ViewPoint

article thumbnail

Let the Flamethrowers Throw Flames: Why sales hunters should not be prospecting

ViewPoint

Greg Alexander is also the author of three critically acclaimed books: The CEO's Guide to Getting More Out of the Sales Force (2010), Making the Number: How to Use Sales Benchmarking to Drive Performance (2008) and Topgrading for Sales: World-Class Methods to Interview, Hire, and Coach Top Sales Representatives (2008).

article thumbnail

Q&A With Dave Stein and Steve Andersen

ViewPoint

It’s been clear throughout the relationship that we have many perspectives in common, namely that sales must evolve to accommodate the changes that have been broadly adopted by B2B customers (especially in the wake of the 2008 recession) and that the customer—not the features and benefits of the supplier’s products and services—should take center stage (..)

RFP 159
Insiders

Sign Up for our Newsletter

This site is protected by reCAPTCHA and the Google Privacy Policy and Terms of Service apply.

article thumbnail

Bulls, Bears, Bernanke and BtoB Lead Generation

ViewPoint

Overall lead rates trended down in 2002 and from 2008 – Q3 2009—yep, just as the economy did. Lead rates trail the GDP by about a quarter. So, companies can use GDP to anticipate changes in lead rates which could affect quotas and revenue projections. Lead rates never dropped to zero.

BtoB 120
article thumbnail

Up, Down, Over and Out

ViewPoint

I woke up thinking about the Frank Sinatra classic "That’s Life" this morning and thought the following was a pretty good description of my life since 2008: I''ve been a puppet, a pauper, a pirate, a poet, a pawn and a king.

Wikipedia 120
article thumbnail

3 Things We've Learned After Years of LinkedIn Group Spam (and what to do now)

ViewPoint

In 2008 LinkedIn introduced Groups and for years now B2B marketers have been tortured by inappropriate, low-value comments and linking—people trying to promote "their thing." Sometimes those people are us!

Linkedin 120