The Sales Acceleration Formula: Using Data, Technology, and Inbound Selling to go from $0 to $100 Million

Index

A

• A/B tests
• Accountability, in sales management
• Amazon.com, See also Websites

B

• BANT (budget, authority, need, timing) matrix
• Behavior:
  • desired changes in the sales team
  • during interviewing
  • short-term changes in
• “Black hat” tactics
• Blogs, See also Social media
• Brand, building with social media
• BUILD-Boston
• Business plan
• Buyers. See Customers

C

• Call certification, sample of
• Candidates:
  • alignment between prospect and current employer
  • engage with prescreened
  • profile on LinkedIn
  • through “forced referral,”
• Coaching
  • customized plan for
  • definition of
  • effective
  • examples of metrics-driven plans
  • implementing a culture throughout the organization
  • lack of urgency and
  • as leadership skill
  • measuring success of
  • metrics-driven
  • role-playing and
• Cold calls
• Commission, See also Compensation; Revenue
  • aligned
  • criteria to evaluate new
  • immediate
  • simple
• Commitment:
  • customer
  • demand generation and
• Compensation. See also Commission
  • commission
  • criteria to evaluate new commission plan
  • customer commitment plan
  • customer success plan
  • “hunting” plan
  • motivation through sales compensation plans and contests
  • promotion tiers and
  • sales team involvement in compensation plan design
• Conflict, managing
• Contests. See also Sales
  • contest fever
  • example of
  • motivation through
  • prizes
  • standings in
  • team-based
  • time frame for
• Culture:
  • employee
  • “promote from within,”
  • of sales teams
  • throughout the organization
• Curiosity
  • testing for
• Customers:
  • building a brand with
  • commitment plan for