Score More Sales
JULY 22, 2013
If not: Create a plan – guidelines – and metrics. Think of yourself as an entrepreneur of your territory, or niche, or product line. Subscribe to the award-winning blog and the “Sales Ideas In A Minute ” newsletter for sales strategies, tactics, and tips in selling. Increase Opportunities. Close More Deals.
Understanding the Sales Force
JULY 31, 2013
Understanding the Sales Force by Dave Kurlan The Growing Power of Inside Sales appeared on the Harvard Business Review Blog on July 29. The authors listed four scenarios where a move to inside sales could be effective: By market segment, By stage of the buyer engagement process, By geography, and.
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Score More Sales
MARCH 4, 2013
A week ago I sat down with a sales professional who told me that when he started at a midmarket big data company in sales, he was given no guidelines, no leads, and very little guidance in getting started with his new sales territory. He started just one year ago.
Score More Sales
DECEMBER 29, 2014
Start the new year right with some guidelines or policies around how CRM records are filled out, or how spreadsheets are tracked. This is not so much a clean data issue but is so critical in moving your sales opportunities forward that it needs to be mentioned. Have divided and now have more than one company name.
Engage Selling
APRIL 2, 2012
More fail when sales managers don’t explain their plans properly. Before you know it, inside sales is battling with field sales, direct reps are at the throats of the channel team, and you’re caught in the middle of the fray. Selling time is wasted, morale plummets and salespeople start to resign.
Score More Sales
DECEMBER 22, 2011
Our Sales Cycle Needs to be Shortened – It is taking too long to close deals now – an average of XX days/ weeks / months. New Sales Reps Need More Guidance on a Process and Methodology – We brought on a new sales rep (or created an inside sales team) and nothing is documented – everyone around here seems to do something different.
Openview
OCTOBER 13, 2017
As part of our Go-to-Market Forum, Casey Cheshire of Cheshire Impact moderated a panel with Natasha Sekket , VP of Demand Generation at ClickSoftware; Frank Ernst , Vice President of Sales Development and Inside Sales at Zuora; and Brian Schwartz , Head of Sales at UserTesting. Is she giving us the hook?
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