What sales lead management methods do you apply? Learn how to maximize the tools marketing teams can use to improve their prospecting system and sales cycle. RELATED: Aligning Lead Management And Sales Management In this article: Challenges Sales and Marketing Pros Face Sales vs Marketing: Fight Best Lead Generation Methods to Drive Revenue The Role of…Read More
Driving performance requires accurate and focused measures of performance. This is especially the case for account development and lead generation teams. I have recently been interviewing both XANT customers and non-customers (predominantly from the B2B High Tech/Services/Telecom industries) to identify the optimal metric to use when measuring the success of account development reps. I found that…Read More
Question: What do the names Eddie Johnson, JJ Redick, Trent Tucker, and Craig Hodges have in common?
Answer: They’re all NBA basketball players who were able to have successful careers primarily by being proficient at one thing (and not much else):
Making three-point shots.
These were players who realized that the highest value to their teams was to focus on what they did well—and develop as many “sub-skills” around that core value as they could.
JJ Redick will never win a dunk contest, or be considered anything more than a mediocre defender—but he has perfected the art of coming off screens, and has a lightning-quick shot release.
It’s not always the case, but in today’s Sales 2.0 World, a lot of the time it’s better to be fantastically good at one thing than to be average at half-a-dozen . . . .Read More