Visionaries and Taskmasters

In this episode we look at the unique pressures and challenges facing perhaps the most important person in any technology organisation, the leader of the sales team. We look at how this special person must balance very conflicting, even contradictory, pressures, and we tell the story of how one sales leader managed to cut sales costs but still grow both the top and bottom line.

Published - February 2009


A Five-Point Plan for Surviving the Perfect Storm

The perfect storm is on us and the R word is all about, but in this episode we give our listeners a five-point leadership plan to keep sales going. We show you how to respond when the customer’s first instinct is to hoard their cash, and we provide you with a plan for rallying the sales team, giving them the confidence, the tools and the techniques to fight back and grab market share.

We look in particular at Benefits Mapping, a powerful new sales tool to enable you to close your wavering pipeline, generate new opportunities and get back to business!

Published - October 2008

ChangeBEAT ToolKITs

If you want to lead and manage your sales team and turn them into world beaters, particularly if you are in the technology business, click on the link opposite to view ChangeBEAT's ExecKIT ToolKIT on Sales Leadership and Management. For just £19.99 you can download a full briefing and a step-by-step guide to build and manage a winning sales team.

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