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The Pipeline
SEPTEMBER 24, 2012
You don’t know how hard I have to hold back from rolling my eyes or taking someone full on when they drop one of these untruths in my workshops. You don’t know how many times I speak to reps who lost existing accounts who say, “I thought he liked me”; sure he did till someone more likeable came along. Green , and work from there.
Customer Centric Selling
JULY 26, 2013
Sales Training Article: Building Valuable Allies within Your Accounts. By Dan Bernoske, Sales Benchmark Index (SBI) You are managing a current account or a new opportunity. Top Sales Reps quantify the level and quality of the influencers within the account. Every account has at least one. They can''t be ignored.
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Hubspot Sales
APRIL 11, 2023
Dooly’s Sales Happiness Index found that 51% of salespeople would be willing to leave their position for higher pay. Are their non-selling activities accounted for? In its 2022 Sales Happiness Index, Dooly found that 6 in 10 sales professionals would be motivated to leave their company for better benefits. It’s a win-win.
Mereo
JANUARY 26, 2022
On January 12, the Labor Department announced that the Consumer Price Index rose by 7% in 2021 — the steepest increase since 1982! Even worse, the Labor Department said on January 13 that its Producer Price Index, which measures inflation at the wholesale level before it reaches consumers, surged 9.7% US wages rose by 4.7%
The Pipeline
JANUARY 18, 2012
Sales Benchmark Index. Tags: Accountability , Actionable , audio , execution , how to sell better , Interview , Proactive , Proactivity , Renbor Sales Solutions Inc. Audio clip: Adobe Flash Player (version 9 or above) is required to play this audio clip. Download the latest version here. What’s in Your Pipeline? Tibor Shanto.
The Pipeline
MARCH 9, 2011
A direct and tangible benefit of adhering to a well defined and communicated process (and remember communication includes listening), is that it drives mutual accountability between reps and managers, sales and other departments, and among sales reps. Sales Benchmark Index. httpvh://www.youtube.com/watch? Sales Process , Video.
The Pipeline
FEBRUARY 3, 2012
This concern applies to coverage for existing accounts, or harvesting the new business opportunities. If you focus is new accounts, the shrinking territory will create a focus on accounts that would be over looked in the perceived plenty in larger territories, take away the clutter and the opportunities become more clear.
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