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Sales Leaders Blog


3 Ways to Ensure Your 2012 Sales Planning Improves Sales Effectiveness

Posted July 29th by Dan Hudson

In late 2010 Phoneworks conducted a survey of senior sales leaders on sales compensation at the sales leader and the sales rep level.  The survey had a heavy focus on California based companies that were primarily involved in high technology/ software products and services. The companies surveyed have sales organizations ranging in size from fewer… Continue reading

Let Go of the Reins – For CEOs Hiring Their First B2B Sales Leader

Posted July 28th by Dan Hudson

One of the most common sales leadership transitions we encounter is when a CEO, who has also been the sales leader, decides it's time to hire a full time head of sales.  The decision to do this often comes later than it should because the CEO/business owner understands how critical the sales function is and is… Continue reading

Finding Sales Leads With 3FORWARD’s Best Outsourcing Discussions Update

Posted July 27th by admin

Are you the Sales Leader, Chief Marketing Officer or any other Business Development executive for a company in the outsourcing industry?  If yes, 3FORWARD publishes a weekly digest of ITO, BPO and general industry links that can help you find leads.   Let's take a look at some of the ways how these  can help sales… Continue reading

Best On-Line Outsourcing Discussions 7.27.11

Posted by admin

3FORWARD's Complimentary Weekly Bulletin of Outsourcing's On-line Discussions and Updates. Identify sales trigger events, connect with industry leaders, spot trends and even chat with clients or prospects.  For outsourcing providers, ITO's, BPO's, Analysts, Advisors and others – these links are opportunities to engage your subject experts, showcase thought-leadership, link back to relevant blog posts and… Continue reading

Increasing Win Rates Part 2: Qualifying New B2B Sales Opportunities

Posted July 26th by Dan Hudson

In Increasing Win Rates Part 1: Defining Your Prospect Sweet Spot, we talked about improving target profiles to increase sales success. CSO Insight's 2011 Sales Optimization Performance report says the next best way to improve win rates is by implementing an opportunity qualification process that everyone follows. A prospect profile is the first step in… Continue reading

Increasing Win Rates Part 1: Defining Your Prospect Sweet Spot

Posted July 25th by Dan Hudson

A top objective of every sales leader should be to improve their win rates.  Unfortunately, more and more companies are actually seeing a decline in win rates year-over-year.  When you ask sales leaders the reasons for the decline you hear answers such as increased competition, difficult economic environment, unrealistic margin requirements, or poor company reputation.… Continue reading

Sales Dashboards Never Lie; Most of the Time Anyway!

Posted July 22nd by Dan Hudson

We spend a lot of time evangelizing that by understanding and managing your company's sales metrics you have a greatly improved opportunity to meet or exceed you sales targets. Managing these metrics begin at a macro level and ultimately flow down to each sales person selling into new logo or established accounts.  By establishing a… Continue reading

Can improving sales forecasting result in increased revenue? You bet it can!

Posted July 21st by Dan Hudson

CEO's and Sales Leaders continue looking for ways to more accurately forecast sales revenue. Marketing Automation and a Defined Sales Process are two areas often looked to for big gains. Many are also turning to sales analytic solutions to help gauge and manage the constant flow of data needed to forecast accurately. In April/May 2011… Continue reading

The Best Outsourcing Discussions of the Week 7.20.11

Posted July 20th by admin

3FORWARD's Complimentary Weekly Bulletin of Outsourcing's On-line Discussions and Updates. Identify sales trigger events, connect with industry leaders, spot trends and even chat with clients or prospects.  For outsourcing providers, ITO's, BPO's, Analysts, Advisors and others – these links are opportunities to engage your subject experts, showcase thought-leadership, link back to relevant blog posts and… Continue reading

Can Marketing Automation Eliminate Your Sales People?

Posted July 19th by Dan Hudson

Marketing automation is the new sheriff in town; it is a powerful tool that can be used by companies large and small in both B2B and B2C environments to create and qualify sales leads.  It messages, it drips, it nurtures, it scores, it works 24 hours a day 7 days a week, it can qualify… Continue reading

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