Complimentary White Paper: Accelerating Time-to-Revenue
http://www.slideshare.net/TrueSalesResults/white-paper-on-boarding-2009
Anachronistic selling-the Jim Dayton story
There was a time when most enterprise sales reps had liberal expense accounts to take C-level execs to expensive dinners accompanied by the costliest wine offered. I’m not suggesting that “breaking bread” with customers is a bad thing, because it can be a really positive way to open up the relationship and learn more about…
DetailsSales Playbooks-roadmaps for success
What is a sales playbook and why is it important? Sales playbooks are a synthesis of sales process, best practices and the tactical steps that should be adhered to as part of an effective sales engagement. Think of it as a blueprint for sales success, which allows for creative tailoring based on situational needs but…
DetailsCalling all Closers
There are many different types of sales reps. Here are just a few examples of the different types of sales reps- hunters, farmers, transactional, enterprise, inside sales, outside sales, technical sales, public sector, solution specialists, named account, etc. The type of sales rep that you need is based on what and to whom you are…
DetailsHave quota, will be held accountable
Why are sales people generally the only employees in a company given a quota and held accountable to meeting the number? People can talk all day long about key performance indicators (KPIs), but the only real KPI that matters is revenue and what role you played in generating sales. Every functional area in an organization…
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