SBI Growth

NOVEMBER 22, 2012

Then you have to design a plan that reps, managers, directors all follow to maximize the up-side. Take the following steps with any segmentation work: Educate Sales Management along the way – Show them how the segmentation was done in layman’s terms. What geographies are under-penetrated? Keep the conversation going.

Segment 288

Segment Customer Territories Penetration 288

Hubspot Sales

JULY 22, 2020

With gamification and achievements to recognize good practices, sales teams are motivated to increase productivity and incentivized to create good habits. Ciara streamlines your sales conversation workflow by transcribing calls and summarizing the conversation. It also integrates with the HubSpot CRM. Pricing: Free.

Tools 108

Tools Closing Territories Hubspot 108

Chorus.ai

SEPTEMBER 29, 2020

Market downturns are troubling times for any business — but the concerns can suddenly hit home if you find out that your company needs to cut your sales department’s budget. One moment your team is flying high in a bull market, with productivity and conversion rates at a peak.

Scale 114

Scale Top of Funnel Churn Buyer Persona 114

Your Sales Management Guru

NOVEMBER 7, 2011

When I read the article I had so many emotions; as a salesperson for many years, a sales leader for 15 years and a sales management consultant for the past 14 years, this article went right to the point that many of us write about, speak about and attempt to impact the organizations we consult with on a daily basis.

Penetration 69

Penetration Retail Hiring Sales Leadership 69

Sales Management Plus -- SMP

MARCH 14, 2023

Getting accurate figures requires reliable sales management and analytics; however even estimations can give insight into your business positioning relative to competitors. Your sales reps now have valuable selling tool for their next customer visit in less than a minute. In distribution, customer retention is king.

Penetration 52

Penetration Account Ideal Customer Profile Distribution 52

Sales Hacker

FEBRUARY 27, 2020

As a sales manager, your job is to drive growth. The best way to do that is to develop the right behaviors in your sales reps. In other words, you can’t just be a sales manager. You have to be a sales LEADER. Have you seen growth in their conversion metrics? How do you do that? How about referrals?

Revenue 96

Revenue Referrals Lead Rank Call-back 96

Xactly

AUGUST 30, 2018

Download the "2018 Sales Compensation Administration Best Practices Executive Guide," for incentive compensation trends, best practices, and tips to drive the right sales behaviors to kickoff your sales compensation planning. So what can sales managers do to help their teams meet quota?

Enterprise 40

Enterprise Enterprise Top of Funnel Compensation 40

The Pipeline

MARCH 31, 2011

How well you plan, recognize and react to a given event will have direct impact on your success in winning more customers, penetrating and retaining existing clients; all with greater predictability and in shorter time frames. Random Walk Down Sales Street. Sales Bloggers Union. Sales Compensation. Sales Cycle.

Social Selling 216

Social Selling Webinar Metrics Pipeline Social Media 216

Hubspot Sales

DECEMBER 9, 2020

Our assessments feature penetration testing to simulate those breaches and see where and how you might be most vulnerable to them — along with several other services to cover virtually any other risk scenario. Whether you’re a sales manager or individual salesperson, make sure you understand and can demonstrate your product’s value.

Solutions Selling 135

Solutions Selling Retail Face-to-face Sales Methodology 135

HeavyHitter Sales

JULY 1, 2011

Top 7 Critical Sales Trends for 2012. IT Sales Strategy: Software, SaaS & Hardware Sales. Best New Sales Book of 2011. If Sigmund Freud Was Your Sales Manager. Four Critical Sales Kickoff Meeting Success Factors. Why Year End Deals Dont Close: THE CESSPOOL! Are Top Salespeople Born or Made?

Study 163

Study Lead Rank Lead Scoring Penetration 163

Keith Rosen

JULY 20, 2013

This conversation is best conducted immediately after you are turned down, but it’s also a good way to get back in front of someone. This often leads to a conversation about the potential purchase of your product/service that you would never have opened up otherwise. Here’s an example you can use to open up the conversation.

Lead Rank 132

Lead Rank Lead Scoring Face-to-face Call-back 132

Showpad

NOVEMBER 24, 2020

W : Areas in which your competitors outperform you, like stronger branding, greater market penetration or sustainable financials. In the context of sales acceleration, a SWOT analysis should generate new sales goals, be it more realistic quotas, prospecting in new regions or enhanced lead qualification systems, for example.

Lead Rank 52

Lead Rank Lead Scoring How To GoldMine 52

A Sales Guy

FEBRUARY 2, 2014

Recently, an inexperienced salesperson was sharing a story with me regarding the events of a specific sales call – a call that didn’t go exactly as planned: I sat down with [the prospect] and, after a bit of conversation, I asked him, “What is the biggest problem you currently have that I can help you with?”

Penetration 115

Penetration ACT Selling Skills Exact 115

Emissary

JUNE 26, 2023

New business has longer sales cycles, smaller ACV, and lower win rates than opportunities with existing clients. Do your homework to build out specific penetration plans for a narrow set of candidates. Enablement’s job is to worry about the things that sales managers just can’t spare the time for. Deploy final training.

Ideal Customer Profile 52

Ideal Customer Profile Top of Funnel Account Based Marketing Lead Rank 52

The Brooks Group

FEBRUARY 26, 2020

These are the things you need to be doing with regularity – things you can measure – that help you penetrate the armor of your sales target. Break the Habit: Remember, in order to activate your strategic account plan, you are counting on your consultative sales team members to execute the plan.

Hiring 52

Hiring Account Ideal Customer Profile How To 52

HeavyHitter Sales

SEPTEMBER 29, 2009

Top 7 Critical Sales Trends for 2012. IT Sales Strategy: Software, SaaS & Hardware Sales. Best New Sales Book of 2011. If Sigmund Freud Was Your Sales Manager. Four Critical Sales Kickoff Meeting Success Factors. 2 of the TOP 10 Sales Books. Steve Clarence, Vice President of Sales, Convergys.

Penetration 60

Penetration Jigsaw Webinar Metrics Decision Maker 60

Vengreso

MARCH 2, 2021

Prospecting is the process of starting sales conversations. Prospecting is crucial to the sales process because without sales conversations the rest of the process won’t begin. Prospecting is crucial to the sales process because without sales conversations the rest of the process won’t begin.

Pipeline 145

Pipeline Prospecting Ideal Customer Profile Sales Qualified Lead 145

Chorus.ai

JANUARY 28, 2020

State of Conversation Intelligence. What to prioritize and when While both good business development and a strong sales strategy are vital for your company, which one you prioritize will depend on what growth areas you plan to target next. When your sales team is well-built and functional, and you’re looking to scale.

Hiring 65

Hiring Sales Qualified Lead Buyer Persona Scale 65

LevelEleven

JULY 3, 2019

This is especially useful if your team is having trouble penetrating an account via the contacts you already have. Live Connects or Conversations. This will result in a much more manageable list for your sales reps to call 2-3 times a day, raising their chances of catching someone and having a valuable conversation.

Top of Funnel 48

Top of Funnel Penetration Quota Cancellation 48

HeavyHitter Sales

SEPTEMBER 9, 2011

Top 7 Critical Sales Trends for 2012. IT Sales Strategy: Software, SaaS & Hardware Sales. Best New Sales Book of 2011. If Sigmund Freud Was Your Sales Manager. Four Critical Sales Kickoff Meeting Success Factors. « Four Critical Sales Kickoff Meeting Success Factors | Main. | August 2011.

Decision Maker 146

Decision Maker Penetration Influencer Sales Cycle 146

HeavyHitter Sales

FEBRUARY 22, 2012

Top 7 Critical Sales Trends for 2012. IT Sales Strategy: Software, SaaS & Hardware Sales. Best New Sales Book of 2011. If Sigmund Freud Was Your Sales Manager. Four Critical Sales Kickoff Meeting Success Factors. Why Year End Deals Dont Close: THE CESSPOOL! Are Top Salespeople Born or Made?

Penetration 112

Penetration Competition Examples Study 112

The Pipeline

AUGUST 16, 2011

This is what I call the “Dentyne approach”, you know “four out of five dentists recommend” Well if four out of the last five shipping managers bought for specific reasons, addressing specific issues, delivered in a specific way, etc.; As with most things in sales, it is down to the execution. Sales Cycle.

Pipeline 267

Pipeline Lead Rank Lead Scoring Sales Qualified Lead 267

HeavyHitter Sales

NOVEMBER 10, 2009

Top 7 Critical Sales Trends for 2012. IT Sales Strategy: Software, SaaS & Hardware Sales. Best New Sales Book of 2011. If Sigmund Freud Was Your Sales Manager. Four Critical Sales Kickoff Meeting Success Factors. Selling the C-Suite Using Sales Linguistics. Are Top Salespeople Born or Made?

Penetration 74

Penetration Decision Maker Sales Software 74

HeavyHitter Sales

FEBRUARY 8, 2010

Top 7 Critical Sales Trends for 2012. IT Sales Strategy: Software, SaaS & Hardware Sales. Best New Sales Book of 2011. If Sigmund Freud Was Your Sales Manager. Four Critical Sales Kickoff Meeting Success Factors. The conversations we have with customers are quite complex.

Penetration 92

Penetration Software Software Sales 92

Partners in Excellence

APRIL 25, 2017

I always worry when a conversation with a sales executive starts with, “We need to fix our compensation problem.” ” At this point in the conversation, there is an uncomfortable back and forth: Me: “Why do you think your compensation structure is the problem in achieving your numbers?

Compensation 52

Compensation Lead Rank System Commission 52

HeavyHitter Sales

JULY 19, 2011

Top 7 Critical Sales Trends for 2012. IT Sales Strategy: Software, SaaS & Hardware Sales. Best New Sales Book of 2011. If Sigmund Freud Was Your Sales Manager. Four Critical Sales Kickoff Meeting Success Factors. Why Year End Deals Dont Close: THE CESSPOOL! Are Top Salespeople Born or Made?

Penetration 104

Penetration Groups Face-to-face Follow-up 104

HeavyHitter Sales

APRIL 1, 2010

Top 7 Critical Sales Trends for 2012. IT Sales Strategy: Software, SaaS & Hardware Sales. Best New Sales Book of 2011. If Sigmund Freud Was Your Sales Manager. Four Critical Sales Kickoff Meeting Success Factors. « Inspirational Sales Quotes for the New Year! Books For Heavy Hitters.

Hiring 132

Hiring Forecasting Oracle Revenue 132

HeavyHitter Sales

MAY 15, 2010

Top 7 Critical Sales Trends for 2012. IT Sales Strategy: Software, SaaS & Hardware Sales. Best New Sales Book of 2011. If Sigmund Freud Was Your Sales Manager. Four Critical Sales Kickoff Meeting Success Factors. « Favorite Sales Manager Sayings and Clichés | Main. Theyre the Same!

Penetration 87

Penetration Sports Sales Software 87

HeavyHitter Sales

OCTOBER 15, 2010

Top 7 Critical Sales Trends for 2012. IT Sales Strategy: Software, SaaS & Hardware Sales. Best New Sales Book of 2011. If Sigmund Freud Was Your Sales Manager. Four Critical Sales Kickoff Meeting Success Factors. Why Year End Deals Dont Close: THE CESSPOOL! Are Top Salespeople Born or Made?

Penetration 138

Penetration Study Decision Maker Software 138

HeavyHitter Sales

AUGUST 13, 2011

Top 7 Critical Sales Trends for 2012. IT Sales Strategy: Software, SaaS & Hardware Sales. Best New Sales Book of 2011. If Sigmund Freud Was Your Sales Manager. Four Critical Sales Kickoff Meeting Success Factors. All sales forces go through periods of high and low morale.

Meeting 102

Meeting Hiring Webinar Metrics Real Estate 102

Partners in Excellence

APRIL 16, 2012

It starts out with a review of the pipeline, pretty soon, someone–perhaps the manager, perhaps a participant, perhaps the sales person doing the review, focuses on a particular deal. All of a sudden the conversation shifts and becomes a deal review. Are we maximizing our penetration of the territory?

Territories 90

Territories Top of Funnel Maximizer Funnel 90

InsideSales.com

NOVEMBER 11, 2019

Companies need to help augment those capabilities, steer conversations, and guide strategies. Other key account management roles include tracking account activity and understanding customer territory penetration. Ultimately, the goal of account managers is to drive the following: Proactive renewal conversations.

Account 40

Account Account Based Marketing Transportation Trends 40

Partners in Excellence

FEBRUARY 17, 2014

For example, I know that I have to have a certain number of prospecting conversations this week. We may have market penetration/share goals. As an example, in one of my very first sales management jobs, employee satisfaction was a critical indicator of my own performance as a manager.

Quota 91

Quota Trends Churn Maximizer 91

HeavyHitter Sales

DECEMBER 19, 2009

Top 7 Critical Sales Trends for 2012. IT Sales Strategy: Software, SaaS & Hardware Sales. Best New Sales Book of 2011. If Sigmund Freud Was Your Sales Manager. Four Critical Sales Kickoff Meeting Success Factors. A very relevant and unfortunately more common occurrence in the world of sales.

Forecasting 92

Forecasting Penetration Software Software 92

Jonathan Farrington

APRIL 26, 2013

Sales organizations, particularly those in Small and Medium Enterprises(SMEs) are beginning to develop sales processes that are focused on light-weight activities and transactions, highly streamlined data entry, and real-time visibility into field activities. Furthermore, agile sales teams can adapt the sales process quite rapidly.

Field Sales 43

Field Sales Wireless Sales Qualified Lead Scale 43

HeavyHitter Sales

OCTOBER 23, 2009

Top 7 Critical Sales Trends for 2012. IT Sales Strategy: Software, SaaS & Hardware Sales. Best New Sales Book of 2011. If Sigmund Freud Was Your Sales Manager. Four Critical Sales Kickoff Meeting Success Factors.  But terms such as Sales 1.5 and Sales 2.0 Books For Heavy Hitters.

Penetration 60

Penetration Decision Maker Webinar Metrics Sales 60

HeavyHitter Sales

JUNE 15, 2010

Top 7 Critical Sales Trends for 2012. IT Sales Strategy: Software, SaaS & Hardware Sales. Best New Sales Book of 2011. If Sigmund Freud Was Your Sales Manager. Four Critical Sales Kickoff Meeting Success Factors. Why Year End Deals Dont Close: THE CESSPOOL! Are Top Salespeople Born or Made?

Training 90

Training Penetration Sales Cycle ROI 90