Create. Increase. Accelerate. tm
Knowing When To Say Goodbye
September 22, 2009
In my last post, “Time helps no sale” (or, how the pipeline got over inflated) I strongly suggested that a pipeline reality check is a necessary process to go through on a regular basis. Once completed it exposes the reality that some of your sales team will not have enough qualified pipeline to make their quarterly or annual quotas. Assuming that quotas were set properly, and the sales person... Read More...
David Ogilvy and the Origins of Sales 2.0
September 13, 2009
Dan Hudson and I spent a full day at the Sales 2.0 conference in Chicago (Sept 10, ’09). The event promised an opportunity for sales and revenue leaders to learn and view the new tools, best practices and innovations happening in the latest industry to enjoy a 2.0 rebranding. A common theme across presenters was that all previous (i.e. 1.0) selling models are dead. Some even suggested the entire... Read More...
Time Helps No Sale (or, How the Pipeline Got Over Inflated)
September 7, 2009
By Dan Hudson, President, 3forward We all remember the deal that was really looking good. The client had a need; our product or solution was a good fit; the ROI was right; the client budget was in place to fund it, and we were positioned with the person(s) that could say yes. Everything was looking green for the close and the forecast looked great! Then nothing happened. The expected decision... Read More...
Can I Peek At Your Rolodex?
August 26, 2009
It’s remarkably sad that with all the new tools and technology available today, so many sales professionals still rely on this 51 year old device for an introduction to a prospect we want to meet. What’s our hope when we ask this question? Someone in the room says, “Sure, I know Bob at Widget Co., play golf with him twice a week. I bet he’d love to buy something from you! I’ll... Read More...
Finding Good Leads, Today’s Toughest Sales Challenge
July 23, 2009
“What’s your toughest sales challenge?” The sales leaders, CEOs and presidents we ask this question tell us right now it’s finding qualified leads. Here are the reasons they say it is so difficult. · Their reps don’t have / make time. · Their reps are not good at prospecting. · Prospects not interested in talking. · ... Read More...
Outsourcing Sales Leaders Brainstorm in the Big Apple
May 1, 2009
Observations from The Outsourcing Institute’s Service Provider Summit, April 23, 2009, New York City The Outsourcing Institute hosted an industry wide day of ideas and collaboration last week at the generous accommodations of the Law Offices of Kelley, Drye & Warren, Manhattan. The event attracted a well rounded consortium of outsourcing leaders; analysts and advisors; on-, near- and off-shore... Read More...
It’s Not Too Late to Start 2010 Planning
April 27, 2009
2010 is just around the corner As we entered 2009 all indications were that it was going to be a tough selling year. Layoffs were being announced daily; capital expenditure budgets were drying up; there was intense pressure to reduce costs; and at the same time the revenue targets for many companies were increasing; certainly not the best recipe for success from a sales achievement standpoint.... Read More...
Sales Leaders First Quarter Checklist
March 31, 2009
It is the end of the first quarter and time for sales leaders to assess their year-to-date performance against their goals and targets. After completing this assessment most find themselves in one of the following quadrants. 1. Ahead of plan on year-to-date closed business, a full, healthy pipeline and looking for ways to exceed their numbers. 2. Achieving plan and a reasonable pipeline... Read More...
The Best Sales Training Available is OI’s “The Transaction”
February 7, 2009
A MBA level sales training course is unfolding on the pages of the Outsourcing Institute (www.outsourcing.com). It’s called The Transaction and it’s a one-of-a-kind video chronicle following a buyer team at Kodak on their journey to find and contract a Recruitment Process Outsourcing provider. Lesson 3, I’m sorry, I mean Episode 3 just premiered, and as Gary Bragar, HR Outsourcing Research... Read More...
Getting Started With Sales and Marketing Outsourcing – SMO
January 29, 2009
Excerpts from an article originally written for Global Services magazine, “Sales & Marketing Outsourcing to Gain Momentum in the Coming Years,” January 05, 2009 Sales Outsourcing Approaches Sales and Marketing Outsourcing (SMO) today has evolved into three primary models, including inside sales, outside-transactional sales and more recently, outside-consultative sales. Most mature of... Read More...
