Yearly Archives: 2011

What Are Your New Year’s SALES Resolutions?

Posted December 22nd by Matt Smith

New Commitment to Sales Improvement! It’s never too soon to start making those lists of New Year commitments so common in early January.  Here are a few suggestions to help you CEOs and Chief Sales Officers with your list of …

Wake Up Those Cold Sales Leads – A MarketingSherpa Case Study

Posted December 21st by Matt Smith

Cold Lead Nurturing Program Boosts Sales Case studies provide great templates for companies looking for new ideas to apply to their business.   Here’s an excellent one from marketing industry specialist MarketingSherpa.  They call themselves “a research firm specializing in tracking …

Discovering The Hidden Sales Cycle is Marketing’s New Role

Posted December 19th by Dan Hudson

B2B Marketing’s New Role In Filling the Sales Funnel Think about the last time you bought a new car, was your first stop at the car dealer? If you are like most buyers your search likely began on-line. You probably …

CMO’s, Does Your Marketing Team Have A Fire Down Below?

Posted December 15th by Dan Hudson

Ready or not, 2012 is knocking on our doorstep.  Most sales organizations have locked down sales headcount and quotas for next year and everyone’s team quotas have likely increased from 2011 levels. The sales reps that received increases undoubtedly lamented …

Never Say No to a Sales Referral

Posted December 14th by Dan Hudson

A good friend called me a few weeks ago saying he had a client that he wanted me to meet for a potential business connection.  My friend is in the diamond business so my first reaction was that he probably …

How Will Your Team Sell Differently in 2012?

Posted December 13th by Matt Smith

Every sales leader will have to do better in 2012.  Even sales programs in the best-of-class tier (average win rates greater than 30%) need to continue improving their year-over-year performance.   It’s one of those indisputable laws, like paying taxes and …

Low Performing Sales Reps: Coach Up or Coach Out?

Posted December 12th by Dan Hudson

If you are like most CSO’s you are thinking about your upcoming sales rep performance reviews, and you probably have your reps segmented into two lists, “keepers” and “cuts”.  Before you decide to jettison a “cut” you need to take …

How To Hire Sales Rock Stars

Posted December 8th by Dan Hudson

If you are like most of the sales leaders we work with you are trying to close the year on an up beat and get your team ready for 2012.  As with most sales teams, you likely have open sales …

Sales Kick Off Meetings – Do It Right Or Not At All!

Posted December 7th by Dan Hudson

For a lot of companies the jury is out on the effectiveness of an annual sales kick off meeting.  True, these meeting can be expensive from a dollar spent and lost sales productivity perspective.  However, I personally believe that they …

Sales Spiff’s, Do They Work?

Posted December 6th by Dan Hudson

As a CSO, I have been to many pipeline review meetings over the last 30 years and often the discussions focus on the fact that the pipeline is lighter than it should be.  When I would query the sales management …