Senior executives shared perspectives and insights related to planning for next year. The discussion answers these questions: What factors are you considering when planning for next year? What is the right balance between new account acquisition and existing customer expansion? What changes are you considering to your organization structure? What initiatives are you putting in…
Senior executives share perspectives and insights related to selling and delivering outcomes and value during uncertain economic times. The discussion provides answers to these questions: What behavior changes are you seeing in engagements with prospects and customers in today’s uncertain economic environment? How is the uncertain economic environment impacting the customer’s buying journey? What is…
Who Owns the Pipeline? (A Sales Leadership Community Panel Discussion Hosted by the Atlanta Chapter) Senior executives share their perspectives about pipeline ownership of opportunities with customers and prospects. The discussion covers their views on different aspects of the pipeline including: Who really has accountability for and owns the pipeline? What is the role of…
As a sales leader, how do you know when your sales coverage model needs a change? Then, how do you implement that change? At a previous Sales Leadership Community meeting, a panel of sales leaders from Amazon, TransUnion, Lenovo, and SOAR Performance Group shared suggestions for determining and changing your sales coverage model. Continue reading…