Monthly Archives: November 2013

November 25th, 2013

Landing New Logos: Small Improvements to Make a Big Difference in 2014

new-logo-2014

Landing New Logos: Small Improvements to Make a Big Difference in 2014

How many new logo accounts do you need to land in 2014, how much will you to invest to achieve your objectives, and what can you do to get more bang for your buck?

Landing new logo accounts is essential to the health of any business. As hard as we try to maximize the potential of existing accounts, there will be some natural attrition over time as personnel and priorities change. New logos help build your base of accounts to expand, and landing new logos is an indicator of your relevance in the market and your ability to compete.

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November 22nd, 2013

Learning and Development Leaders: Welcome to Your New Job in Sales – Part 1

learning-and-development

Learning and Development Leaders: Welcome to Your New Job in Sales

Sales?  Learning and development professionals… in Sales?  Perhaps frightening to some, but there’s some truth to it.

While it’s tempting to defer to the hyperbole that “we’re all in sales,” meaning that we all represent our companies and are responsible for growing them, that’s not what I mean.  I’m also not just referring to those in sales training roles. I’m talking about the “Dan Pink” version of “we’re all in sales,” from his book “To Sell is Human,” meaning, that we’re constantly selling ideas and influencing, persuading, and convincing others (especially our colleagues and organizational leaders), to do what we think is best. (We diverge from Pink’s opinion somewhat, because unless you’re a sales professional with a quota, a pipeline, and likely a good portion of your income at risk based on your performance, it is NOT the same, but Pink is certainly correct that many of the dialogue, communication, and influence skills are the same.)

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November 20th, 2013

Connecting Dots in the Sales Performance Ecosystem

Sales-Performance-Ecosystem

Connecting Dots in the Sales Performance Ecosystem

We’ve written a few times about the Sales Performance Ecosystem.  It can be a daunting concept.  While many people can relate to what’s included, either the sections or individual elements, how to actually intertwine and align the elements (or “connect the dots”) is often less clear.

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November 18th, 2013

Lead Nurturing and Prospecting emails that Make Me Scratch My Head and Go Hmmm….

prospecting-and-lead-nurturing

Lead Nurturing and Prospecting emails that Make Me Scratch My Head and Go Hmmm….

It seems I hit a nerve with my blog post Is Email on Life Support as a Sales Effectiveness Tool. It has become one of our most popular, and it continues to generate conversation and discussion on social media.

As sales and marketing professionals, we have seen the declining effectiveness of email for prospecting, lead generation, and lead nurturing. Yet, it remains a necessary tool in our arsenal.

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November 15th, 2013

What Makes a Good Sales Training Reinforcement Strategy?

sales-training-reinforcement

What Makes a Good Sales Training Reinforcement Strategy?

A good sales training reinforcement strategy requires early planning. One of the biggest mistakes I see our clients sometimes make is waiting until after the training is over to think about the actual reinforcement plan. You need to be thinking about your plan well in advance. And ideally, you should split it up into three phases.

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