Category Archives: B2B Product Launches

Holding Sales and Marketing Responsible with a Shared Quota

Posted on September 27, 2011 by Gabriel Sales

This blog builds on a previous blog titled Sales and Marketing Alignment Requires Agreement on Lead Definitions.  It describes a metric driven approach to get sales and marketing excited about working as a team to put qualified deals in your … Continue reading →

Posted in B2B Demand Generation, B2B Product Launches, B2B Technology Sales, Strategy and Execution, Underperforming Sales | Leave a comment

How to Build a Winning Ideal Customer Profile

Posted on July 27, 2011 by Gabriel Sales

This blog outlines the steps we take to build a successful outsourcing lead generation strategy and the sales consulting options we provide, as well as the steps you may be able to take on your own if you have the … Continue reading →

Posted in B2B Demand Generation, B2B Product Launches, B2B Technology Sales, Strategy and Execution, Underperforming Sales | Leave a comment

What is an Ideal Customer Profile?

Posted on July 8, 2011 by Gabriel Sales

This is part one of a two part series that explains how being strategic in planning how you target customers will produce significantly better results on the back end.  Part two can be found here,How to Build a Winning Ideal … Continue reading →

Posted in B2B Demand Generation, B2B Product Launches, B2B Technology Sales, Professional Services Sales, Strategy and Execution, Underperforming Sales | Leave a comment

Selling is About Serving and Sharing First in the New Engagement Model

Posted on April 25, 2011 by Gabriel Sales

In 1997 one of the first sales jobs I had was for a Silicon Valley start-up called Autoweb.com selling websites and leads to car dealers.  Some of you might not remember what it was like to buy a car prior … Continue reading →

Posted in B2B Demand Generation, B2B Product Launches, B2B Technology Sales, Professional Services Sales, Strategy and Execution, Underperforming Sales | Leave a comment

Pitch/Content Strategy that Drives Results with both the Technical and Business Buyer

Posted on April 11, 2011 by Gabriel Sales

The Right Integrated Pitch and Content Strategy – Ensures the Technical Buyer Does Not Say “No” so the Business Buyer will Say “Yes” What we are sharing below is an abbreviated outline to give you a flavor of how to … Continue reading →

Posted in B2B Demand Generation, B2B Product Launches, B2B Technology Sales, Developing B2B Content, Professional Services Sales, Strategy and Execution, Underperforming Sales | Leave a comment