Author Archives: Dan Hudson

One Plus One Does Equal Three! OnTarget Partners and 3FORWARD Join Forces

Posted October 30th by Dan Hudson

A couple of years ago several of our clients told us of some great work being done on the lead identification front by another Dallas-based company, OnTarget Partners. Thinking we had a new competitor in our midst we did a …

Hiring Sales Leaders 101

Posted May 7th by Dan Hudson

Many times on the Sales Leaders Blog we have suggested that sales leader effectiveness is the proper mix of process and people.  If you have determined that your current sales leader does not have the skills and or drive to …

Hiring Sales Winners, Not Whiners! – 3FORWARD

Posted April 25th by Dan Hudson

If you are like most of the sales leaders we work with you are trying to ensure your sales team keeps the momentum as they enter the second quarter of 2013. And, as with most sales teams, you likely have …

Q1 is Done, How Are Your Numbers Shaping Up? – 3FORWARD

Posted April 18th by Dan Hudson

How was your sales team’s performance in Q1, and what does your pipeline look like over the next two quarters? If you made your Q1 sales target and have a robust qualified pipeline, congratulations. If you missed your plan and …

Chief Sales Officers: Don’t Forget the Basics! – 3FORWARD

Posted April 2nd by Dan Hudson

Every sales leader will have to do better in 2013.  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 …

Pipeline Purgatory 2013: AKA “Groundhog Day” Revisited – 3FORWARD

Posted March 28th by Dan Hudson

As we close out the first quarter of 2013 it’s likely that the entire senior leadership team is giving the sales pipeline a really close inspection. After all, the success or lack thereof in Q1 really sets the sales stage …

March Madness Proves Your Sales Team Can “Up” Their Game – 3FORWARD

Posted March 26th by Dan Hudson

I am not a diehard college basketball fan but I do love March Madness! Nothing is more exciting than watching teams from smaller schools or less competitive programs rise to the occasion and knock off big name rivals.  How are …

Whiskey Tango Foxtrot – The Daily Rant

Posted February 7th by Dan Hudson

To say that life is getting more complicated every day would be a gross understatement. We are all constantly inundated with a steady stream of emails and phone calls, many of which we can’t deal with in real time. But …

Managing “Big Data” in Your Sales Process – 3FORWARD

Posted January 29th by Dan Hudson

Big Data is a term that is getting a lot of press lately.  It refers to collections of large datasets that are difficult to manage using traditional data processing tools and applications. According to a recent study by IBM 90% …

Failure to Engage – When Procrastination Causes Sales To Fail – 3FORWARD

Posted January 22nd by Dan Hudson

There are many reasons why companies consistently fail to make their sales and revenue objectives. One sure-fire reason might be because your senior leadership team is putting off making the hard decisions on improving selling effectiveness in terms of people …