Mapping the Teleprospecting Process into your CRM
Mapping the Teleprospecting process into your CRM will help to ensure that the process is being used consistently by all parties. You need to build a workflow that manages Marketing Qualified Leads...
View ArticleThe Perfect Compensation Plan
Driving sales funnel growth, meeting revenue objectives and getting sales teams to meet or exceed sales metrics are challenges that our clients struggle with. For the most part, these challenges are...
View ArticleThe Best Coaching Session
The best coaching session that my team had was when I was the Director of Inside Sales at an educational software company. One day, out of the blue, the CEO called me to ask if he could “coach” 4 of...
View ArticleKeeping Your Team Motivated
A few weeks after school started this year, my daughter informed me that she was done with school. She is a straight-A student and a sophomore at a private Catholic high school, and just 3 years shy...
View ArticleThe Interview Shuffle
In this job market, when companies have open Teleprospecting positions (or any open positions, for that matter) they tend to receive a large number of resumes. The position is open for a reason and...
View ArticleTeleprospecting at Christmas
This year Christmas is in the dead smack middle of the week and so is the New Year. On Wednesday, December 25th and Wednesday, January 1st, most corporate offices will be closed for the Holidays....
View ArticleIs Your Company Complacent?
Over the past 20 years, my main focus has been to turn around lack luster sales and marketing organizations. I have done so over 50 times, and one of the most common phrases I hear from clients is: “It...
View ArticleDeadly Sales Disease – Funnel Bloat
The Issue with Funnel Bloat Many of the sales managers that I have worked with, at over 100 technology companies, had a belief that if they had more deals in the sales funnel, the more likely it...
View ArticleThe Front End to a viable Sales Funnel
The engine that drives a healthy, viable sales funnel is Teleprospecting. First, make sure that the Teleprospecting team has the right number of Marketing Qualified Leads to contact every month (I...
View ArticleRevenue Growth with Certainty: Predictable Revenue Model
The Revenue Growth Model A Predictable Revenue Model (PRM) enables a company to achieve 20% or more revenue growth year over year, sustainably and profitably. Its key benefits are: Sustainable high...
View ArticleThe Game Changing Power of Predictable Revenue Growth
What is Predictable Revenue Growth When we have Predictable Revenue Growth, we can set our revenue targets each year and achieve it within a narrow margin of error (no more than 5%). Not only that, we...
View ArticleInternal Assessments–The First Step towards Predictable Revenue Growth
Every CEO wants to achieve Predictable Revenue Growth. And the companies that are struggling with achieving their revenue targets are often baffled by why as they continue to do more of the wrong...
View ArticleWhy B2B Sales is no longer working
Overview A fundamental shift we see in Business-to-Business (B2B) sales is that prospecting and sales results seem to have turned for the worse. Lead conversion rates are lower; sales cycles are...
View ArticleMapping the Teleprospecting Process into your CRM
Mapping the Teleprospecting process into your CRM will help ensure that the process is being used consistently by all parties. You need to build a workflow that manages Marketing Qualified Leads...
View ArticleThe Perfect Compensation Plan
Driving Sales Funnel growth, meeting revenue objectives, and getting sales teams to meet or exceed sales metrics are among the many challenges faced by our clients. Quite often, these problems are...
View ArticleFixing Missed Revenue Targets
In our work with clients, we have identified three fundamental reasons why companies miss their revenue targets Not enough opportunities in the sales pipeline to start with Not enough of these...
View ArticlePredictable Revenue Model
A Predictable Revenue Model enables a company to become a market leader by unleashing its full revenue potential so it can consistently achieve a high growth rate, year after year. Why High Growth...
View ArticleFive Factors that Drive High Growth
Five Factors that Drive Revene Growth High Growth does not require high cost of sales and maketing, but rather the intelligent use of five key drivers. Overview A study by Bain and Company shows an...
View ArticleWhy the Four Funnels Framework is Your Key to Predictable Revenue
The Four Funnels Framework is a systematic methodology for generating high-quality B2B leads that deliver predictable revenue. This framework helps to overcome the “missing link” that sometimes...
View ArticleA Quick Start Guide to the Four Quadrants Model of High Growth
The Four Quadrants of High Growth The Four Quadrants of High Growth is a highly effective sales strategy that enables B2B companies to optimally deploy their limited marketing and sales resources to...
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