Sales 2.0

Now is Time to Embrace Sales 2.0

Posted December 31st by admin

After my final workout of 2009 this morning I was talking to a fellow gym member who is in software sales.  I asked how his year closed and he replied he still had a few deals that could close today.   He mentioned he lost a high probability prospect yesterday because the decision maker could not… Continue reading

Webcast: Finding, Creating and Managing Leads – LeadLife and 3forward

Posted December 28th by admin

Downloads Finding, Creating and Managing Leads – Slides PDF   View this webcast to discover how to accelerate top of the funnel lead creation, qualification, nurturing and conversion.  Also see real-world examples and learn, helpful suggestions and recommendations on all aspects of lead lifecycle management. 3forward Sales Readiness Series #2 Lead Management      … Continue reading

Successful Sales Pipeline Habits

Posted December 16th by admin

In early September I suggested that an analysis of your existing sales pipeline was necessary to begin the 2010 revenue planning process  (Time Helps No Sale).  It was no doubt a painful process, as some of your sales reps tried to convince you that dead or dormant opportunities were still viable.  Based on your decisions,… Continue reading

Webcast: 5 Most Important Numbers for 2010 Sales Revenue Planning

Posted December 10th by admin

Downloads Revenue Planning Webcast – Slides PDF [member]3forward Sales Readiness Series – #1 Sales Revenue Planning – 12-17-09[/member] PDF 3forward Revenue Planner – Excel 2007 Template 3forward 2010 Revenue Planner v1.1Excel 2007 Download Zip File of Revenue Planner – (best for Internet Explorer users) Making the annual sales number starts with a successful revenue plan. … Continue reading

Marketing or Sales, Which Comes First?

Posted by admin

This question is a real dilemma for many companies that have separate sales and marketing organizations.  In many companies there is a definite disconnect between the two departments. Marketing may feel that their mission is to establish a brand, provide clear messaging, sales collateral, and to provide a lead list to the sales organization.  Once… Continue reading

9 Facebook Best Practices for Consultants

Posted November 24th by admin

Great suggestions, whether for Consultants or Sales Leaders. Facebook Best Practices

Death of a Trade Show

Posted November 19th by Dan Hudson

Matt and I attended the Global Sourcing Forum and Expo at the Javits Convention Center in New York last week. This was the second year we attended and based on this year’s turnout it will probably be our last.  We attended the show’s second and final day and there were easily more providers and speakers… Continue reading

Webcast: Future of Outsourcing

Posted November 17th by admin

Join leading outsourcing buyers, advisers, attorneys, deal makers, and influencers for a real-time assessment on upcoming outsourcing trends, projections, opportunities and threats. NelsonHall, a leader in market intelligence and insight for outsourcing buyers and providers, will deliver a timely presentation of their findings and predictions for the coming year. Sales Leader Series #7 – Future… Continue reading

Sales Dream Team – Sales Leader TeleBriefing #6

Posted November 3rd by admin

Marketing today is a crossroads of established principles and new rules and tools.  Lead generation, differentiation, web based marketing, prospecting and presentations are still imperatives but “2.0” technologies combined with the dynamic pace of business in the always connected era seems to create as many challenges as opportunities. Sales Leader Series #6 – Sales Dream… Continue reading

Are You Sales Ready?

Posted November 2nd by admin

At last year's OutsourceWorld conference in NY (now called the Global Sourcing Forum+Expo, New York City, November 11-12, 2009) 3forward colleague Dan Hudson and I were shocked by the lack of sales readiness demonstrated by so many providers. (For the details read last fall's blog post titled OutsourceWorld 2008 – Emerging Providers Missed A Great… Continue reading

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