(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 the Outsourcing Industry in Mid-2009 – PDF Survey results on the outsourcing industry, 2009.
Four Steps for Solutions Growth – PDF Adjusting strategy for new times, redefining ‘solutions’, aligning offerings with market needs.
Posted in Strategic Marketing
3Q09_TPI_Index – PDF The TPI Index report on outsourcing trends and activities.
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.
Posted in Sales Recruiting & Developing Teams
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
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
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.
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 Pipeline by Lee Levitt – IDC PDF Keynote presentation from Sales 2.0 conference, Chicago, September 2009