SBI Growth

APRIL 21, 2013

He gets protective of “gray area prospects” who stretch across several regions. Every time there’s a territory rezoning he bellyaches. Or If you chop up my territory, I’ll look somewhere else. Because of this, prospects and existing customers don’t get the same level of service. He mostly gets his way. CRM adoption?

Territories 303

Territories Quota Engineering Resources 303

SBI Growth

OCTOBER 29, 2013

To make matters worse, everybody in the planning sessions (finance, product, training, HR) has never made a number. 1 — Customers & Prospects: The most important thing is your customer/prospect. 2 — Rep and Manager Skills: You are debating what training you should do at your Q1 sales kickoff. The buyers are busy.

Territories 308

Territories Compensation Buyer Google 308

DiscoverOrg Sales

DECEMBER 18, 2018

You might recognize the most-prospected-to companies of 2018, according to DiscoverOrg’s database, as household names – but that’s not why savvy sales and marketing professionals have been pitching to them. Before we dive in, let’s take a quick look at the most-prospected-to industries. FinancialServices. Insurance. ITServices.

Company 156

Company Prospecting Oracle Transportation 156

SBI Growth

DECEMBER 5, 2013

Training: Have you given your team the right training? Some people just need the right information and training to become more productive. If budgets are tight, have your superstars conduct mini trainings. Don’t do a territory redesign project without knowing exactly who you’re targeting.

Top of Funnel 296

Top of Funnel Territories Scale Segment 296

MTD Sales Training

AUGUST 30, 2012

So, Steve, we are looking at £200 per territory for three territories or £600 per month. Prospect. “I I’ll give you 25% for three territory sales that I know I will make. MTD Sales Training. What follows is a clear example of the process. As always, it is not a script, but will demonstrate the concept. Stand firm.

Territories 279

Territories Discount Referrals Negotiation 279

Hubspot Sales

APRIL 27, 2021

They have to have a presence in various regions, and the managers tasked with making sure the sales efforts in those locations are carried out effectively are known as territory managers. The extent of a territory sales manager's influence leans heavily on the nature of their business, size of their teams, and structure of their sales orgs.

Territories 116

Territories Compensation Trade Show Salary 116

SBI Growth

OCTOBER 12, 2013

Setting Quotas, territory structures, headcounts and total compensation budgets are examples. Get the sales team trained on how to sell socially. Are your territories designed to maximize time with customers and prospects? Are your quotas based on your ideal customer spend and ideal prospect opportunity?

Buyer Persona 310

Buyer Persona Territories Compensation Buyer 310

SBI Growth

AUGUST 7, 2013

He is getting in front of prospects and valued customers. He’s looking at compensation analysis, territory design, and sales structure. Skills Training: Unless directed, the sales manager takes an ad-hoc approach to skills. She recommends reading the latest books or product training. Reps that fail are re-trained.

Construction 334

Construction Ideal Customer Profile Territories Compensation 334

SBI Growth

AUGUST 10, 2012

Trained the sales force and channel partners on the new product. This is very different than product training. Set territory revenue/unit goals by product. Do your sales reps know what marketing campaigns directly impact their territories? What if there is interest from someone in their territory? Start with them.

Sales Enablement 267

Sales Enablement Tools Territories Campaigns 267

Hubspot Sales

AUGUST 6, 2019

Below is a guide to accelerated ramp-up time for your salespeople (along with some examples of how HubSpot trains their salespeople). When you're creating a new-hire training plan, remember a few things : Keep your training plan personalized, because no two reps are the same. Pre-week training. Product Training.

Hiring 145

Hiring Training Hubspot Inbound 145

The Pipeline

JUNE 13, 2012

I have written before about the tendency for many sales VP’s to say they don’t see the need to skills train their reps because their team has 15 plus years of experience. There does come a point when sales people establish themselves at a company, in a territory, and they go into cruise control.

Territories 267

Territories Government Discount Account 267

Score More Sales

JUNE 30, 2014

Complicated commission plans or unwieldy territory rules and exceptions cause a half-baked sales team. They need to track their buyers and clients through social platforms or by aggregated content specific to their industry niche, geographic territory, or through named accounts. Train and coach frontline sales leaders.

Hiring 247

Hiring Ideal Customer Profile Territories Commission 247

Sales and Marketing Management

JANUARY 2, 2019

These are the characteristics that companies should hire and train for in order to drive consistent, strong sales growth in their organizations. As a result, they often retain weaker performers, believing it is better than having an open territory. They constantly reassess sales territories to optimize results.

Hiring 224

Hiring Sales Management Territories Outsourcing Services 224

SBI Growth

SEPTEMBER 23, 2013

Territory design, quotas and compensation plans. Sales training. Why are reps not being taught how to generate demand in the new prospects? Shouldn''t the front line sales managers be leading the training and it be buyer centric? How was he going to teach his team to generate appointments inside their target prospects?

Compensation 325

Compensation Social Media Incentives Incentive 325

No More Cold Calling

JANUARY 3, 2013

Not only do salespeople need training on how to use the platforms, but also they need to understand how the various platforms fit, and they also need to know how to adapt their communication approach and behavior when engaging a prospect. Are marketers out there prospecting for new, individual business opportunities?

Social Media 271

Social Media Social Selling Media InsideView 271

The Sales Hunter

MARCH 7, 2014

Hesitation to call customers and especially to call prospects. You blame your lack of success on your territory and how you would be more successful if you had a better territory. Blog Cold-Calling Consultative Selling leadership Professional Selling Skills Sales Motivation Sales Training sales leadership sales motivation'

Cold Calling 226

Cold Calling Territories Consultative Selling Motivation 226

Sales 2.0

MAY 1, 2023

Disrupting the traditional sales model Scott sees AI disrupting some traditional sales models like geographic territories. It’s not all about scale Some of the biggest opportunities for using AI may not be the obvious ones being talked about now, like having ChatGPT write 100 prospecting emails in 3 minutes.

Scale 221

Scale Top of Funnel Territories Sales 221

The Pipeline

SEPTEMBER 21, 2021

Think of it as being multilingual, they only speak one of the three languages spoken in their territory. Everyone gets trained; buyers know what to say to shunt also-rans and reward the 20% they want to deal with. Unfortunately, the one spoken by the most aware and prepared buyers.

Buyer 345

Buyer Demographics Video Territories 345

SBI Growth

MARCH 3, 2013

To be successful, there are two essential questions a marketing leader must answer: How am I going to educate my customers and prospects on the new product? Often a new product comes out targeting a subset of your customer & prospect base. Reps need to know who in their territory wants to hear about the new widget.

Ideal Customer Profile 306

Ideal Customer Profile Buyer Persona Segment Education 306

The Pipeline

MARCH 18, 2011

Instead of being thought-leaders we’ve become frenetic, selfish territory managers. There are a dozen sales tasks we put off because they are scary – calling back decision-makers or prospecting for the right point-of-contact at our optimal contact. Prospecting. Sales Training. Territory Alignment. Negotiations.

Pipeline 322

Pipeline Twitter Top of Funnel Hiring 322

Score More Sales

APRIL 5, 2014

Great salespeople have much fewer when it comes to beliefs about prospects or the future. It is upon me to reach out until my prospect and I connect.”. A learner gets a new territory and they create a plan to “own” that territory rather than mull over why it won’t work. We all have them.

Inside Sales 212

Inside Sales Positioning Territories Insurance 212

Jeffrey Gitomer

MAY 9, 2011

Online Training. ” Misperceptions that lead to sour grapes: I think my prices are too high, or my territory is bad. When you have the pressure to sell, the prospect senses it, and backs off. See Jeffrey Live! Hire Jeffrey. Who is Jeffrey? “Help! I’m Slumping, And I Can’t Get A Sale!”

Hiring 306

Hiring Social Media Cancellation Loyalty 306

The Pipeline

MAY 7, 2019

Selective Training. The skinny legs for many sellers are prospecting. Not much new in that, sales people have always preferred almost any other sales activity to prospecting. Specifically, direct prospecting , not indirect, not merely answering an inbound call generated by marketing. Only The Shell Has Changed.

Handbook 235

Handbook Lead Rank Hiring Top of Funnel 235

SBI Growth

OCTOBER 29, 2012

Culture at another firm required Sales Reps to do their own prospecting and sales. Most sales were incremental or competitive displacement when prospects were in an active buying cycle. The IC plan was changed to diminish Rep prospecting. Will a focus on training and coaching be undermined?

Compensation 253

Compensation Hiring Incentives Incentive 253

Score More Sales

MARCH 13, 2014

It is not enough in selling anymore to just show up and be effective at working a sales territory. You also need to be aware that a number of strategies will get you closer to prospective customers – not just one. At Score More Sales we call the multiple strategies in prospecting the Sales Pipeline Success Puzzle.

Referrals 238

Referrals Lead Rank Lead Scoring Ideal Customer Profile 238

The Pipeline

JULY 30, 2012

He also tells me about people’s approach to the whole physical training thing, which in great measure the reason for them giving up and their ultimate failure. I recently met a rep Jill, again a “70 percenter”, in her territory for years, but she was different than most reps in one respect, she loves to read sales books.

Retail 257

Retail Territories Sales B2B 257

The Sales Hunter

JANUARY 21, 2014

Many of you reading this would say I’m venturing into risky territory by talking about this, but I’m willing to discuss the elephant in the room. Prospecting is a very interesting situation. What is interesting is I notice how women are able to get out of prospects information that men can’t get.

Hiring 278

Hiring Negotiation Sports Motivation 278

SBI Growth

OCTOBER 21, 2013

Those reps were covering an extensive territory and large customer base. A majority of reps focused on margin, and gave up prospecting for new accounts. Continually develop and train on new strategies. Resource Allocation. An electronics manufacturer was seeing declining revenue per head. Call references and past employers.

Hiring 293

Hiring Ideal Customer Profile Margin Face-to-face 293

The Pipeline

JANUARY 18, 2012

Prospecting. Sales Training. Territory Alignment. 3 R’s of Prospecting Success. Dave Kahle – Sales Training. From The Heart Sales Training Blog. Negotiations. Next Steps. Objection Handling. On-Line Conference. Plagiarism. Presentation. Proactive Triggers. Proactivity. Productivity. qualifying.

Pipeline 253

Pipeline Cold Calling Hiring Compensation 253

Score More Sales

JUNE 3, 2014

Ken spent the day talking with customers, partners, and prospective customers about the ins and outs of remote, professional selling – also known as “inside sales” Here are some of my favorite takeaways in no particular order – just things that make you think a bit as you grow your sales career. ” Analyze.

Inside Sales 234

Inside Sales Lead Rank InsideSales Lead Scoring 234

Sales and Marketing Management

MAY 24, 2018

Author: Tim Riesterer Most training and learning efforts are based on clusters of competencies, supported by a curriculum or catalog that gets scheduled on interest and availability. And then think about how well your training program can or can’t respond to them. In the old days, training was primarily an offline activity.

Territories 185

Territories Margin Training Pipeline 185

Score More Sales

JANUARY 4, 2013

But I also had sales leaders who just raised the number by a percentage every year, not taking into consideration changes in the market or in opening up a new territory. If you are in outside sales, the number of targeted events you attend (events where your customers and prospects are). What has always motivated me are activity goals.

Sales Qualified Lead 224

Sales Qualified Lead Decision Maker Territories Outbound 224

Score More Sales

JULY 22, 2014

Learn about the company your prospective buyer works for. Create a list of prospective customers and track what they are talking about on LinkedIn, Twitter, and on their website. If I have prospects and customers in the banking industry, I’m going to track banks by name and if I have a geographic territory, by location.

Ideal Customer Profile 234

Ideal Customer Profile Banking Engineering Twitter 234

The Pipeline

JANUARY 25, 2022

The driving question being how do I take a territory from a 20% margin base, to 25%? How are they selling and negotiating with prospects? How deep are they going in discovery in helping prospects understand the full impact on their business? You should be upgrading your base as often as your phone. Margin Of Error.

Margin 188

Margin Commission Territories Negotiation 188

The Pipeline

JULY 25, 2011

Prospecting. Sales Training. Territory Alignment. 3 R’s of Prospecting Success. Dave Kahle – Sales Training. From The Heart Sales Training Blog. Negotiations. Next Steps. Objection Handling. On-Line Conference. Plagiarism. Presentation. Proactive Triggers. Proactivity. Productivity. qualifying.

Pipeline 265

Pipeline Hiring Top of Funnel Vendor 265

Score More Sales

MAY 9, 2014

example: instead of “Account Manager” list how you help others in the geographic territory, such as “Data Specialist for Multi-Location Companies, Atlanta” This helps anyone scanning to better understand what you do, and is entirely searchable in Google. Who are your prospective buyers and what roles are they in?

LinkedIn 222

LinkedIn Ideal Customer Profile Webinar Metrics Decision Maker 222

Score More Sales

MAY 27, 2013

If you haven’t already had amazing things happen by being online, you will see how you can be blown away by the prospects, former customers, and soon-to-be-strategic partners just waiting for you to define yourself, your market niche, and the value you add to doing business with others. Gain Connections. And you must do it to get ahead.

Inside Sales 230

Inside Sales Trade Show Ideal Customer Profile Telecommunications 230