Remove Market Remove Marketing Strategy Remove Sales Leadership
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The Best Thing Sales Leadership Can do in 2012

A Sales Guy

The beginning of the year in sales always starts with a number. Sales leadership spends a lot of time going through plans, setting quota, preparing for Q1, looking at the pipeline, etc. How much of the strategy focuses on marketing and collateral support? Then it moves to getting to the number.

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2013 The Year of the Lead!

A Sales Guy

These “lists” would be divvied up among the sales team to call. In most cases, that was the extent of the lead generation strategy of sales leadership. They were just lists of people or companies that fit some arbitrary profile, a profile that possibly lent itself to a sale.

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There are Too Many Bad Sales Managers [Yeah, and Sales Leaders Too]

A Sales Guy

Blaming sales when your business model no longer fits the market is neither constructive nor productive. That’s a poor business strategy, leadership and management failing aren’t paying attention to how the market is changing, what customers value. That their team, their processes, strategy, etc.

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There are ONLY 4 Levers Sales Can Pull to Grow Revenue

A Sales Guy

Each of these pillars represents the critical parts of sales and are the only focused areas sales leadership controls that can move the number. Strategy: What’s the go to market strategy? What strategy/strategies are you executing to? Do the strategies map to the stated goals.

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Changing Your Sales Structure Could be All it Takes

A Sales Guy

An old boss of mine used to say; “Structure follows strategy,” and he is right. If you have 3 types of sales or products that target very different customers, how would you structure your organization to attack those markets? All too often we focus on sales strategy, people and process. If yes, how?

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Achieve Greater Sales Success in 2012

Anthony Cole Training

Read Tonys article.recently published in Bank Insurance & Securities Marketing Magazine! building sales relationships (7). Sales Coaching (40). sales coaching skills (10). sales competencies (12). sales development (55). sales excuses (15). Sales Force (5). sales goals (29).

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HSMAI Global launches Certified Hotel Sales Leader certification

Hotel Business

The Hospitality Sales and Marketing Association International (HSMAI) Global has launched its Certified Hotel Sales Leader (CHSL) certification. This new program is designed to recognize the expertise of hotel sales leaders, emphasizing the most up-to-date sales and commercial principles, practices and strategies.