Market Marketing Strategy Sales Leadership 
A Sales Guy
JANUARY 2, 2012
The beginning of the year in sales always starts with a number. Sales leadership spends a lot of time going through plans, setting quota, preparing for Q1, looking at the pipeline, etc. How much of the strategy focuses on marketing and collateral support? Then it moves to getting to the number.
A Sales Guy
NOVEMBER 27, 2012
These “lists” would be divvied up among the sales team to call. In most cases, that was the extent of the lead generation strategy of sales leadership. They were just lists of people or companies that fit some arbitrary profile, a profile that possibly lent itself to a sale.
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A Sales Guy
MAY 20, 2013
As a sales leader, if you are diligent in understand these four areas; people, process, strategy, product and the market you’re doing OK. Getting a grip on your sales team requires constant analysis and review of the critical areas that affect sales; people, process, strategy, market and product.
A Sales Guy
DECEMBER 3, 2013
There is a massive influx of tools available to sales organizations. Insides sales is growing like mad. Content marketing is redefining lead generation, SEO and branding. The world of sales has changed dramatically from just 5 years ago AND it’s becoming increasingly more complex. You need to know now. Be prepared!
A Sales Guy
AUGUST 16, 2013
Blaming sales when your business model no longer fits the market is neither constructive nor productive. That’s a poor business strategy, leadership and management failing aren’t paying attention to how the market is changing, what customers value. That their team, their processes, strategy, etc.
A Sales Guy
OCTOBER 31, 2013
Each of these pillars represents the critical parts of sales and are the only focused areas sales leadership controls that can move the number. Strategy: What’s the go to market strategy? What strategy/strategies are you executing to? Do the strategies map to the stated goals.
A Sales Guy
APRIL 25, 2012
An old boss of mine used to say; “Structure follows strategy,” and he is right. If you have 3 types of sales or products that target very different customers, how would you structure your organization to attack those markets? All too often we focus on sales strategy, people and process. If yes, how?
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