Now that your firm has invested in a B2B lead generation program that includes a strong marketing automation platform, what happens next? Most companies who are newbies in this space wait for leads to score to an initial qualification level …
Know Thy Prospect (Before Touching That Phone!)
Posted February 3rd by Dan Hudson
Posted in Lead Lifecycle Management, Sales Leaders Blog
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B2B Sales Performance Review – Month One
Posted February 1st by Matt SmithSales Leaders – Fast Start or Sluggish, How You Adjust to January Is Important to Meeting Your 2012 Sales Plan With January in the books it’s time for Sales Leaders to review their sales performance metrics for month one of …
Posted in Managing Sales Teams, Sales Leaders Blog
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Turning Your Website Into a Sales 2.0 Partner
Posted January 30th by Dan HudsonIf your firm is like most of the companies we engage with your marketplace is crowded with competitors. Every competitor has a website, some are good and some not so good. Given tight sales and marketing budgets how can you …
Posted in Sales 2.0, Sales Leaders Blog
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How to Deliver Bad Sales News to the CEO
Posted January 27th by Matt SmithWhen Is a Good Time for Bad Sales News? While dealing with bad news is never a fun part of the job for CEOs and Chief Sales Officers, it’s why you “make the big bucks”, right? When it comes to …
Posted in Pipelines and Forecasts, Sales Leaders Blog
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When It Comes to Sales Prospecting, Warm is the New Cold
Posted January 25th by Dan HudsonCold Calling or Warm Calling, Your Sales Team Needs Both Skills We routinely see companies with B2B sales organizations that don’t (or won’t) make cold sales calls. When a web or phone lead comes in they are quick to respond …
Posted in Lead Lifecycle Management, Sales Leaders Blog
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Sales Metrics You Can’t Manage Without
Posted January 23rd by Matt SmithWhat B2B Sales Metrics Are Most Important to Your Company? The right sales metrics tell the chief sales officer and CEO everything they need to know about how they are tracking towards their company’s revenue objectives. For some companies it’s …
Posted in Sales Leaders Blog, Sales Process
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A B2B Sales Planning Guidebook
Posted January 20th by Matt Smith5 Steps to a Winning B2B Sales Plan 2012 is off and running for B2B sales teams and sales leaders are already wringing their hands over pipelines, close dates, deal sizes and winning percentages. It may seem like it’s already …
Posted in Sales Leaders Blog, Sales Strategy
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Shrinking Average B2B Deal Sizes – What a Difference a Year Makes!
Posted January 18th by Matt SmithAverage Sale Amounts in the Greater Than $250K Category Dropped from 21% to 11% of All Sales The average deal sizes for B2B Sales has decreased across all measured categories over the past two years, reports leading researcher Marketing Sherpa. …
Posted in Pipelines and Forecasts, Sales Leaders Blog
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Is Your B2B Sales Leader a Cowboy or a Conductor?
Posted January 16th by Dan HudsonCowboys may have tamed the Wild West but in today’s economy the “shoot, ready, aim” approach of many B2B sales leaders is hurting their firms ability to for sales success in an increasingly competitive marketplace. A few years ago most …
Posted in Sales Leaders Blog, Sales Leadership
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A B2B Sales Transformation Outline – Driving Change from Average to Best In Class
Posted January 13th by Matt SmithAre You Tired of Waiting for Best In Class Sales Results? We started a discussion at the beginning of the year on B2B sales transformation, asking the question, Where Does the B2B Sales Model Go From Here? Why is that …
Posted in Sales Change Management, Sales Leaders Blog
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