2015 January 08
-
Top 10 Reasons for Inaccurate Forecasts
- January 8, 2015
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
For double article Friday, in addition to my Sales Pipeline Nazi article, I have the following bonuses for you:
-
Are Your Strategic Partnerships Your Passive Sales Force?
- January 8, 2015
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
Today, more than ever before, strategic partnerships, both formal and informal, are an important element of conducting business. They exist at all levels, including these 10:
-
Top 10 Problems With Channel Sales – Don’t Be Held Hostage
- January 8, 2015
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
When most sales bloggers write about selling, we almost always discuss direct B2B sales. Ignored in all of these articles are those clients and companies that sell through channels. The channels are many, and include stocking distributors, brokers, retailers, VARs, agencies, partners, resellers, rep firms and more. The salespeople charged with selling to and through a channel are different – in many ways – and their goals, expectations, activities, skill sets and strategies must be different as well.
-
Leads are Making Salespeople Lazier than Old Golden Retrievers
- January 8, 2015
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
Not too long ago, before the advent of social selling, if a salesperson needed to add new opportunities to the pipeline, there were basically two options:
Make cold calls; or
Call existing customers for referrals and introductions.
- 1
- 2