DiscoverOrg Sales
NOVEMBER 20, 2017
We’re grateful for the daily trust of our customers, for the encouragement and camaraderie of our colleagues and coworkers, and for the community that welcomes and makes a space for us. Cary Leeth, Customer Success Manager. I am grateful for my customers, because I have not been consistently home in 5-6 years.
The Pipeline
OCTOBER 3, 2011
Customer Hot Potato – Sales eXchange – 117. Stored in Attitude , Business Acumen , Communication , Customer Care , Proactive , Sales eXchange , execution. With so many opportunities to ensure customer satisfaction, it is a wonder how some companies keep blowing it. Customer Care. Demand Generation.
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The Pipeline
FEBRUARY 3, 2012
Stored in Attitude , Business Acumen , EDGE Sales Process , Metrics , Productivity , Sales Success , Territory Alignment , execution. By shrinking your territories, strategically where it make sense. logically shrink territories. logically shrink territories. Not all sales people have the same skills.
The Pipeline
APRIL 17, 2013
I remember when I first started working for a company back in the early 1990’s (before we had web mail), the company had two main product lines, and had the usual territories across the continent, primarily driven by geography. What’s in Your Pipeline? Tibor Shanto.
SBI Growth
NOVEMBER 23, 2013
They want their customer interactions to deliver more value. Hunters assume a generalist role in a territory. They are calling on a huge swath of customers with different industries and maturities. Yet Challengers are supposed to “know the industry better than the customer themselves”. The allure of Challenger is easy.
SBI Growth
AUGUST 4, 2013
It includes a tool to customize for your own agile reviews. Changes to Territory coverage. The addition or subtraction of a key account from the territory will do likewise. Content creation & demand generation. You''ll also get a free copy of the Agile Performance Review to customize for your team.
Sales and Marketing Management
FEBRUARY 22, 2021
The survivors learned to be scrappy, reprioritize on the fly and pay close attention to customer needs and motivations. Here are lessons from two of our key programs last year that we plan to incorporate into our 2021 demand generation strategy: Revamped Webinars. Still, virtual events were unchartered territory.
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