by danielbpatton | Aug 9, 2010 | #B2BSales
Sharon Little’s notes from a recent SalesCraft event featuring Joe Galvin of Sirius Decisions via The Savo Group blog. Details the specific target areas of a 1.0 program (leadership, communications, technology, onboarding, methodology, etc.) versus a 2.0 one...
by danielbpatton | Feb 11, 2010 | #B2BSales, #ContentStrategy
[Note: This is the second of a two-part series on Sales Knowledge Management. Read part 1] SKM and the Sales Manager Sales Management is responsible for annual, quarterly and monthly metrics, account, sales, revenue, and profitability goals—not to mention the...
by danielbpatton | Feb 10, 2010 | #B2BSales, #ContentStrategy
Today many company’s are making significant efforts toward sales effectiveness—goals are clearly communicated, the methodology is defined, recruiting and ongoing education of reps is stronger than ever, support teams are in place for lead generation and incubation—and...