The Pipeline
SEPTEMBER 21, 2021
This allows them to see, plan, assess, and act in a way that allows them to win regularly and predictably. Here we will look at two aspects of the same attribute, the ability to be “where the buyer is at.”. Where The Buyer Is At. These are say but two factors that answer the question “where the buyer is at.”.
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.
This site is protected by reCAPTCHA and the Google Privacy Policy and Terms of Service apply.
The Pipeline
AUGUST 8, 2011
Talking Long-Term – Acting Short-Term – Sales eXchange – 109. One that permeates many aspects of sales, starting at planning and territory alignment, right down to day-to-day tactical aspects of sales. Specifically, the tendency to talk long-term, but act short-term; the effect of which is usually negative on results.
The Pipeline
AUGUST 6, 2019
So will the number of time reps can spend time developing their skills and territories when they stop chasing marginal things. Stop telling your salespeople to look for buyers with pain and fixate them on priorities instead — the buyer’s priorities, not yours or your manager’s or the company. More Priorities Than Pain.
The Pipeline
MAY 15, 2017
An overall corporate sales strategy, territory and account strategies, and then a strategy for every encounter with a laser focus on logical next steps. Well, start by not doing unthought-out things that don’t directly support your goal, and more importantly that of the buyer. The difference would be in the intent and purpose.
Score More Sales
JUNE 30, 2014
Complicated commission plans or unwieldy territory rules and exceptions cause a half-baked sales team. Don’t act like an enterprise company that is immovable. Keep it Fresh – the best ingredients are fresh ones, and so are the fresh insights your sales team needs to have with potential buyers and existing clients.
The Pipeline
JANUARY 8, 2019
Whether it is a discussion on quota, territory, or the state of an account, these are all excellent indicators of where a rep is will to invest their skills and time, and more importantly, your time and resources. To act can also mean fire or replace. The group will explore all elements of success in B2B sales.
Expert insights. Personalized for you.
345 
Let's personalize your content