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Lead Generation

Advice for Brand New Sales Reps

Off the Cuff Instant Interview Question: What one piece of advice would you give a new sales rep just starting out today? Today, new sales people have access to a ton of training, documented case studies, information on best sales practices, and role-playing exercises on account planning, objection handling, dealing ...

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Building A Value-Creating Sales Force

If you want to rise above the noise, build a value-creating sales force. The other day I found myself leafing through a well-worn copy of Rethinking the Sales Force by John DeVincentis and Neil Rackham. In this book the two authors boldly challenged the traditional ideas of value and competitive ...

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The Right Way to Evolve and Use a Sales Process

The sales process is certainly a topic garnering a lot of discussion these days, yet organizations seem to be really struggling with them. Part of the reason is that salespeople fear that a sales process will remove their ability to be creative and artful. In actuality, a real sales process ...

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Panel Discussion: Sales & Marketing Alignment (Recording)

Watch this fascinating panel discussion with these three top experts Since the beginning of modern business, Marketing and Sales have existed pretty much in separate silos. Yet they both have the same goal, although through different channels: to increase revenue and make the enterprise a great success. Today these 2 ...

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The Year’s Not Over! Still Time to Ignite Business!

Before their year end reviews, executive decision makers still have time to make things happen. They not only need to complete unfinished initiatives from their lists in order to get their bonuses and obtain great scores, but may also be seeking promotions and therefore showcasing themselves to management. Many decision ...

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Sales and Marketing Integration = Agreement

Mike Bosworth recently had an “a-ha” moment when discussing the subject of integrating sales and tactical marketing (tactical marketing: creating demand for today’s products and services TODAY.) Virtually every customer Mike has had over the years seems to struggle with getting these two silos to sing from the same hymnal. ...

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How can an imperfect sales leader be your best asset?

Sales success in any organization depends on finding the “imperfect leader” who displays the attributes necessary to sustain winning sales performance over the long term. Imperfect, because they DON’T have balanced skills and competencies; they don’t possess a complete arsenal of leadership qualities. Rather they possess the critical few strengths ...

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The Keen Difference of Account Based Revenue Strategy

What is an account-based revenue strategy? Companies go to market different ways. For companies engaging in enterprise sales–big deals–they’ve had to reinvent themselves to get past the huge wall that buyers have put up. Account-based marketing has been around for some time, but as sales consultant and author of The ...

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