Sales Leaders Blog

Get Ready for the New Workforce – Harvard Business Review

Posted December 31st by admin

Creating and Managing Sales Teams For the next 19 years, 10,000 people per day will turn 65 years old, and (presumably) retire shortly thereafter. While this graying of the Boomer generation certainly has implications for health care and social policy (and for me personally, as one of those eventual retirees), it may have even more significance… Continue reading

Prepare for 2013: 10 B2B Marketing Trends and Developments – MarketingProfs

Posted December 26th by admin

B2B Marketing Strategy and Trends “The past cannot be changed, but the future is yet in your power”–or so goes an old saying. As a history major, though, I can tell you that it’s much easier to rewrite history than it is to leave an impact on or to predict the future. Still, in the… Continue reading

In Sales Management, the Waning Power of "Push" and "Pull" – Harvard Business Review

Posted December 24th by admin

Managing Sales Teams Salespeople generally have a great deal of autonomy in deciding which customers and products to focus on, how hard to work, and who to collaborate with. At the same time, sales leaders and managers try to affect the choices salespeople make using two predominant forms of influence ‘ “push” and “pull”. Salespeople… Continue reading

How to Keep Your Compelling Content Engine Fueled and Running Smoothly – Content Marketing Institute

Posted December 21st by admin

Content Marketing & Inbound Lead Generation Popular social media management platform Radian6 went through a major transition when Salesforce recently acquired the business. As Manager of Content for the newly created Salesforce Marketing Cloud, Amanda Nelson helped transition the organization’s content as part of the rebrand. Her job is to create and curate content for the Salesforce Marketing… Continue reading

4 Ways to Measure Coaching Effectiveness – Sales Executive Council

Posted by admin

 Increasing Sales Effectiveness If you ask a sports fan whether the new team coach is driving results, a simple tally of wins and losses, and an analysis of some tell signs like player confidence will fetch you a prompt reply. But, unfortunately assessing the impact of coaching on sales results is not that simple despite… Continue reading


Posted December 20th by admin

Sales Planning Success Kit For B2B Companies Excel-based Workbook and Sales Planning Services for CEOs and Sales Leaders 3FORWARD, a provider of sales acceleration and demand generation services for CEOs and Chief Sales Officers, today announced a new suite of sales planning tools and services to help company owners and sales leaders prepare more accurate… Continue reading

Optimizing YouTube for Lead Generation – Social Media Today

Posted December 19th by admin

Creating B2B Leads Video is now an essential part of any successful social marketing and lead generation strategy. Not convinced? According to Forbes, Three-quarters of executives surveyed said they watch work-related videos on business-related websites at least weekly; more than half watch work-related videos on YouTube at least weekly. When optimizing this channel for lead… Continue reading

Metrics Sales Leaders Should Use – Forbes

Posted by admin

Increasing Sales Effectiveness The best sales leaders use metrics and measures to their advantage in coaching, decision making, and strategy. As I previously highlighted, one of the powerful characteristics of sales leaders is that they use success metrics that mark progress, not just report results. The distinction between the two is that lagging indicators, as… Continue reading

Why build a sales forecast? – Insight Squared

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 Sales Dashboards and Metrics before you start working on improving your sales forecast accuracy, it is important to set out why you are delivering a it in the first place. Knowing “why” will help you to determine how you can improve your forecast so that it is more useful to your organization. At the most basic level,… Continue reading

What To Do When It’s Time For A Sales Leadership Change – 3FORWARD

Posted December 18th by Dan Hudson

Making the decision to replace your sales leader can be a difficult decision for many CEO’s, but it may be a necessary move to ensure the long-term future health of your firm. After the decision is reached, what is the best approach to finding and bringing a new sales leader on board? Two possible options… Continue reading

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