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posted in insights,sales process optimization,3 comments,motivation,compensation,training,ramp,sales process failure,time management,mismanagement of pipeline,work ethic,a hunter,b farmer,c nurturer,2 motivation,3 compensation,4 training,5 ramp,seattle
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1

Successful exit built on the strength of Sales Process Optimization | Revenue Traction in a Startup World

https://revenuetraction.wordpress.com/2008/09/26/successful-exit-built-on-the-strength-of-sales-process-optimization

Revenue Traction in a Startup World. Powered by Altus Alliance. Laquo; When is the time right for Renaissance vs. Coin-operated Sales? Release: Startups Create Revenue Traction and Successful Acquisition in Today’s Volatile Economy with Altus Alliance’s Proven Sales Process Optimization (SPO) Service Altus Introduces SPO, the Firm’s Newest Practice, with ISSI Data Case Study. Successful exit built on the strength of Sales Process Optimization. And an expanded online catalog sales business. Practices that...

2

Top 10 Reasons why Sales People Fail | Revenue Traction in a Startup World

https://revenuetraction.wordpress.com/2008/12/04/top-10-reasons-why-sales-people-fail

Revenue Traction in a Startup World. Powered by Altus Alliance. Laquo; Dave Chase interviewed after New Business Models for News Summit. Hunting Farmers and Farming Hunters. Top 10 Reasons why Sales People Fail. Sales People fail for (one or more than one) of the following reasons:. Misalignment of goals and expectations. Let me explain. There are normally 3 and sometimes 4 distinct profiles that map against the customer lifetime continuum. I recommend that your base salary is conservative enough that pe...

3

Avoiding wasted Biz Dev cycles | Revenue Traction in a Startup World

https://revenuetraction.wordpress.com/2007/12/31/avoiding-wasted-biz-dev-cycles

Revenue Traction in a Startup World. Powered by Altus Alliance. Laquo; Excellent deal terms series. Go big by starting small. Avoiding wasted Biz Dev cycles. A saying that many of us have cited is “sometimes the best deal is no deal”. Ed Sims has a good post. On how to cut your losses if you are getting the biz dev run-around. This entry was posted on December 31, 2007 at 6:24 pm and is filed under Business Development. You can follow any responses to this entry through the RSS 2.0. From your own site.

4

Release: Startups Create Revenue Traction and Successful Acquisition in Today’s Volatile Economy with Altus Alliance’s Proven Sales Process Optimization (SPO) Service Altus Introduces SPO, the Firm’s Newest Practice, with ISSI Data Case Study | Revenue Tr

https://revenuetraction.wordpress.com/2008/10/31/release-startups-create-revenue-traction-and-successful-acquisition-in-today’s-volatile-economy-with-altus-alliance’s-proven-sales-process-optimization-spo-service-altus-introduces

Revenue Traction in a Startup World. Powered by Altus Alliance. Laquo; Successful exit built on the strength of Sales Process Optimization. Dave Chase interviewed after New Business Models for News Summit. Release: Startups Create Revenue Traction and Successful Acquisition in Today’s Volatile Economy with Altus Alliance’s Proven Sales Process Optimization (SPO) Service Altus Introduces SPO, the Firm’s Newest Practice, with ISSI Data Case Study. Here’s a copy of the release…. Altus Alliance’s analysis al...

5

When is the time right for Renaissance vs. Coin-operated Sales? | Revenue Traction in a Startup World

https://revenuetraction.wordpress.com/2008/09/19/when-is-the-time-right-for-rennaissance-vs-coin-operated-sales

Revenue Traction in a Startup World. Powered by Altus Alliance. Laquo; Demo tips from a seasoned pro. Successful exit built on the strength of Sales Process Optimization. When is the time right for Renaissance vs. Coin-operated Sales? The Wall Street Journal recently reported the news of sales executive Joanne Bradford joining Yahoo. After a brief stint at Spot Runner reminded me of Mark Leslie’s commentary in his seminal paper on the Sales Learning Curve published in the Harvard Business Review. At this...

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Revenue Traction in a Startup World | Powered by Altus Alliance

Revenue Traction in a Startup World. Powered by Altus Alliance. Hunting Farmers and Farming Hunters. December 12, 2008. The following are signs that someone is a Hunter vs. a Farmer. It is all about The Sale vs. It is all about The Relationship. Consultative vs. Cultivate. Risk Taker vs. Risk Adverse. Obtaining vs. Growing. Independent vs. Collaborative. Individual Selling vs. Team Selling. Trusted vs. Trusted Advisor. Drive vs. Passion. Close vs. Build. Prospecting vs. Mining. Competitive vs. Loyal.

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