| | | Sales Challenger | | | | 10 articles |
| Page 1 of 1 | Previous | Next | SALES CHALLENGER DECEMBER 7, 2011  10 Trends Every Sales Exec Must Know For 2012 We hope you’ll read this and share this. It’s a unique occasion when we get to step back from the day-to-day of supporting our members’ decisions and reflect on where we believe the world of sales is headed. Given this, we’d like to share the fundamental shifts we expect to play out in increasingly significant ways in 2012. It’s meant to reflective, but fun list. So what did we miss? | SALES CHALLENGER DECEMBER 13, 2011 The Secret to Hiring Challengers When it comes to talent management, it’s critical for organizations to bring the best talent into their sales forces. The best bet is to hire more Challenger Reps, since this kind of rep is 4x more likely to be a high performer in today’s selling environment. But how can companies actually find sales rep candidates in the marketplace with the Challenger Rep skill set? Find out now. Sales Insights Challenger Rep Hiring Sales Talent | | | | | |
| SALES CHALLENGER DECEMBER 14, 2011  How New Customer Buying Behavior is Hurting Your Bottom Line Buyers are outpacing supplier capabilities and becoming more efficient at pressuring on price—at least that’s the recurring theme the SEC is seeing in our recent conversations with members. But what’s enabling this behavior today’s buyers, and more importantly, what does it mean for your sales strategy? So what are the implications for sellers? Wow are you seeing it manifest in your industry? | SALES CHALLENGER DECEMBER 12, 2011  5 B2B Marketing Trends for 2012 (This is a guest post by Patrick Spenner of the Marketing Leadership Council , our sister program for heads of Marketing.). Each year, the Marketing Leadership Council (MLC) surveys our members about their top challenges looking ahead. As we read the tea leaves in this year’s survey results, here are our thoughts on what’s creeping into (or storming) the B2B marketing consciousness for 2012. | SALES CHALLENGER DECEMBER 6, 2011  Do Account Planning WITH Your Customers, Not TO Your Customers I often hear from sales leaders that it is more important than ever to drive account planning across the sales force to help allocate scarce resources, identify the right opportunities, and build deeper customer relationships. But what does good account planning actually look like? It starts with choosing the right preposition. And the first step you need to take?… … Qualify! | SALES CHALLENGER DECEMBER 21, 2011  Do Your Sales Metrics Drive Challenger Behaviors? As we’ve continued to meet with sales leaders across the globe about our research on the Challenger Rep , we always get a variety of reactions and responses as they think about how the research relates to their own experiences, teams and organization. But does this metric necessarily align to the Challenger behaviors? What metrics should we be using to drive the behaviors we want? | | | | | | | |
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SALES CHALLENGER | MONDAY, DECEMBER 19, 2011  Never Make Forecasts, Especially About the Future
“Never make forecasts, especially about the future”. Samuel Goldwyn. While the quote in the title is tongue-in-cheek, in Sales, forecasting is a fact of life. And many members lament that the quality of their sales forecasting is lacking. Information isn’t always entered by the sales force – and if it is, it might not be accurate – and even then our ability to analyze the information may not be up to par. So to help us out, I went to the definitive source on financial tracking and analysis – the CFO suite. According to Myles, forecasting is a critical responsibility of Corporate Finance. MORE >> -
SALES CHALLENGER | MONDAY, DECEMBER 5, 2011  Is Your Company Ready for Globalization?
(This is a guest post by Lara Ponomareff of the Customer Contact Council , our sister program for heads of Customer Service and Contact Centers.). One of the main benefits of working at the Corporate Executive Board (CEB) – SEC’s parent company – is that I get to learn what is going on in other corporate functions and keep pace with changing priorities and new challenges. Because, everything is inter-connected after all – right? So, I read with great interest our latest Executive Guidance for 2012 on Assessing Global Readiness: Adapting the Corporate Core to New Markets. So, what’s happening? MORE >> -
SALES CHALLENGER | WEDNESDAY, DECEMBER 7, 2011  The Challenger Sale – Vote Now to Make Us #1!
With the growing buzz around our book about the Challenger research, we’re very excited to announce that The Challenger Sale has been nominated as a finalist in this year’s Top Sales Awards! The SEC is thrilled to have The Challenger Sale ranked as one of the top sales and marketing books published in the last twelve months, standing out for both quality and originality. The winners are determined 50% by a panel of judges and 50% by a popular vote. Our votes have been climbing over the past few days, but your vote will help us rise to the top. Thank you for your support! MORE >> -
SALES CHALLENGER | FRIDAY, DECEMBER 9, 2011  The Challenger Sale – Vote Now to Make Us #1!
With the growing buzz around our book about the Challenger research, we’re very excited to announce that The Challenger Sale has been nominated as a finalist in this year’s Top Sales Awards! The SEC is thrilled to have The Challenger Sale ranked as one of the top sales and marketing books published in the last twelve months, standing out for both quality and originality. The winners are determined 50% by a panel of judges and 50% by a popular vote. Our votes have been climbing over the past few days, but your vote will help us rise to the top. Thank you for your support! MORE >>
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