Tag Archives: Metrics

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Tibor Shanto’s Post: It Doesn’t End With the Sale: Managing Customer Relationships

The Pipeline Guest Post – Megan Totka Customers are the lifeblood of any business, and attracting new customers while strengthening your relationships with existing ones is a constant challenge. The best way to do so, however, is a matter that often leaves your sales and marketing staff at odds. Your sales force is focused primarily on closing the deal and landing new customers, while your marketing department wants to nurture customer relationships before and after the sale. No matter what … Continue reading →

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John Cousineau’s Post: 3 Keys to Empowering Employees [and why it matters]

In a recent article, John Hagel notes that the empowered employee is coming, it’s inevitable, and asks: is the world ready? As companies increasingly struggle to compete for leading talent, he sees savvy firms succeeding by becoming more performance-centric, by … Continue reading → You can read original article Here! Copyright and Property of this Article by John Cousineau Blog, best blogs

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John Cousineau’s Post : 3 Keys to Empowering Employees [and why it matters]

In a recent article, John Hagel of Deloitte’s Center for the Edge notes that the empowered employee is coming, it’s inevitable, and asks: is the world ready? As companies increasingly struggle to compete for leading talent, he sees savvy firms … Continue reading → You can read original article Here! Copyright and Property of this Article by John Cousineau Blog, best blogs

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John Cousineau’s Post: 4 Keys to Creating a Flat Army [of Front-Line Folks in Sales Execution]

In Flat Army, Dan Pontefract outlines his take on why it’s important, today, for firms to become connected and engaged. In his view, it’s time to connect the dots between leadership, engagement, learning, technology, and collaboration as a path to … Continue reading → You can read original article Here! Copyright and Property of this Article by John Cousineau Blog, best blogs

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Tibor Shanto’s Post: ” Hanging Out with @GlobeSmallBiz: How to develop a Winning Sales strategy “

Hanging Out with @GlobeSmallBiz: How to develop a Winning Sales strategy Last week I had the opportunity to participate in The Globe and Mail’s Report on Business’ Small Business interview series on Google+ Hangout. As the title suggests, we discussed a number of topics relating to sales, and sales challenges important for small business owners. This was not only a great use of the technology, but we covered a number of key issues potential pitfalls, and opportunities for small business … Continue reading →

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Tibor Shanto’s Post: ” Demand Capture vs. Demand Creation ”

We have all heard the expression “Lower Hanging Fruit”, implication being the fruit is ripe, heavy to the point where it is pulling down the branch, ready to be picked and enjoyed. In sales it is often thought of as prospects who are perceived “ready to buy” or easy to sell due to a number of factors. “Lower Hanging Fruit” is great if you are a new rep to the company or territory, but in most instances sales professionals need … Continue reading →

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Tibor Shanto’s Post: ” Deadlines – Your Sales Trump – Sales eXchange 165 “

In previous posts I shared how time and your treatment of it have a direct impact on your selling results and success.  How allocating time is a much more productive than efforts invested in trying to manage it; shifting time to help you and your buyer do more with a finite and non-renewable resource. Since time is constant, and always a key part of the success equation, there are other ways for sellers to leverage time for success. One is … Continue reading →

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Tibor Shanto’s Post: ” Houston, We Have The Solution! ”

On Thursday October 18, The Proactive Prospecting Workshop is coming to Houston, specifically to Four Points by Sheraton Houston Southwest, at 2828 Southwest Freeway, Houston. If you are in B2B sales, and need to engage with more new prospects, mark this date on your calendar, then sign up for this full day interactive prospecting program. Whether you are with a small company or large,  veteran or just launching your career, this workshop will give you the fundamentals needed to connect … Continue reading →