Last month, Shannon’s blog was about Taking Control of the Sale as a way to free stalled deals. For some sellers including account managers, technical pre-sales reps and even CEO’s, the prospect of direct and sometimes uncomfortable conversations to uncover…
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Making Marketing Relevant with ABM
Does this scenario sound familiar? Sales excuses poor performance, indicating it resulted from a shortage of the right type of qualified leads. Marketing protests that Sales didn’t follow-up with urgency, letting valuable and expensive leads languish. There is a better…
Building a Sales Culture of Reciprocal Accountability
Ïn my last two blogs, I discussed finding the best candidates for your sales positions. Now that you’ve found your people, how do you build more team camaraderie, have your A-players sell even more and spur your consistent mid-tier under…
