Lessons from the Pitcher’s Mound on Sales Team Development by Paul Rafferty for @datadotcom
by Salesforce on Jan 26, 2012
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To get top performance from your Sales and Marketing Organizations, today’s companies need to deploy their resources in the correct “roles”. In “the good old days” of selling, one talented ...
To get top performance from your Sales and Marketing Organizations, today’s companies need to deploy their resources in the correct “roles”. In “the good old days” of selling, one talented Sales Professional ran the entire Sales Cycle (Prospecting, Qualifying, Presenting, Closing). In baseball terminology, they “pitched a complete game”. In today’s Sales 2.0 world, most companies are wasteful and ineffective in this model.
The game of baseball was revolutionized by the introduction of the closer role. Today’s CEO’s and Sales VPs must look to that success and reinvent the way they attack the market.
Join Paul Rafferty, CEO and Founder of Sales Engine International, for this webinar in which he will discuss how the world of selling has changed and what steps sales and marketing execs need to take to leverage the value of new marketing automation tools to complement the right types of sales talent to reach their organization goals.
You will learn how to:
* Understand how to staff in the Sales 2.0 paradigm
* Understand the difference between a SQL (Sales Qualified Lead) and an MQL (Marketing Qualified Lead)
* Leverage the tools that tell you exactly who is most interested in you and your products
* Systematically Grow Sales
Paul Rafferty is the Founding Partner of Sales Engine International and Chief Executive Officer. Paul is a richly experienced Senior Sales Executive whose unique insights and "steady hands" are greatly valued by all Sales Engine clients. Paul provides the Executive Leadership and is responsible for Sales Engine's Sales and Administrative Teams. Prior to founding Sales Engine, Paul spent 20 years with a Fortune 500 company, rising from Field Sales Rep to Regional VP of Sales and finally National VP of Sales Operations with responsibility for a sales organization exceeding 600 people. To learn more about Sales Engine International, visit www.salesengineintl.com
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