Sales Benchmarking: A New Tack In Assessing Sales Problems by Sales Benchmark Index – PDF An organization accomplishes sales benchmarking through a rigorous analysis of its sales function, comparing its performance across leading (not lagging) indicators and comparing that to …
Monthly Archives: February 2010
Sales Benchmarking – by Sales Benchmark Index
Posted February 24th by Matt Smith
Posted in Sales Growth & Strategies
Tagged benchmarking sales performance, key performance indicators, sales benchmarking
No Comments
Do Not Hire Part 4 – Evaluating Lead Management Systems
Posted February 22nd by Dan HudsonPart 1 of the Do Not Hire That Rep series suggested sales leaders not automatically replace the bottom performing sales rep (or bottom 10%) when management decision or attrition takes them out of the organization. Part 2 said that instead, …
Posted in Lead Lifecycle Management, Sales Leaders Blog
3 Comments
Brave New World of Sales – by B2B and Eloqua
Posted February 11th by Matt SmithBrave_New_World_of_Sales_by_B2B_and_Eloqua – PDF Responding to the new buying process by applying the modern education model to content nurturing strategies.
Social Media Campaigns – by 60 Second Marketer
Posted February 9th by Matt SmithSet Up And Run Social Media 2009 – PDF How to Set Up, Run and Manage a Social Media Campaign Social Media overview Case studies How NOT to run a Social Media campaign The big idea in Social Media 60 …
Posted in Brand & Image Building
Tagged selling with social media, social media marketing
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Managing Leads for Stronger Pipeline by Forrester
Posted February 8th by Matt SmithManaging Leads for Stronger Pipeline Forrester – PDF By developing consistent repeatable processes and investing carefully in automation, Forrester found that these companies achieved stronger, more qualified sales pipelines, greater visibility into the impact of marketing on sales, more control …
Posted in Lead Lifecycle Management, Pipelines, Forecasts & Bid Management
Tagged content, Lead Management, Lead Nurturing, scoring, segmenting
No Comments
Sales 2.0 May Put You Out of Business
Posted February 4th by Matt SmithDan and I recently hosted a brainstorming coffee meeting with a couple business owners considering dipping their toes into sales 2.0, in this case weekly blogging, modest social networking and establishing an entry level in-bound lead generation programs. They could …
Posted in Sales 2.0, Sales Leaders Blog
Tagged blogging for lead generation, cold calling is dead, in-bound lead generation, sales 2.0
2 Comments
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