MJ Hoffman

APRIL 22, 2019

She’s noticed she enjoys a high success rate when she talks to prospects 90 days before their contract renewal. As salespeople become comfortable in their role and territory, they begin to develop strong relationships with certain customers. If it were 2005, that would have been a great response.

Buyer Persona 69

Buyer Persona Hubspot Account Guarantee 69

Hubspot Sales

MAY 14, 2019

They noticed they enjoy a high success rate when they talk to prospects 90 days before their contract renewal. As salespeople become comfortable in their role and territory, they begin to develop strong relationships with certain customers. If it were 2005, that would have been a great response. Small deals are important.

Quota 88

Quota Forecasting Buyer Persona Networking 88

Adaptive Business Services

AUGUST 2, 2017

I did have a life-changing event in 2005. A prospecting epiphany. I sectioned the territory off on a map and spent weeks driving and taking notes which I then carefully added to my CRM. The result of all of this is that I have not made a cold call since 2005. I’m not that good of a salesperson Click To Tweet.

Epiphany 48

Epiphany Real Estate Construction Cold Calling 48

Don on Selling

DECEMBER 2, 2018

million in 2005. And finally, many companies, both small and large, prefer having salespeople work remotely in defined territories to save on travel expenses when visiting important customers or prospects, or attending trade shows. Your attitude towards your work, clients and prospects will go downhill.

How To 40

How To Hiring Skype Travel 40

SaaStr - Sales Strategy

MARCH 12, 2019

From Erica’s experience, how do the very best sales reps build relationships with their prospects? And then as I mentioned in 2005, I took on the software as a service opportunity, which was a very nascent sales team and business for Oracle at the time. Where do many go wrong?

Scale 81

Scale Enterprise Enterprise Oracle 81