[vc_row][vc_column width="1/1"][vc_column_text]Our last post, Are Your Sales Representatives the CEOs of their Territories? touched on the 3T’s every sales representative needs to have in order to really take ownership of their territory. This one will take it one...
Sales Tips
Are Your Sales Representatives the CEOs of their Territories?
[vc_row][vc_column width="1/1"][vc_column_text]Are your sales representatives the CEOs of their territories? Do they posses the right combination of vision and attention to detail? More importantly, have they been given the tools and the systems necessary to empower...
Hunt to Win
[vc_row][vc_column width="1/1"][vc_column_text]Web based LeadGen tools are extremely useful for adding prospects to the top of the funnel, but does that mean cold calling is dead? Not even close. In fact recent research demonstrated that faster growing sales...
How to Manage a Virtual Sales Force – Outsource
[vc_row][vc_column width="1/1"][vc_column_text]In his March 2011 Inc. article, How to Manage a Virtual Sales Force Eric Markowitz presented a strong case for the benefits of a virtual sales force and outlined procedures for managing from afar. He wrote that a virtual...
From Software as a Service to Sales as a Service
[vc_row][vc_column width="1/1"][vc_column_text]In 1999 Marc Benioff started salesforce.com in a rented apartment with a few good developers and a goal of revolutionizing an industry. “My vision,” Benioff wrote in “Behind the Cloud”, “was to make software easier to...
Cold start for the New Year? Rethink your sales process.
[vc_row][vc_column width="1/1"][vc_column_text]Are you a CEO or VP of Sales looking at your 2012 forecast and wondering how you’ll get there? If so, you are not alone - particularly if new business development has consistently taken a back seat to the seemingly more...
“Owning Sales” in an outsourced sales relationship
[vc_row][vc_column width="1/1"][vc_column_text]Early in the discussion around outsourcing sales, more than a few CEOs have explained to us their hesitancy to trust an outsourced sales provider. They are convinced that to be successful they need to own the sales...
Why Outsource Your Sales Force?
[vc_row][vc_column width="1/1"][vc_column_text]As we talk with business owners and executives around the country we’re consistently told that it is a struggle to create a repeatable, scalable selling organization. The challenges begin with attracting and hiring the...
Managing a Successful Sales Team
[vc_row][vc_column width="1/1"][vc_column_text]Our last post talked about how to recruit and hire top performers. As with any team, getting the right players on the roster is a good place to start. It is then up to management to help them reach their potential through...
Keys to a High Performing Sales Team
[vc_row][vc_column width="1/1"][vc_column_text]There are a lot of elements that go into the making of a good sales team, not the least of which is leadership. It is the leader after all who sets the pace, the expectations and the procedures for the team to follow. As...