by WBAdmin | Oct 12, 2017 | Marketing, Socialize & Share, The Changing Face of Sales
Sales Development Teams across enterprise-level sales organisations are increasingly reporting to Marketing rather than Sales (50% of SDRs in 2015 and rising). That often makes sense… but it can lead to blurred lines – organisations where SDRs are more of a...
by WBAdmin | Jul 14, 2017 | Socialize & Share, Whiteboarding
The most common type of meeting nowadays is probably a ‘coffee and catch up’ meeting in an off-site or on-site cafeteria. Maybe 30 minutes, maybe less. If it’s on-site and you can linger a while then maybe you can catch five minutes with someone else after it has...
by WBAdmin | Jul 12, 2017 | Whiteboarding
Many people are surprised to learn that in the authorized Steve Jobs biography there are well over a dozen references to Jobs’ use and deep appreciation for whiteboards and whiteboarding. A search on Google also pulls up plenty of images of Jobs at work...
by WBAdmin | May 18, 2017 | Leaders & Leadership
Sales objections don’t just spring from nowhere. You might find that in deal reviews your people are telling you that’s what happened – everything was ticking along nicely with the prospect and then BAM – and it can feel that way to front line...
by WBAdmin | May 5, 2017 | Leaders & Leadership, Sales Enablement, The Changing Face of Sales
The more Sales leaders I meet, the more I’m struck by one thing – no one is getting the results they want. That’s partially down to numbers being pulled out of thin air by finance teams under the cosh from investors demanding relentless...
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