Bernadette McClelland

JANUARY 11, 2017

Not much differentiates one company from another these days – in fact, not a lot separates products, but we all know that the differentiating factor lies in the individual salesperson, their leadership and the strategies employed to gain the high ground. We also know there is a cost to preparedness as well as a cost to lack of preparedness.

Strategy 150

Strategy How To Competition Energy 150

MJ Hoffman

APRIL 22, 2019

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. You probably don’t have time for all of these, so pick two or three strategies to focus on. 2) They Lean Too Heavily On Existing Champions.

Buyer Persona 69

Buyer Persona Hubspot Account Guarantee 69

Hubspot Sales

MAY 14, 2019

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. You probably don't have time for all of these, so pick two or three strategies to focus on. They lean too heavily on existing champions.

Quota 88

Quota Forecasting Buyer Persona Networking 88

Adaptive Business Services

AUGUST 2, 2017

I did have a life-changing event in 2005. 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. Still, I was somehow successful and nobody knows how that happened. Healthy living.

Epiphany 48

Epiphany Real Estate Construction Cold Calling 48

Hubspot Sales

MARCH 25, 2019

There are a myriad of strategies to motivate your reps. When Baker became President and VP of Sales in 2003, eventually acquiring the company from his father in 2005, he was immediately wary of his team's commission-based compensation plan. However, there's no one correct, catch-all way to inspire your sales team. Less Is More.

Incentives 89

Incentives Incentive Motivation Company 89

SaaStr - Sales Strategy

MARCH 12, 2019

Erica Schultz: Well I actually started in the world of SaaS back in 2005 so about 14 years ago when I was still at Oracle Corporation and it was right after we’d acquired Siebel Systems and I took on a leadership role for what at the time was known as the CRM on demand team. Erica Schultz: Yeah that’s a really tricky question.

Scale 81

Scale Enterprise Enterprise Oracle 81