Remove 2017 Remove Business Planning Remove Negotiation
article thumbnail

Be more strategic: Top-down or bottom-up, marketing and sales integration and property marketing

Red Star Kim

In practice, there is usually an iterative process where top-down and bottom-up strategies are negotiated and aligned. See also integrated-business-planning-oct12.pdf We talked about the helicopter approach to strategy – looking down on the big picture (rather than getting stuck in the detail) with an eye on the horizon.

Marketing 130
article thumbnail

7 Steps to Establish a Successful Sales Mentorship Program

Hubspot Sales

If you don't reward the senior rep financially, they tend to act more like a coach than a player, which leads to a slower deal time and less involvement in the negotiation (an area in which the new rep has the most to learn). At a QBR, for example, ask the new rep to showcase their business plan and learnings in front of their peers.

Sales 107