Tag Archives: sales

How to Measure the Strength of Your Customer Relationships

By Tom Cates In the business-to-business (B2B) world, building great customer relationships is often the fastest and easiest way to meet or beat your sales numbers, as I discussed in my last post on this blog. I call this building “sales … Continue reading

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Twitter for Enterprise: A Chat with @JohnFlynn4444

At the lunchtime break last month at the Sales Performance Management Conference we overheard a few attendees discussing the potential of Twitter for enterprise. John Flynn, new VP of Sales at Addvocate (a social enablement for enterprise solution) graciously agreed … Continue reading

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What I Learned at Sales 2.0: A Chat with Karen Kennedy

What do sales leaders learn at our events? Find out in our interview with attendee Karen Kennedy, VP of Sales at ValleyCrest Companies, who joined us at the October 16 and 17 Sales Performance Management in San Francisco. How does this … Continue reading

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Nailing the Lead Flip to Sales

By Diane Gillespie When I spoke at the Sales 2.0 conference last month, I presented on the 5 Failure Points of today’s selling system. A quick summary of the points (though I recommend clicking through to the video): Lead, Process, … Continue reading

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Sales 2.0 Conference Preview: The Quest to Hire Quota Crushing Reps

In any company, salespeople are on the front lines when it comes to driving revenue. That’s why any great sales leader is obsessed with figuring out how to efficiently and successfully hire the right reps that will crush quotas. According … Continue reading

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The Challenge of Managing Change in a Sales Organization

If change was a gesture, it would look like something, “totally crazy — out of control,” according to Dave DiStefano, President and CEO of Richardson, a leading global sales training and performance improvement company. As he says in this interview … Continue reading

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Three Tips to Align Sales and Marketing for Better Sales Results

We recently read a  SellingPower.com article that offered sage advice on the age-old problem of getting sales and marketing to align with advice from Ken Thoreson, managing partner of Acumen Management Group. Here are three tips he offered: 1) Track metrics. “Know … Continue reading

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Connect to the Buyer’s Journey and Reach Your Revenue Goals

by Bob Apollo If you’re in B2B sales or marketing, you’ve probably already heard this statistic: according to CEB research, 57% of the typical B2B buying-decision process is complete before a salesperson becomes actively involved in the sale. By that time, the … Continue reading

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Sales 2.0 Solution: How Many Cold Calls Can You Make in One Day?

When revenue depends on how many calls a sales rep can make in a day, time is money. Anyone who saw The Pursuit of Happyness might remember how the main character, Chris Gardner, worked desperately to squeeze extra minutes and … Continue reading

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5 Ways to Prepare for the Sales & Marketing 2.0 Conference Next Week

Our Sales & Marketing 2.0 Conference next week in San Francisco is promising to be our biggest event yet. Here’s what’s on deck: Continue reading

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