| | | Follow the Lead | |  Sales | 144 articles |
| Page 1 of 2 | Previous | Next | FOLLOW THE LEAD JULY 12, 2010 BuyersZone taps ‘20 Great Sales Blogs’ BuyerZone ‘s About Leads Sales Blog recently announced its list of “20 Great Sales Blogs,” and we’re honored that Follow the Lead made the cut. We placed second on the list, between Steve Martin’s Heavy Hitter Sales Blog and Dave Kurlan on Understanding the Sales Force, (both of which are on our featured blogs). The 20 sales blogs that are recognized run the sales and marketing gamut, from “Developing Your B2B Sales Skills,” to selling to the C-suite to trends in sales management. Subscribe to RSS. | FOLLOW THE LEAD MAY 11, 2010  Mixed bag on ability of comp plans to drive sales The correlation between sales compensation and driving sales behavior may not be so cut and dry after all. Nearly half of sales executives (44%) said their ability to implement compensation plans to drive selling behavior needs improvement, according to CSO Insights ‘ 2010 Sales Performance Optimization study. Subscribe to RSS. __. | | | | | |
| FOLLOW THE LEAD SEPTEMBER 17, 2010 Mapping out the b-to-b sales territory When it comes to managing the sales territory, some b-to-b organizations are better than others, said Lee Salz, president of Sales Architects. Forward-thinking companies tend to provide their sales reps with specific characteristics of their ideal client and how to get the most out of existing accounts with regard to upselling and cross-selling. Tags: Sales & Marketing Lee Salz Sales Architects Territory management Then there [.]. | FOLLOW THE LEAD DECEMBER 21, 2010 The Sweet Spot: three predictions for b2b sales in 2011 Dan McDade, president-CEO of PointClear, a prospect development company, said the ongoing debate about sales and marketing alignment in 2011 will seem like Groundhog Day: the eerie feeling that we’ve seen this picture before. Sales & Marketing "The Truth About Leads" 50 Most Influential People in Sales Lead Management in 2010 Dan McDade Groundhog Day Point Clear Sales Lead Management AssoiciationI don’t see it happening in 2011 anymore than it’s happened the last 20 years it’s been talked about,” said McDade, [.]. | FOLLOW THE LEAD SEPTEMBER 9, 2010 Sales-leader jobs: 7 must-ask interview questions While most sales reps are reluctant to change jobs in such a sluggish economy others might see the current [.]. Tags: Sales & Marketing Business Expert Webinars Lee Salz Sales Architects Top 100 Sales Leader Interview Questions Sure, the job market continues to be pretty bleak, with the unemployment rate creeping up to 9.6% last week and employers still spooked about new hiring due to all of the economic uncertainty in the air. | | | | | | | | |
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FOLLOW THE LEAD | FRIDAY, DECEMBER 3, 2010 Business to business sales trends for 2011
As b2b sales reps budget for 2011, sales expert and author Steve Martin discussed Big Picture items in store for next year and their sales implications: Consolidation on steroids: Martin points to a slew of major deals this year – SAP’s purchase of Sybase for $5.8 Sales & Marketing "Heavy Hitters Sales Psychology" Facebook Intel McAfee SAP Steve Martinbillion and Intel buying McAfee for nearly $8 billion [.]. MORE >> -
FOLLOW THE LEAD | THURSDAY, DECEMBER 23, 2010 Three chronic b2b sales problems and how to correct them in 2011
Sales & Marketing “50 Influential People in Sales Lead Management in 2010” Sales Lead Management Association SLMAEarlier this week we focused on b2b 2011 predictions. Today we are looking at three chronic b2b problems. We spoke with Russell Kern, president of marketing communications agency The Kern Organization, to get his take on how companies can go about remedying them: Problem One: Not getting enough results from online marketing. Remedy: Significantly improve [.]. MORE >> -
FOLLOW THE LEAD | TUESDAY, JULY 20, 2010  Slide in semiconductor sales doesn’t bode well for other b-to-b reps
was fortunate to spend my sales career in semiconductors, the most dynamic and innovative industry of the last half-century. In the industry’s early years, sales reps were electrical engineers, employed directly by firms such as Fairchild Semiconductor and Intel. This Direct Sales Model worked well, but it struggled with the industry’s dark side, such as severe volatile business cycles. Sales guys like me could be a superstar one year and live in fear of losing our job the next year. What’s more, electronic distributors, deployed large sales forces of their own. MORE >> -
FOLLOW THE LEAD | TUESDAY, JULY 20, 2010  Slide in semiconductor sales a sign for other b-to-b reps?
was fortunate to spend my sales career in semiconductors, the most dynamic and innovative industry of the last half-century. In the industry’s early years, sales reps were electrical engineers, employed directly by firms such as Fairchild Semiconductor and Intel. This Direct Sales Model worked well, but it struggled with the industry’s dark side, such as severe volatile business cycles. Sales guys like me could be a superstar one year and live in fear of losing our job the next year. What’s more, electronic distributors, deployed large sales forces of their own. MORE >> -
FOLLOW THE LEAD | MONDAY, NOVEMBER 1, 2010 Election cycles mimic sales cycles
Tags: Sales & Marketing GOP House of Representatives President Obama Senate Singapore Tea Party MORE >>
- B-to-B Sales and Marketing Snapshot: 2010 FOLLOW THE LEAD | THURSDAY, MAY 27, 2010
- Shining light on the end of the sales funnel FOLLOW THE LEAD | WEDNESDAY, MARCH 2, 2011
- The sales side is committed, but is marketing involved? FOLLOW THE LEAD | TUESDAY, JULY 13, 2010
- Gen Y wave approaching shores of b-to-b sales FOLLOW THE LEAD | TUESDAY, AUGUST 3, 2010
- Gen Y wave approaching shores of b-to-b sales FOLLOW THE LEAD | TUESDAY, AUGUST 3, 2010
- Sales-exec-as-publisher-model taking shape FOLLOW THE LEAD | TUESDAY, AUGUST 17, 2010
- Key to sales and marketing alignment: Talk FOLLOW THE LEAD | TUESDAY, DECEMBER 7, 2010
- What b2b sales reps need to know about Twitter FOLLOW THE LEAD | TUESDAY, JANUARY 18, 2011
- Flip the sales funnel using social media FOLLOW THE LEAD | THURSDAY, SEPTEMBER 23, 2010
- The Sweet Spot: Get rid of the ‘old, misaligned’ sales and marketing model FOLLOW THE LEAD | MONDAY, FEBRUARY 21, 2011
- Sales and marketing alignment: A legitimate debate or more lip motion? FOLLOW THE LEAD | WEDNESDAY, FEBRUARY 9, 2011
- Price of permission-based b-to-b e-mail continues to fall FOLLOW THE LEAD | MONDAY, JULY 19, 2010
- Price of permission-based b-to-b e-mail continues to slide FOLLOW THE LEAD | MONDAY, JULY 19, 2010
- ‘Sarketing,’ or when sales and marketing are in sync FOLLOW THE LEAD | TUESDAY, SEPTEMBER 28, 2010
- Why sales and marketing execs should try a little ‘role reversal’ FOLLOW THE LEAD | TUESDAY, NOVEMBER 16, 2010
- Onboarding: Invest now or pay (dearly) later FOLLOW THE LEAD | TUESDAY, JUNE 29, 2010
- (One) of the biggest sales mistakes salespeople make FOLLOW THE LEAD | THURSDAY, FEBRUARY 17, 2011
- How b2b sales reps can keep the ‘close’ in perspective FOLLOW THE LEAD | THURSDAY, DECEMBER 16, 2010
- The Sweet Spot: Finding the harmony between ‘CRM’ and ‘MA’ FOLLOW THE LEAD | WEDNESDAY, FEBRUARY 2, 2011
- The Sweet Spot: We’re all ‘smarketers’ now FOLLOW THE LEAD | THURSDAY, JULY 8, 2010
- The Sweet Spot: What’s your policy on social media? FOLLOW THE LEAD | THURSDAY, AUGUST 19, 2010
- Gone in sixty seconds? FOLLOW THE LEAD | THURSDAY, JUNE 24, 2010
- B-to-b suppliers and the (burgeoning) industries that need them FOLLOW THE LEAD | WEDNESDAY, MAY 26, 2010
- The ego that lurks behind every b-to-b purchase FOLLOW THE LEAD | THURSDAY, MAY 20, 2010
- Making order out of the chaos FOLLOW THE LEAD | THURSDAY, JULY 1, 2010
- The Sweet Spot: A few salient questions about ‘smarketing’ FOLLOW THE LEAD | TUESDAY, AUGUST 24, 2010
- Why scripted corporate social media bugs me FOLLOW THE LEAD | THURSDAY, AUGUST 26, 2010
- Weekend reading: Stats on social media in b-to-b FOLLOW THE LEAD | FRIDAY, AUGUST 20, 2010
- Dialing up SLMA Radio FOLLOW THE LEAD | WEDNESDAY, JULY 21, 2010
- Dialing up SLMA Radio FOLLOW THE LEAD | WEDNESDAY, JULY 21, 2010
- ‘Dialing for Dollars’ is getting quite expensive FOLLOW THE LEAD | THURSDAY, AUGUST 5, 2010
- Tips to improve your cold calling FOLLOW THE LEAD | THURSDAY, JANUARY 6, 2011
- Survey: Quality (not quantity) of leads Job One for marketers FOLLOW THE LEAD | THURSDAY, JULY 22, 2010
- Survey: Quality (not quantity) of leads Job One for marketers FOLLOW THE LEAD | THURSDAY, JULY 22, 2010
- ‘Clicking’ with customers by chatting FOLLOW THE LEAD | WEDNESDAY, AUGUST 18, 2010
- Marketing automation doesn’t have to be so complicated FOLLOW THE LEAD | TUESDAY, MARCH 8, 2011
- CSO Insights: Take survey, get back great data FOLLOW THE LEAD | MONDAY, OCTOBER 25, 2010
- AA-ISP names ZoomInfo ‘Provider of the Year’ for SaaS, CRM, Productivity FOLLOW THE LEAD | WEDNESDAY, JUNE 30, 2010
- The Sweet Spot: Resistance to alignment? Prove by example FOLLOW THE LEAD | TUESDAY, DECEMBER 14, 2010
- ‘Smarketing’ gets the pitch, but are b-to-b companies buying? FOLLOW THE LEAD | TUESDAY, AUGUST 31, 2010
- DMA YouTube channel focuses on best e-mail practices FOLLOW THE LEAD | THURSDAY, JULY 29, 2010
- DMA YouTube channel focuses on best e-mail practices FOLLOW THE LEAD | THURSDAY, JULY 29, 2010
- Cold calling isn’t meant to chill your prospects FOLLOW THE LEAD | TUESDAY, FEBRUARY 8, 2011
- Lead nurturing needs more nurturing FOLLOW THE LEAD | TUESDAY, JULY 27, 2010
- Lead nurturing needs more nurturing FOLLOW THE LEAD | TUESDAY, JULY 27, 2010
- The emergence of ‘Revenue Performance Management’ FOLLOW THE LEAD | THURSDAY, DECEMBER 9, 2010
- Why calling prospects ‘just to touch base’ is the kiss of death FOLLOW THE LEAD | TUESDAY, MAY 18, 2010
- Report shows too much ad hockery in SEO practices FOLLOW THE LEAD | TUESDAY, JULY 6, 2010
- Zales tapped for BtoB’s ‘Who’s Who in B-to-B’ FOLLOW THE LEAD | WEDNESDAY, AUGUST 4, 2010
- Zales tapped for BtoB’s ‘Who’s Who in B-to-B’ FOLLOW THE LEAD | WEDNESDAY, AUGUST 4, 2010
- The Sweet Spot: When ‘empire building’ gets in the way FOLLOW THE LEAD | WEDNESDAY, AUGUST 11, 2010
- Study: Is social a source for b-to-b leads? FOLLOW THE LEAD | FRIDAY, JUNE 18, 2010
- Welcome to Widget TV FOLLOW THE LEAD | FRIDAY, JULY 16, 2010
- Understanding the socially savvy b-to-b buyer FOLLOW THE LEAD | THURSDAY, MAY 13, 2010
- Sans buy-in from C-level, forget about building social networks FOLLOW THE LEAD | THURSDAY, JUNE 3, 2010
- Web tracking tools turning into a ‘must-have’ FOLLOW THE LEAD | FRIDAY, JULY 30, 2010
- Web tracking tools turning into a ‘must-have’ FOLLOW THE LEAD | FRIDAY, JULY 30, 2010
- Pre-production half the battle in creating meetings with C-level FOLLOW THE LEAD | TUESDAY, JUNE 1, 2010
- Do you need to hire a social media director? FOLLOW THE LEAD | THURSDAY, OCTOBER 21, 2010
- Keeping Social Media Under Control FOLLOW THE LEAD | THURSDAY, NOVEMBER 18, 2010
- Why does it always seem like marketers are running in place? FOLLOW THE LEAD | TUESDAY, JUNE 8, 2010
- Sales-leader jobs: 7 questions candidates should ask FOLLOW THE LEAD | TUESDAY, SEPTEMBER 14, 2010
- Crafting the ‘unifying metaphor’ for marketing automation FOLLOW THE LEAD | THURSDAY, JANUARY 20, 2011
- When social media ‘will be like air’ FOLLOW THE LEAD | TUESDAY, MAY 25, 2010
- The Sweet Spot: Sales training as perpetual beta FOLLOW THE LEAD | MONDAY, FEBRUARY 14, 2011
- Three ways to reset lead-gen FOLLOW THE LEAD | TUESDAY, JANUARY 4, 2011
- Crush Plan: 10 Steps for Inside Sales FOLLOW THE LEAD | WEDNESDAY, OCTOBER 6, 2010
- Study points to risks (and rewards) of social media FOLLOW THE LEAD | THURSDAY, JUNE 10, 2010
- Being cool to cold calling FOLLOW THE LEAD | TUESDAY, OCTOBER 26, 2010
- Don’t make marketing automation so murky FOLLOW THE LEAD | TUESDAY, JANUARY 25, 2011
- Email campaigns should be the start of the conversation FOLLOW THE LEAD | WEDNESDAY, NOVEMBER 10, 2010
- Are you budgeting for easy listening in a rock-and-roll era? FOLLOW THE LEAD | TUESDAY, JUNE 22, 2010
- Making the link between CRM and success less elusive FOLLOW THE LEAD | THURSDAY, FEBRUARY 24, 2011
- Tackling the middle market: Top tips FOLLOW THE LEAD | THURSDAY, JANUARY 13, 2011
- Key questions about social demand generation FOLLOW THE LEAD | FRIDAY, JANUARY 28, 2011
- What the Super Bowl and closing a huge deal have in common FOLLOW THE LEAD | TUESDAY, FEBRUARY 1, 2011
- Price of permission-based b-to-b e-mail continues to drop FOLLOW THE LEAD | TUESDAY, OCTOBER 12, 2010
- Controlling your online destiny FOLLOW THE LEAD | THURSDAY, OCTOBER 14, 2010
- Social media benchmark survey FOLLOW THE LEAD | MONDAY, NOVEMBER 8, 2010
- Follow the Lead - Untitled Article FOLLOW THE LEAD | THURSDAY, DECEMBER 2, 2010
- How folks used to ‘follow’ the Grateful Dead. Sound familiar? FOLLOW THE LEAD | THURSDAY, AUGUST 12, 2010
- Deploying online video to reel in lead generation FOLLOW THE LEAD | THURSDAY, OCTOBER 7, 2010
- Pivot in marketing means more personalized messaging FOLLOW THE LEAD | WEDNESDAY, JUNE 16, 2010
- Quick tip: Using Google Maps for lead-gen FOLLOW THE LEAD | FRIDAY, JANUARY 7, 2011
- The Sweet Spot: Finding the ‘voice’ of the customer FOLLOW THE LEAD | TUESDAY, OCTOBER 19, 2010
- New online scorecard for b-to-b sales and marketing reps FOLLOW THE LEAD | TUESDAY, NOVEMBER 23, 2010
- The Sweet Spot: Kimmel seeks to expand the DMA’s terrain FOLLOW THE LEAD | WEDNESDAY, OCTOBER 6, 2010
- Lesson learned: How to avoid clichés in communications in 2011 FOLLOW THE LEAD | TUESDAY, DECEMBER 28, 2010
- Ignore social media at your peril: ten reasons why FOLLOW THE LEAD | THURSDAY, DECEMBER 2, 2010
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