What does it mean to be a “modern” sales leader? Influencers from Rocket Fuel, The Bridge Group, Moo, Steelbrick and LevelEleven gathered on stage at Dreamforce Thursday to share these 12 answers: 1. “I do believe the modern sales leader has to be a marketeer,” – Matt Gorniak, CRO, Steelbrick 2. “There’s a theme going on...Read More
I was recently asked by Randy Wootton, Chief Revenue Officer of Rocket Fuel, to come speak at their sales management kickoff, which was uniquely named the “Go To Market Reboot.” Randy has a great way of rallying his group around a vision and executing toward that vision. The purpose of this meeting was to pull...Read More
My experience is that salespeople spend a lot of time wondering, “Am I spending my time on what’s most likely to result in closing more business?” They’re rightfully worried about closing deals, but there’s nagging doubt along the way about whether the path they’re taking to that goal is the straightest one. Sales managers, too,...Read More
What separates the modern sales leader from others? Well, for one there’s a data mindset. In my last blog post, I stressed the importance of this. Great sales organizations treat sales as a science and do everything possible to eliminate guesswork. Part of that, of course, includes defining your sales team’s key performance indicators (KPIs)....Read More
Like a baseball manager standing on the top step of the dugout, sales managers have a lot to pay attention to when considering whether to make a change in strategy. A baseball coach might be looking at the score, the runners on base, how many innings are left in the game and the broader context...Read More
Having a data-driven sales environment doesn’t just mean that leadership bases decisions on numbers — it means that salespeople are looking at them, too. Among everything else your reps juggle, getting them to even look at data — let alone focus on it — can be difficult. Here are three tips to help you out:...Read More
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