Partners in Excellence

AUGUST 30, 2022

Recently, I was speaking to the leadership team of a sales organization. They had invested a lot in training, content, and other programs to support the account based selling focus. Our jobs, as sellers, is to maximize our penetration and growth within those territories. But things weren’t changing.

Account 89

Account Territories Penetration Referrals 89

SBI Growth

SEPTEMBER 23, 2012

Sales can then do what they should be doing, which is selling, not prospecting. Let Marketing help expand within existing accounts by nurturing contacts for the Rep (via inbound marketing and lead management.). Sales Reps need to train their customers to use Customer Service.

Education 303

Education Penetration Customer Service Sales Qualified Lead 303

Xactly

AUGUST 30, 2018

Effective management begins with the realization that you need both sales team management tools as well as reps that are well-trained and prepared for the sales floor. So what can sales managers do to help their teams meet quota? Build Positive Relationships with the Sales Team.

Enterprise 40

Enterprise Enterprise Top of Funnel Compensation 40

Partners in Excellence

APRIL 25, 2017

” First, compensation is only one of many levers sales management can use to impact performance. Setting clear performance expectations, having clear leading metrics, coaching/developing your sales people–understanding the specific issues impacting each person’s performance.

Compensation 53

Compensation Lead Rank System Commission 53

SBI

SEPTEMBER 4, 2012

Penetrating deeper and broader into existing client accounts, i.e. selling across different departments within a current client’s organization. Reps who are great at relationship management, customer service, problem solving, and client retention are not necessarily successful hunters. And that’s where “New Sales.

Revenue 101

Revenue Handbook Face-to-face Penetration 101

LeadFuze

JANUARY 1, 2022

If your goal is to make a statement in the market by penetrating it with new customers who are attracted by lower prices, then start out with higher-quality products at competitive rates. 3 3 Sales managers have an important role in coordinating all these efforts by setting goals that drive performance am. Segmentation.

Strategy 52

Strategy Lead Rank Outsourcing Services Marketing 52

Sales Hacker

OCTOBER 7, 2021

The conversations that followed were so authentic and encouraging that we decided to expand this conversation to other badass women in the sales world. Lori speaks, writes, coaches and trains company leaders on ways to find, recruit, retain, and promote more women in sales and helps women become part of the best profession – B2B sales.

Hiring 130

Hiring Ideal Customer Profile Top of Funnel Lead Rank 130