Dave Stein said B2B sales changed more in the last 3 years than the last 100. How do companies deal with this fast-changing world. We get insights from the top experts and share them in this great white paper. Learn the facts of today to help you and your teams make quota.
The Definitive Guide to Making Quota Presented by Find New Customers By The Fearless Competitor Jeff Ogden, President Find New Customers Jeff.firstname.lastname@example.org Follow me on Twitter @fearlesscomp Contents ● Section 1 - Executive Summary 3 ● Section 2 - Introduction 5 The Slow Death of Interruption Customer Engagement 5 Key Sales Challenges 6 ● Section 3 - Problem Assessment 7 ● Section 4 – Recommended course of action 9 ● Section 5 – Case Study 12 ● Section 6 – About the Sponsor 13 THE DEFINITIVE GUIDE TO MAKING QUOTA 2 Section 1 - Executive Summary CSO Insights, experts on the world of sales and marketing, recently surveyed over 2,800 companies. They found most were raising quotas, despite low quota attainment the prior year. In fact, quota attainment has been steadily declining for years and CSO Insights expects it to drop even more. Undoubtedly, you’ve experienced these kinds of challenges firsthand. Top executives ask for more and more, looking for revenue growth, however: • Lead flow has dried up • Decisions are delayed • Budgets are tight “It’s like you’re a high school track coach. 1⁄2 of your high jumpers can’t clear 6 feet. Yet • No one returns calls we move the bar up to 6’ 3’. One way to look at this is to compare sales quotas to How’s that going to help? If most of our jumpers can’t a high jump competition. You used to clear 6 feet, clear the first height, why will but it’s getting harder and harder. Now the bar’s raising it help?” going up. Jim Dickie, Managing Partner, If it was tough before, now it’s nearly impossible. CSO Insights What’s a sales leader to do? In this white paper, we’ll examine the root causes of these challenges and explore how the best companies have adapted to deliver superior results. Our goal is to provide you with a road map you can use to put steps in place today for improved fiscal results. THE DEFINITIVE GUIDE TO MAKING QUOTA 3 Fortunately, you don’t just get ideas from Find New Customers, Our All-Star cast: but also from some of the brightest minds in sales and marketing. Many top sales experts contributed to this white Jill Konrath, Selling to Big paper. Companies In this paper, you’ll learn how smart companies are rethinking Kevin Temple, Enterprise Selling the whole approach to sales. Dave Stein said “Companies need to start running sales as a business, rather than as a weekend Jim Dickie, pickup football game.” And you’ll learn how the best are using CSO Insights technology to deepen relations
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