Create. Increase. Accelerate. tm
How You Sell Matters More Than Ever
July 9, 2010
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 are flat and in some cases declining from last year’s dismal numbers. If that scenario fits your company perhaps it’s time to reevaluate your selling process. ... Read More...
Taming Twitter with Social Media Breakfast Dallas
June 25, 2010
3forward has been proud to be a part of bringing Social Media Breakfast to Dallas along with our charter partner Andrew Jackson, president of BravoTECH. Our June meeting featured guest expert and SMB Dallas member Tom Jackson presenting on best practices for Twitter (and other Social Media platforms). Tom’s key takeaways follow: Keep Twitter posts relevant to your business objective, if you... Read More...
How To Present a Sales Pipeline to Management
June 18, 2010
Sales leaders spend a lot of time explaining their sales opportunity pipeline to their peers in company leadership. But can they do a good job? Can they quickly focus in on the important components and key values that a “sales outsider” is expected to know? Strangely, many CSO’s struggle in this very important responsibility – and if the numbers or their explanations sound fuzzy –... Read More...
The Sales Pipeline is No Place For Leads
June 1, 2010
Does your sales pipeline measure up? Most sales leaders are obsessed with their sales pipelines. They review them weekly, push their sales teams to keep them accurate, and hope they have enough to make their sales number. The reality is that many sales leaders do not use a consistent methodology to track, measure, and value their pipelines. Often the difference between a lead and a qualified opportunity... Read More...
Sales Leaders, Prepare for the New Normal
May 18, 2010
Most of our clients are reporting a noticeable increase in business activity and companies are again opening their wallets and making buying decisions. As we begin to exit one of the worst recessions on record many companies are hoping that things will soon return to normal, but most economists are predicting that this will be a jobless recovery. As companies were forced to reduce their workforces... Read More...
Will You Make Your 2010 Sales Goal?
May 7, 2010
Matt and I have conducted a number of CEO Sales Readiness workshops over the last two months. They are designed to help CEO’s without sales backgrounds get under the covers of their sales organizations. The workshops debunk the myth of the “art of the sale” and provide proven methodologies CEO’s can employ to put the science back in their company’s sales processes. During a recent workshop... Read More...
Make Inbound Part of Your Marketing Mix
April 23, 2010
We keep thinking what we explain in this post has become common knowledge as a B2B marketing best practice. A recent sales 2.0 workshop with a very open minded group of CEOs reminded us it is a message worth repeating! No longer can you hope your prospects find you on-line simply because you have a kickass, search-optimized website. You must create a path for your best prospects to find you and... Read More...
Great Web Sites Are Essential For Lead Generation
April 12, 2010
As I noted in my last post, Getting Started With Segmentation, profiling your company’s best sales prospects is a critical exercise to ensure you are deploying valuable sales resources on high probability targets. After this process is complete the next step is to build a lead generation plan combining inbound and outbound elements. Email campaigns, lead nurturing programs and webinars are... Read More...
Getting Started With Prospect Segmentation
April 6, 2010
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 look only at one dimensional elements such as geography or vertical and then attempt to pursue every prospect in the segment. The first step to experiencing... Read More...
Three Forgotten Secrets to Growing Sales
March 26, 2010
Real Sales Growth – (or What to Do When Hiring Reps and Raising Quotas Isn’t Working) Here’s a simple question we like to ask CEO’s in our sales readiness workshops. “If hiring sales reps equals revenue growth, why not hire as many as you can possibly find?” Seriously, if the model is that reliable then you are foolish not to hire every rep you can get into your office. Borrow... Read More...
