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jerryking : sales_teams   7

Bob Schmonsees Has a Tool for Better Sales, And It Ignores Excuses
Wall Street Journal | Tom Petzinger.

"Culture eats strategy for breakfast"

But WisdomWare depends on those same users to provide intelligence from the field: what the competition is up to, for instance, and which pitches are gelling the best and worst results. Sharing information? “We've never had to do that before!" came the cry. Platinum Technology, for one, equipped its sales force of 1,000 with WisdomWare in January. And although efficiencies are aiready evident. too few salespeople are giving back information. Platinum‘s Glenn Shimkus is now searching for ways to reward contributors. "We have to change the culture so that power and rewards come from sharing iniormalion. not from hoarding it.“
Thomas_Petzinger  sales  tools  sales_teams  organizational_culture 
march 2013 by jerryking
Venture Accelerator Overview
Sales Process Tools (Prospecting, Qualifying, Proposing, Closing, Roll-out)

Call Plans, Activity Targets, Sales Deliverables, Funnel Checklist, Forecast Process, Sales presentations, Sales Force Automation.
JCK  sales  sales_cycle  sales_presentations  sales_teams  sales_training  selling  templates 
december 2012 by jerryking
How You Slice It Smarter Segmentation for Your Sales Force
March 2004 | HBR | by Ernest Waaser, Marshall Dahneke,Michael Pekkarinen, and Michael Weissel.

Medical-equipment supplier Hill-Rom accelerated its growth by segmenting customers in a new way and tackling their most pressing problems.
market_segmentation  HBR  medical_devices  sales_teams  customer_segmentation 
july 2012 by jerryking
How to Structure Your Sales Team
October 17, 2008, BusinessWeek By Karen E. Klein Whether you
take your sales effort in house, use a sales brokerage, or go with
independent reps, each route has key factors to weigh.
howto  structural_change  sales_training  sales_teams  marketing 
february 2011 by jerryking

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