SBI Growth
NOVEMBER 6, 2013
Execute the wins by canceling bloated, non-impact tactics. This action of canceling a non-performing program sets the right tone for the team. BPM’s are a sales tool that maps the decision-making process used to purchase a product or service. First and foremost is your team’s ability to drive effective Demand Generation results.
The Pipeline
JULY 18, 2011
The plan, theory, hope, as it was explained, was that once the service was flowing through the customers’ networks, and they had a chance to experience it, renewing them 12 months later at full price would be a mere formality. Our losses stretched out as long as the client maintained the service, $6,000 per year, four years, $24,000.
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The Pipeline
OCTOBER 3, 2011
I recently called them to complain about consistent outages and slow service, something others in my area have also complained about. The first encounter was with a CSR, who quickly tried to convince me that it had nothing to do with their (lack of) service, and was likely my router. Click here to cancel reply. Sales eXchange.
The Pipeline
MAY 6, 2011
Let’s say you want a dominant market share in financial services by winning showcase customers. One of the biggest names in financial services is American Express. American Express Company at Goldman Sachs US Financial Services Conference December 07, 2010 10:30 a.m. Click here to cancel reply. Demand Generation.
The Pipeline
MAY 20, 2011
And you’ll have checked out the major product/service providers who could help. Click here to cancel reply. Demand Generation. For anything important you’ll have looked up what you think your problem or opportunity is and the different ways of solving it. You’ll have decided what you think the answer is.
The Pipeline
AUGUST 26, 2011
John Kearney serves as a Consultant at Sales Benchmark Index (SBI), a professional services firm focused exclusively on sales force effectiveness. Click here to cancel reply. Demand Generation. Any additional recommendations? About John Kearney. Add a Comment. Name (required). Mail (will not be published) (required).
The Pipeline
FEBRUARY 3, 2012
Two caveats, an obvious one is that at one point you will have to add headcount to service new territories. Click here to cancel reply. Demand Generation. If you are about covering and growing existing accounts, then again, concentrated territories make for concentrated effort, and better results. Add a Comment.
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