SBI

NOVEMBER 27, 2012

The 65/35 efficiency factor highlights the fact that reps are already spending far less time talking with prospects than they should be. When reps are entering data into the CRM system, they are not talking with prospects. When they are updating their forecasts, they are not talking with prospects. No more keyboard!

CRM 133

CRM Wireless SalesForce Commission 133

Pipeliner

FEBRUARY 15, 2019

When you prospect a C-Level executive for the first time, always make it seem that you’ve had an earlier conversation with them.”. Pressure from prospects: “We haven’t made a purchase decision yet, but if you can promise a better price, I will share [Competitor X’s] proprietary proposal.”. “We Customers don’t read them anyway.”.

Lead Rank 69

Lead Rank Lead Scoring Government ACT 69

Hubspot Sales

NOVEMBER 6, 2019

Just like you target specific prospects who are the best fit for your product, you should identify the type of reps who have the ideal skills, experience, and background for your company — and pursue them aggressively. Curious: Interested in learning more about prospects; willing to ask probing questions. Build a hiring profile.

Hiring 73

Hiring Salary Scale Referrals 73