Improving B2B sales productivity requires designed interventions</h1> <article> <h1>Improving B2B sales productivity requires designed interventions</h1> <p>John — Fri, 25 May 2012 01:45:17 +0000</p> Savvy sales managers constantly hunt for places where a little coaching can have a big impact on sales performance. The right metrics can function like coaching radar. Savvy sales coaches are just like saavy sports coaches. They use radar-like data … <a href="http://amacus.net/blog/2012/05/improving-b2b-sales-productivity-requires-designed-interventions/">Continue reading <span class="meta-nav">→</span></a> </article> <article> <h1>Reflections on a Week of Small Improvements in B2B Sales Productivity</h1> <p>John — Sat, 28 Apr 2012 15:56:09 +0000</p> It’s been a good week. Time to reflect on some of the things we’ve seen and learned: new sales hires are a joy to work with. They’re curious. They’re motivated. They’re not easily discouraged by poor, early, results. More proof … <a href="http://amacus.net/blog/2012/04/reflections-on-a-week-of-small-improvements-in-sales-productivity/">Continue reading <span class="meta-nav">→</span></a> </article> <article> <h1>One Change That Can Double Your B2B Sales Productivity</h1> <p>John — Fri, 06 Apr 2012 00:45:43 +0000</p> Gary Hart’s post “Are Your Prospecting Results Disappointing” thoughtfully explains how customer-centric messaging attracts buyers to engage in sales conversations. Conversely, when results are disappointing, it’s often because calls and emails are, instead, product-centric. In response, I commented that we’ve … <a href="http://amacus.net/blog/2012/04/one-change-that-can-double-your-b2b-sales-productivity/">Continue reading <span class="meta-nav">→</span></a> </article> <article> <h1>3 Lessons to Seed Improved B2B Sales Productivity Next Quarter</h1> <p>John — Sat, 10 Mar 2012 22:07:14 +0000</p> As quarter-end approaches, reflections on what we’ve learned recently with implications for next quarter: 1/ ‘WHY’ IS THE KEY TO GAINING ACCESS In general, we’re seeing vendors with a sharply defined WHY gain access to new leads faster, and more … <a href="http://amacus.net/blog/2012/03/3-lessons-to-seed-improved-b2b-sales-productivity-in-the-coming-quarter/">Continue reading <span class="meta-nav">→</span></a> </article> <article> <h1>Sales Leaders’ Priorities for 2012 – Survey Results</h1> <p>John — Wed, 15 Feb 2012 01:18:29 +0000</p> The Alexander Group does an annual survey of sales leaders’ growth plans + tactics in conjunction with its Chief Sales Executives Forum. Amongst their findings for 2012: Sales leaders expect their firms’ growth to outpace economic growth in 2012 They … <a href="http://amacus.net/blog/2012/02/sales-leaders-priorities-for-2012-survey-results/">Continue reading <span class="meta-nav">→</span></a> </article> </main></body></html>