Hunters And Farmers: You Need Both
Not all salespeople share the same skill sets. Matching your sales team’s skill sets to their responsibilities will help to […]
Continue Reading →How to Find the Right Type of Salesperson to Fit Your Needs
If you’ve ever hired a salesperson who looked great on paper, only to find out they couldn’t perform to your […]
Continue Reading →5 Reasons Why Most Lead Generation Efforts Fail
You’re in business to make money. To make money, you need customers. To get customers, you need to convert qualified […]
Continue Reading →Do the Math: Hitting a Home Run With Your Sales and Marketing Goals
In Michael Lewis’ 2003 book Moneyball and the 2011 film adaptation, the Oakland Athletics were faced with a severe financial […]
Continue Reading →Let the Horse Lead: Building a Strong Front End Process
“Don’t put the cart before the horse.” We’ve all heard the adage and understand its meaning. To do things correctly, […]
Continue Reading →Is Your Sales Person Really Selling
If you aren’t seeing a steady stream of new opportunities in your sales pipeline, it might be time to determine […]
Continue Reading →5 Things That Inhibit Sales Follow Through … and What to Do About Them
If you are involved in any type of sport, you understand the importance of follow-through. Whether you are hitting a […]
Continue Reading →New Business Development: Internal Vs. Outsourced
This chart is a representation of Athena’s model and what we believe is a best practice approach to establishing a […]
Continue Reading →Best Practice Approach to Target Market Profiling
One of the most underestimated steps in new business development is target market profiling. Accurately pinpointing the profile for your target […]
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