Bob Sullivan

Bob Sullivan is President of InfoGrow Corporation, a national sales & marketing consultant and applications provider that enables clients to leverage information and technology for making better sales & marketing decisions. Bob has written articles and spoken at various regional and national meetings on the topics of: one-to-one marketing, sales force automation, CRM, data management, location intelligence through mapping, and hosted sales & marketing applications. In addition to his sales & marketing consulting and application development experiences over the past 22 years, Bob’s varied professional background includes services as a: law school assistant dean, city councilman, national association president, and high school teacher. Bob earned his Doctorate in Education from the University of Akron.

Filling the Sales Pipeline for Manufacturing – Hitting 2014 Sales Goals

September 24, 2014September 23, 2014 by Bob Sullivan

No one would doubt that B2B customers are shopping and buying differently today. Thanks to the internet, customers move more quickly along the buying process armed with increased knowledge and more choices. Now that more than half of 2014 is behind us, what needs to change for your team to have better than a 50% chance of meeting the sales goals set for this year? The sales pipeline may seem ominous, but it doesn’t have …

5 Ways Sales Managers Can Help Low-performing Sales Reps

March 24, 2014March 24, 2014 by Bob Sullivan

In today’s tough economy, sales reps are taking on bigger territories, working with higher quotas, and making more customer contacts than ever. But less than 55% of sales reps are making their quota. Sales managers can help their reps with these challenges in various ways. In this blog, I share with you 5 inspiring ideas from industry authorities. For these ideas, I add my own suggestions for how you can easily apply these concepts for …