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Managing Sales Teams


Hiring Sales Stars – Best Practices in Recruiting Winning Teams

Posted October 27th by Dan Hudson

(Need to make some changes to your existing sales team before bringing on new talent?  Read parts one and two in this series titled Knowing When to Say Goodbye and Do Your Sales People Make the Grade) I recently attended a local Sales and Marketing executive meeting featuring a guest speaker on the subject of… Continue reading

State of Outsourcing Industry in Mid 2009 – by Phil Fersht, AMR

Posted October 24th by admin

State of the Outsourcing Industry in Mid-2009 – PDF Survey results on the outsourcing industry, 2009.

Four Steps For Solutions Growth – by Solutions Insights

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Four Steps for Solutions Growth – PDF Adjusting strategy for new times, redefining ‘solutions’, aligning offerings with market needs.

State of Global Commercial Outsourcing Market – by TPI

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3Q09_TPI_Index – PDF The TPI Index report on outsourcing trends and activities.

Effective Hiring for Sales Executives – by Randall James Monroe

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Effective Hiring for Sales Executitves – by Randall James Monroe This PDF provides deep process guidelines on approaches to recruiting, interviewing and selecting the best candidates for sales and marketing executive positions.

Fourteen Ways to Tell if the RFP is Wired for Someone Else – by Capture Planning

Posted October 22nd by admin

ALL RFPs look wired.It’s easy to psych yourself out. Hardly any RFPs are actually wired. Even if the customer has some bias, they can usually be stolen away if they get a better offer. Think about how you buy things. Most folks will give someone they’ve done business with for a long time the benefit… Continue reading

Accelerating Sales – by Inside View

Posted October 19th by admin

White paper / webinar from Inside View, a leading 2.0 data company for sales prospecting information and news monitoring. Accelerating Sales by Inside View 9-23-09 – PDF

Change Sales Strategy to Win Anchor Clients

Posted October 16th by Dan Hudson

These three keys: better targeting, early involvement from senior executives and a unique anchor client sales strategy, can be the difference between a win and a loss when trying to break into new relationships.

Sales 2.0 by Gerhard Gschwandtner, Selling Power magazine

Posted October 6th by admin

Compelling overview of Sales 2.0; by founder and publisher of Selling Power magazine, Gerhard Gschwandtner.  Opening keynote presentation to the Sales 2.0 conference, Chicago, 2009; [member] Sales 2-0 Introduction by Gerhard Gschwandtner – PDF

Creating More Productive Pipelines by Lee Levitt, IDC

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Creating More Productive Pipeline by Lee Levitt – IDC PDF Keynote presentation from Sales 2.0 conference, Chicago, September 2009

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