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Sirius Decisions Waterfall

Sirius Decisions Waterfall

The Real Difference Between a Director and Inside Sales Manager

  Guest Blogger Contribution by Trish Bertuzzi at The Bridge Group, Inc I don’t think anyone would argue that the quality of the executive who leads your Inside Sales team makes or breaks its success. A few times a month, companies will reach out to me looking for a “rockstar” Inside Sales Manager. I’ll ask a few questions about what the person will need to accomplish and, quite often, suggest they set their sights on a Director-level candidate.  Better to spend more in compensation than to hire someone who lacks the skills to get the job done. (more…)
Shannon Prager
November 5, 2015
Demand GenerationFunnel MarketingMarketing AutomationMarketing PlanningSirius Decisions Waterfall

How to Correct Sales Pipeline Shortfalls With Demand Modeling

  It's easy enough for businesses to look back over past sales figures and see why pipeline shortfalls occurred. What is far more difficult is tracking efforts in real time in order to make corrections that will solve problems before they seriously impact earnings and undermine annual sales projections. The key to adjusting performance strategies on the fly is careful planning based on a solid understanding of annual trends, as well as the ability to collect, track, and analyze data in a timely manner. With appropriate demand modeling, your business can set realistic goals, measure performance in real time (or…
Shannon Prager
October 14, 2015