Just finished reading Sean Geehan’s new book – the B2B Sales Playbook – “The Ultimate Weapon for Achieving Sustainable, Predictable and Profitable Growth” There’s always been chatter in the business world about profits, planning and long-term success. But seldom does the eager and anxious businessperson find immediately applicable instruction like in B2B Executive Playbook. If [...]
We were recently asked to devise a good succinct explanation of an ESP, here’s it is, comments welcome if you think we’ve missed anything: An Executive Sponsor Program (ESP) is an initiative to leverage existing client relationships to further penetrate these accounts and increase their retention. The program involves assigning an organization’s most influential executives to key client executives [...]
We’re making our popular implementation guide for Executive Sponsor Programs available at no charge, here’s more information: “Managing Executive Sponsor Programs: Strategy & Implementation Pack” Version 6.1. Published April 4th 2011. Description: The most complete reference guide to creating and managing successful Executive Sponsor Programs; including a full Strategy, the largest collection of Best Practices [...]
Executive Sponsor Program Specialist Job Number:1101214 https://rim.taleo.net/careersection/professional/jobdetail.ftl?lang=en&job=1101214 Description Research In Motion Limited® (RIM)® is a world leader in the mobile communications market and has a history of developing breakthrough wireless solutions. RIM’s portfolio of award-winning products, services and embedded technologies is used by thousands of organizations around the world and includes the BlackBerry® wireless platform, [...]
Just noticed some great IDC research on Executive Sponsor Programs, good to see that finally a big market research company is acknowledging and engaging in this discipline! Technorati code: HHUCKJGD3PJS Note: the report is five times more than what we charge for our whole implementation guide, but you can get your copy at: http://www.idc.com/research/viewtoc.jsp?containerId=225024 IDC research conducted [...]
Executive Sponsor Program Specialist Location: Waterloo, IA Date Posted: February 03, 2011 POSITION SUMMARY As a dynamic, interpersonal, and energetic member of Customer Support Operations (CSO), Shared Services Team, you contribute to the quality of the services delivered by the CSO organization through effective and efficient development and execution of the Executive Sponsor Program. The [...]
IBM is know for its very thorough and extensive sales training - new recruits typically engaged in off-site sales training which can last 1-2 weeks at a time. The result is a highly effective sales machine and a very unique sales process based not on product features but “solution selling”. Traditionally you stuck to the process [...]