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The Five Fundamentals of Effective Sales Management

The Five Fundamentals of Effective Sales Management

Sales Management / Oct 10, 2017 / John Golden

John Golden and Matt McDarby outline the five fundamental management activities including a careful alignment with the organization’s Go-To-Market strategy, a deliberate focus on early-stage pipeline opportunities, a dedication to coaching, and a deliberate approach to account growth, all underpinned by a carefully designed and rigorously-adhered-to operating rhythm. Read Post

Basic Essentials of Sales Management

Sales Management / Sep 18, 2020 / Nikolaus Kimla

This is the first in a series of ebooks covering the vital subject of Sales Management. In this ebook, we’re going to cover the basic essentials of the subject: Getting rapidly up and running when you’re first put on the job, taking on a team, the mindset you need, the subject of management, a sales manager’s virtues, dealing with people, and the technology you need. Read Post

Navigating Sales Challenges in the Logistics Industry: A 2025 Perspective

Sales Professionals / Jun 3, 2025 / John Golden

The whitepaper, Navigating Sales Challenges in Logistics for 2025, explores the major issues logistics sales teams face due to economic shifts, technological advances, and societal changes. It details seven core challenges—including talent shortages, rising operational costs, tech-driven changes, sustainability demands, geopolitical risks, e-commerce growth, and urban delivery complexities. Additionally, it highlights the strategic importance of ... Read Post

Snapshots
Tools for your productivity
Tools / Sep 29, 2017 / Dan McDade
Lead to Revenue Calculator

Lead to Revenue Calculator

PointClear has developed a comprehensive Lead/Revenue Calculator that factors in metrics frequently ignored in the planning process, and addresses other shortcomings often found in these sorts of tools. This is a model you can adjust to fit your company; so multiply, add zeros, adjust percentages or make whatever other changes you feel will shed light ... Read Post

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