http://3forward.com B2B Sales Process Consulting Thu, 09 Feb 2012 15:37:59 +0000 hourly 1 http://wordpress.org/?v=3.3.1 http://3forward.com/lead-lifecycle-management/if-i-were-your-chief-marketing-officer/#comment-1279 Marketing Automation Thu, 09 Feb 2012 15:37:59 +0000 http://3forward.com/?p=3505#comment-1279 My brother suggested I would possibly like this blog. He was once totally right. This publish actually made my day. You can not imagine just how a lot time I had spent for this info! Thank you! My brother suggested I would possibly like this blog. He was once totally right. This publish actually made my day. You can not imagine just how a lot time I had spent for this info! Thank you!

]]> http://3forward.com/sales-leaders-blog/why-us-companies-should-partner-with-indian-outsourcers-part-1/#comment-1259 Outsourcing Company India Tue, 31 Jan 2012 06:11:26 +0000 http://3forward-blog.net/?p=130#comment-1259 great article just shared this on my twitter profile great article just shared this on my twitter profile

]]> http://3forward.com/sales-change-management/a-b2b-sales-transformation-outline-driving-change-from-average-to-best-in-class/#comment-1242 Christian Maurer Thu, 19 Jan 2012 10:18:48 +0000 http://3forward.com/?p=5476#comment-1242 I agree totally with the symptoms you state. However excuse me for saying this but I miss the "newness" in your suggestion. Your transformation outline focuses on remedies for the symptoms you describe and this is a well known approach, not bringing the results hoped for. I believe finding the root causes for the systems and addressing these issues is needed if we want to advance the productivity of a sales force. I agree totally with the symptoms you state. However excuse me for saying this but I miss the “newness” in your suggestion. Your transformation outline focuses on remedies for the symptoms you describe and this is a well known approach, not bringing the results hoped for. I believe finding the root causes for the systems and addressing these issues is needed if we want to advance the productivity of a sales force.

]]> http://3forward.com/sales-leadership/top-eleven-sales-leaders-blog-posts-of-2011/#comment-1236 Top 3 AMAZING Sales Leaders Blog Posts From 2011 Mon, 16 Jan 2012 22:33:16 +0000 http://3forward.com/?p=5358#comment-1236 [...] 3FORWARD, January [...] [...] 3FORWARD, January [...]

]]> http://3forward.com/sales-leaders-blog/leads-vs-closing-%e2%80%93-which-matters-more-to-sales-success/#comment-1235 Top 3 AMAZING Sales Leaders Blog Posts From 2011 Mon, 16 Jan 2012 22:23:32 +0000 http://3forward.com/?p=4243#comment-1235 [...] post, “Leads vs. Closing, Which Matters More to Sales Success?,” includes a great resource tool, “Do I Have Enough Leads Calculator,” and is perfect because [...] [...] post, “Leads vs. Closing, Which Matters More to Sales Success?,” includes a great resource tool, “Do I Have Enough Leads Calculator,” and is perfect because [...]

]]> http://3forward.com/lead-lifecycle-management/if-i-were-your-chief-marketing-officer/#comment-1234 Top 3 AMAZING Sales Leaders Blog Posts From 2011 Mon, 16 Jan 2012 19:05:52 +0000 http://3forward.com/?p=3505#comment-1234 [...] post, “If I Were Your Chief Marketing Officer,” covers a salesperson’s perspective of changes he’d make in [...] [...] post, “If I Were Your Chief Marketing Officer,” covers a salesperson’s perspective of changes he’d make in [...]

]]> http://3forward.com/sales-change-management/is-your-sales-leader-on-afterburner-or-in-the-ejection-seat/#comment-1231 Top 3 AMAZING Sales Leaders Blog Posts From 2011 Wed, 11 Jan 2012 10:12:53 +0000 http://3forward.com/?p=4805#comment-1231 [...] The post, “Is Your Sales Leader on Afterburner or in the Ejection Seat?,” keep tabs on sales leadership to make sure they have the resources they need and bring in sales [...] [...] The post, “Is Your Sales Leader on Afterburner or in the Ejection Seat?,” keep tabs on sales leadership to make sure they have the resources they need and bring in sales [...]

]]> http://3forward.com/lead-lifecycle-management/who-owns-lead-generation-a-b2b-survey/#comment-1229 Katie Tue, 10 Jan 2012 19:56:30 +0000 http://3forward.com/?p=5120#comment-1229 This is great - thanks for sharing! This is great – thanks for sharing!

]]> http://3forward.com/sales-leaders-blog/leads-vs-closing-%e2%80%93-which-matters-more-to-sales-success/#comment-1226 Shailendra Marathe Thu, 05 Jan 2012 23:22:13 +0000 http://3forward.com/?p=4243#comment-1226 Whether generating more leads is more important or closing the lead will depend on the specific circumstances. In matured market, IT services being an example, generating leads has become a difficult task, with customer being in the vendor consolidation phase. Where the market is opening up and there's more demand, e.g., IT services 15 years back, the leads could be aplenty with fewer credible vendors and customers exploring various options. But closure could be still a challenge because the customers may lack the seriousness and need you a lot of customer education. Whether generating more leads is more important or closing the lead will depend on the specific circumstances. In matured market, IT services being an example, generating leads has become a difficult task, with customer being in the vendor consolidation phase. Where the market is opening up and there’s more demand, e.g., IT services 15 years back, the leads could be aplenty with fewer credible vendors and customers exploring various options. But closure could be still a challenge because the customers may lack the seriousness and need you a lot of customer education.

]]> http://3forward.com/sales-leaders-blog/leads-vs-closing-%e2%80%93-which-matters-more-to-sales-success/#comment-1223 Top Eleven Sales Leaders Blog Posts of 2011 | 3FORWARD Tue, 03 Jan 2012 11:03:36 +0000 http://3forward.com/?p=4243#comment-1223 [...] Leads vs. Closing, Which Matters More to Sales Success? [...] [...] Leads vs. Closing, Which Matters More to Sales Success? [...]

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