Sales Leaders Blog
Before winning business from your perfect customer you first must determine your perfect prospect. We talked about this process at one of our recent webinars called “Hiding in Plain Sight -Segmenting and Prospect Profiling“. Materials from our webinar provide a …
Is your selling process a “one trick pony?” 2010 continues to be a tough selling year for many companies. 3forward is seeing strong signals that business activity is increasing but many of the firms still tell us that their sales …
Download Slides: “Hiding In Plain Sight” (pdf) Sales teams today cannot afford to spend valuable time and resources pursuing mass markets or poorly selected segments. Knowing where to focus however is not always immediately obvious. Sales leaders and marketing both …
With 2010 well underway your sales teams are undoubtedly working hard to target and pursue the right kinds of leads, or are they? Too many companies don’t spend the necessary time determining and then profiling their ideal client. Often they …
How To Track Your Competitors & Uncover Their Not So Hidden Secrets – Competitive Intelligence – PDF
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 …
This question is a real dilemma for many companies that have separate sales and marketing organizations. In many companies there is a definite disconnect between the two departments. Marketing may feel that their mission is to establish a brand, provide …
At last year’s OutsourceWorld conference in NY (now called the Global Sourcing Forum+Expo, New York City, November 11-12, 2009) 3forward colleague Dan Hudson and I were shocked by the lack of sales readiness demonstrated by so many providers. (For the …
These three keys: better targeting, early involvement from senior executives and a unique anchor client sales strategy, can be the difference between a win and a loss when trying to break into new relationships.
Too many companies skip past these necessary steps in marketing planning and proceed directly to promotion efforts like branding and lead generation. When that happens, the typical results are wasted marketing funds and lost time.
