More...
