A few years ago 3FORWARD was helping a startup-outsourcing client launch a new business line. Our role was to assist them in hiring the core of their sales organization and to help them develop a lead creation process to feed …
Good Today is Better Than Perfect Tomorrow
Posted April 17th by Dan Hudson
Posted in Sales Leaders Blog, Sales Strategy
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Outsource Your Sales Team and Generate More Revenue… Really?!
Posted April 12th by Dan HudsonMention the word outsourcing and most people will think of customer support centers in faraway countries with hard to understand, unhelpful agents. Mention it in conjunction with the selling function and most senior executive’s first reaction is “there is no …
Posted in Sales Leaders Blog, Sales Strategy
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B2B Sales Performance Review – Month Three
Posted April 9th by Dan HudsonYes, There is Still Time to Salvage Your 2012 Sales Year 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 …
Posted in Managing Sales Teams, Sales Leaders Blog
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I’m Mad As Hell!
Posted April 4th by Dan HudsonFor those of you that lived or grew up in the southwestern United States you may recall Eddie Chiles. Eddie was in the oilfield services business in Texas and one time owner of the Texas Rangers Baseball team. He founded …
Posted in Sales Leaders Blog, Sales Leadership
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The Sales Revenue Half Marathon
Posted April 2nd by Dan HudsonKnow Where to Start Measuring Your Sales Cycle When we ask CEO’s and CSO’s how long their average sales cycle is they often describe it in terms of the time between the initial discussions with a prospect and when a …
Posted in Pipelines and Forecasts, Sales Leaders Blog
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The “Mañana Effect” Can Destroy Your Business
Posted March 28th by Dan HudsonIs Sales Procrastination Creeping Into Your Company? Think of all the times someone has told you they will do something “Mañana”? Most people believe that this means that the work, task, or obligation will be done tomorrow. The literal translation …
Posted in Managing Sales Teams, Sales Leaders Blog
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Is Your Customer Base Filled With Thoroughbreds or Nags?
Posted March 26th by Dan HudsonThere is a sales axiom that states that it’s easier to keep an old customer, than to find a new one, and this is especially true in today’s highly competitive marketplace. So why do so many companies focus the bulk …
Posted in Sales Leaders Blog, Sales Strategy
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Converting More Leads to Sales – The Real Pony in the Barn!
Posted March 22nd by Dan HudsonConverting more leads to sales and getting a greater share of a prospect’s wallet is a common goal shared by both sales and marketing departments. More often than not these teams are measured with separate sets of metrics and they …
Posted in Lead Lifecycle Management, Sales Leaders Blog
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Do You Want More Sales? Focus Your Reps on Closing Not Prospecting!
Posted March 20th by Dan HudsonHow do best in class companies achieve and maintain peak performance? The answer is they focus their sales team on closing qualified opportunities not prospecting! Sales leaders running high performance teams understand that long-term sales effectiveness is the right application …
Posted in Sales Leaders Blog, Sales Strategy
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Managing The Hidden Sales Cycle
Posted March 15th by Dan HudsonWhen it comes to product and services selection, buyers today are much better informed than they were 10 years ago. Social networks, peer groups, company websites and industry analysts all arm prospects with more than enough data to help them …
Posted in Lead Lifecycle Management, Sales Leaders Blog
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