Every sales leader will have to do better in 2012. Even sales programs in the best-of-class tier (average win rates greater than 30%) need to continue improving their year-over-year performance. It’s one of those indisputable laws, like paying taxes and …
How Will Your Team Sell Differently in 2012?
Posted December 13th by Matt Smith
Posted in Sales Leaders Blog, Sales Strategy
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Low Performing Sales Reps: Coach Up or Coach Out?
Posted December 12th by Dan HudsonIf you are like most CSO’s you are thinking about your upcoming sales rep performance reviews, and you probably have your reps segmented into two lists, “keepers” and “cuts”. Before you decide to jettison a “cut” you need to take …
Posted in Managing Sales Teams, Sales Leaders Blog
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How To Hire Sales Rock Stars
Posted December 8th by Dan HudsonIf you are like most of the sales leaders we work with you are trying to close the year on an up beat and get your team ready for 2012. As with most sales teams, you likely have open sales …
Posted in Managing Sales Teams, Sales Leaders Blog
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Sales Kick Off Meetings – Do It Right Or Not At All!
Posted December 7th by Dan HudsonFor a lot of companies the jury is out on the effectiveness of an annual sales kick off meeting. True, these meeting can be expensive from a dollar spent and lost sales productivity perspective. However, I personally believe that they …
Posted in Sales Leaders Blog, Sales Strategy
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Sales Spiff’s, Do They Work?
Posted December 6th by Dan HudsonAs a CSO, I have been to many pipeline review meetings over the last 30 years and often the discussions focus on the fact that the pipeline is lighter than it should be. When I would query the sales management …
Posted in Managing Sales Teams, Sales Leaders Blog
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Three Skills Sales Leaders Never Thought They Would Have to Master
Posted December 5th by Matt SmithWe keep reading about the emerging B2B Google Buying Process and it’s impact on the effectiveness of sales teams trying to engage with their prospects in their early buying phases. If you are a company CEO or Sales Leader, has …
Posted in Sales 2.0, Sales Leaders Blog
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Is Your Firm Ready For The New Prime Time?
Posted December 1st by Dan HudsonI attended the Dallas Social Media Breakfast event last month. The speaker was Paula Puelo, Chief Marketing Officer for Michael’s Stores. Michael’s has over one thousand stores in the U.S. that caters to the craft and creative enthusiasts. Paula’s topic …
Posted in Sales 2.0, Sales Leaders Blog
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Who Owns Lead Generation – A B2B Survey
Posted November 30th by Dan Hudson3FORWARD recently conducted two webinars with the Outsourcing Institute focused on creating and qualifying sale ready leads. As part of the webinar registration process attendees were asked to answer three survey questions on lead generation, sales team size, and deal …
Posted in Lead Lifecycle Management, Sales Leaders Blog
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Are You Trapped In Sales Pipeline Purgatory?
Posted November 29th by Dan HudsonAs we come down the backstretch of 2011 most Chief Sales Officers are giving their sales pipeline a critical look to see which opportunities are still closeable this year. Many are surprised to see that a significant number of deals …
Posted in Pipelines and Forecasts, Sales Leaders Blog
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One Month To Go Sales Leaders
Posted November 28th by Matt SmithWelcome back from a long weekend, or in some cases a week’s vacation. After you clear your emails and catch up with your sales team, have you decided your priorities for the final weeks of the year? Maybe it’s helping …
Posted in Sales Leaders Blog, Sales Leadership
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