A Sales Guy

NOVEMBER 27, 2012

In most cases, that was the extent of the lead generation strategy of sales leadership. We still celebrate the killer hunter who takes over a territory and kills it, but now more than ever, sales and marketing leadership are the hunters. The companies that perfect lead genration strategies will be the winners.

Sales Qualified Lead 112

Sales Qualified Lead Leads Marketing Qualified Lead Hiring 112

A Sales Guy

DECEMBER 5, 2012

2013 is just around the corner. We are rapidly closing the books on 2012 and if we haven’t already, we are starting to look towards executing on 2013. For sales leaders, this means identifying and executing on a new set of sales strategies to make our new number. Goals are not strategies. Realign territories.

Strategy 116

Strategy Hiring Penetration Churn 116

SBI Growth

AUGUST 1, 2013

We’re nearly 60% through 2013. Sign up for SBI’s 7th annual research tour: " How to Make Your Number in 2014 : A Sales Strategy You Can Execute." Examples include optimized territory structures and off-loading non-essential tasks. With no increased budget and only five months remaining in 2013, efficiency is needed.

Ideal Customer Profile 317

Ideal Customer Profile Tools Scale Hiring 317

Score More Sales

JULY 22, 2013

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. If not: Create a plan – guidelines – and metrics.

Inside Sales 203

Inside Sales Guidelines Lead Rank Lead Scoring 203

SBI Growth

SEPTEMBER 20, 2012

Congratulations, your organization is launching a new product in 2013! Therefore, creating proper performance conditions will ensure sales reps: Maintain alignment with corporate strategy. Product Marketing and Internal Strategy have vital information. Specifically, strategy and marketing should have mapped a buyer’s journey.

Compensation 244

Compensation Incentives Incentive Penetration 244

Score More Sales

DECEMBER 27, 2013

If it is a new plan, or new territory – find the upside to it and see how you can make it work for you. I’ve been compensated to contribute to this program, but the opinions expressed in this post are my own and don’t necessarily represent IBM’s positions, strategies or opinions. Increase Opportunities.

Lead Rank 255

Lead Rank Lead Scoring Decision Maker Sales Qualified Lead 255

SBI Growth

OCTOBER 4, 2012

Unfortunately, no one on their sales team was qualified to do the work; a territory design project. Not only this, but this territory design will need to be updated year after year. You’re faced today with some projects you need to get completed going into 2013. How to Turn a Liability into an Asset.

Sales Qualified Lead 267

Sales Qualified Lead Hiring Face-to-face Territories 267

SBI Growth

APRIL 24, 2013

SBI recently accepted nominations for the Top Sales Operations Leaders to Watch in 2013. This post provides a strategy for making the list in 2014. The latest research shows there are 10 capabilities that every Sales Ops leader should have in 2013. Recommend your favorite author on territory design strategy.

Hiring 257

Hiring Buyer Persona How To Ideal Customer Profile 257

Mindtickle

AUGUST 28, 2023

This lack of insight makes it challenging to provide timely feedback, identify sales coaching opportunities, and assess the effectiveness of sales strategies. Mobile-ready A mobile-friendly delivery of content and training for reps to complete as they commute across their territories.

Pharmaceuticals 52

Pharmaceuticals Training Collateral Face-to-face 52

A Sales Guy

OCTOBER 16, 2012

Starting the new year right, and in this case 2013, means having the right structure, people, processess, and strategies in place. It means identifying, understanding and responding to the gap between your current environment and what is expected in 2013. To prepare for 2013 starts with understanding the goal(s).

Margin 117

Margin Territories Channels Sports 117

Understanding the Sales Force

MAY 9, 2014

The salespeople charged with selling to and through a channel are different - in many ways - and their goals, expectations, activities, skill sets and strategies must be different as well. Copyright: blueximages / 123RF Stock Photo (c) Copyright 2013 Dave Kurlan' In these cases, the channel salespeople function more like coaches.

Channels 224

Channels Retail Hotels Territories 224

Score More Sales

MAY 27, 2013

I say this because most sellers do not have an actual referral partner growth strategy. Yes, I know how busy you are – I was a seller with a quota and territory for many years. Subscribe to the award-winning blog and the “Sales Ideas In A Minute ” newsletter for sales strategies, tactics, and tips in selling.

Inside Sales 230

Inside Sales Trade Show Ideal Customer Profile Telecommunications 230

SBI Growth

OCTOBER 22, 2012

If you aren’t able to answer YES to all 3 questions then sign up today for our Q3 Tour Research: How your Peers are allocating People, Time and Money in 2013. He wonders if you can assign reps to the right territories to be successful. Question 3: Are you making your number? Where do You Stand? Question 1: Have you upgraded your team?

Territories 316

Territories Follow-up Meeting Tools 316

Score More Sales

JUNE 3, 2013

It’s funny how territorial people can get at their job, isn’t it? Subscribe to the award-winning blog and the “Sales Ideas In A Minute ” newsletter for sales strategies, tactics, and tips in selling. Increase Opportunities. Expand Your Pipeline.

Inside Sales 213

Inside Sales Lead Rank Lead Scoring Decision Maker 213

Understanding the Sales Force

JUNE 30, 2014

They were the best selling programs to procurement until they went to work for a company where the sale had to be made in the C-Suite in they were intimidated, unable to speak the language and unable to grasp the importance of strategy, profit and return. Image Copyright: ljupco / 123RF Stock Photo (c) Copyright 2013 Dave Kurlan'

Sales Cycle 219

Sales Cycle Distribution Territories Up-Sell 219

Delicious Sales

MAY 2, 2012

Strategy (4418). 2013 (4691). THE SALES HUNTER AUGUST 12, 2013 Is Your Sales Process Slow or Fast? MORE >> THE SALES INSIDER AUGUST 13, 2013 What Shakespeare Can Teach You About Predictive Analytics Predictive analytics and Shakespeare have more in common than you think. By the end of 2013 there will be 2.3

Lead Rank 99

Lead Rank Leads360 Lead Scoring Top of Funnel 99

Sales Training Connection

OCTOBER 16, 2013

Given these changes there are a number of tactical changes that can and should be considered, but what about a fundamental strategy shift? One strategy with a great track record for the latter is the implementation of a Key Account Manager (KAM) program. ©2013 Sales Momentum ®.

Health Care 108

Health Care Territories Selling Skills Ideal Customer Profile 108

SBI

AUGUST 13, 2013

“Inside Sales now generates more than 50% of company revenue and is being tasked with more responsibilities and expectations—to grow territories, form partnerships, and generate new business. By the end of 2013 there will be 2.3 Here are a just three of her many creative examples: What is your digital engagement strategy?

InsideSales 129

InsideSales Hiring Inside Sales Webinar Metrics 129

Sales Training Connection

AUGUST 27, 2014

Given these changes there are a number of tactical changes that can and should be considered, but what about a fundamental strategy shift? One strategy with a great track record for the latter is the implementation of a Key Account Manager (KAM) program. ©2013 Sales Momentum ®.

Health Care 82

Health Care Pharmaceuticals Territories Selling Skills 82

Sales Training Connection

JUNE 19, 2013

The Sales Executive Council , for example, reported a four-fold difference in top-line territory growth of sales reps under “star sales managers” (top 10%) compared to sales reps under weak sales managers (bottom 10%). It should not be the only strategy and it is one that should be carefully managed. ©2013 Sales Momentum ® LLC.

Pivotal 100

Pivotal Health Care Hiring Sales Management 100

Sales Training Connection

JUNE 26, 2013

That means salespeople must have the opportunity to develop account strategies, call on key decision makers, and handle tough objections. ©2013 Sales Horizons, LLC. For a sales training program to be great, salespeople must have the opportunity to wrestle with the challenges they face everyday. Practice and Feedback.

Hiring 110

Hiring Face-to-face Scale Decision Maker 110

Sales Training Connection

JANUARY 14, 2013

Here it is … Sales managers are starting the new year, making plans to meet (and hopefully exceed) sales goals and reviewing their territory for sales opportunities. How can I conduct sales strategy review sessions more efficiently – more effective than the ones held last year? ©2013 Sales Horizons, LLC. least time?

Sales Management 114

Sales Management Face-to-face Coaching Construction 114

SBI Growth

JANUARY 18, 2013

During the interview, I was surprised to hear the biggest HR challenge for 2013. The sales force is tentative - 2013 will be a repeat of 2012. Competency profiling and retention strategies won’t align today’s sales team with the customer. It also complemented the Go To Market strategy by adding a new way to reach customers.

Retention 292

Retention Compensation Ideal Customer Profile Channels 292

Sales Training Advice

MARCH 11, 2013

But if you build them and manage the execution, you’re sure to hit your numbers in 2013 and beyond. But your reps need a playable hand including these seven cards — the right marketplace, a competitive offering, adequate territory, a good compensation plan, good management, realistic goals and enough time to hit them.

Revenue 40

Revenue Compensation Social Media Territories 40

The Sales Association

NOVEMBER 23, 2011

I was the Midwest Territory Sales Representative the area assigned to me was a new area that Sepracor opened under me being responsible for DeKalb to Kankakee, down to Springfield, all of The Southwest Territory, Dupage, Will, Kendall, Kane, Cook, and Lake county Illinois and Indiana. ► 2013. (1). Sales Jobs. Blog Archive.

Pharmaceuticals 32

Pharmaceuticals Meeting Customer GoldMine 32

Score More Sales

MARCH 13, 2014

It is not enough in selling anymore to just show up and be effective at working a sales territory. You also need to be aware that a number of strategies will get you closer to prospective customers – not just one. At Score More Sales we call the multiple strategies in prospecting the Sales Pipeline Success Puzzle.

Referrals 238

Referrals Lead Rank Lead Scoring Ideal Customer Profile 238

The Sales Association

NOVEMBER 9, 2011

Much of the territory is sparsely populated with businesses far apart from each other. Once in a while, the strategy paid off, and they got a call back with an invite to meet and offer a proposal. ► 2013. (1). When we started working with them, they avoided the phone in favor of pounding the pavement. Sales Jobs.

Cold Calling 34

Cold Calling Top of Funnel Face-to-face Call-back 34

Sales Training Connection

JANUARY 8, 2013

The skill set required of Key Account sales executives is not just more of the same as compare to the one for territory sales people. Because Key Account sales are more complex and the skill set is more extensive, the sales training should be different than that for territory sales reps. ©2013 Sales Horizons, LLC.

Account 98

Account Training Territories Margin 98

Sales Training Connection

JANUARY 11, 2013

The skill set required of Key Account sales executives is not just more of the same as compare to the one for territory sales people. Because Key Account sales are more complex and the skill set is more extensive, the sales training should be different than that for territory sales reps. ©2013 Sales Horizons, LLC.

Account 78

Account Training Territories Margin 78

Jeff Shore

SEPTEMBER 12, 2018

Now I am doing what I love best – sharing my unique insights about sales strategies and building successful sales teams with companies, business owners, executives and sales professionals to help them reach their goals. Be Bold and Win the Sale: Get Out of Your Comfort Zone and Boost Your Performance by Jeff Shore (2013-12-31).

Top of Funnel 65

Top of Funnel Call-back Up-Sell Sales 65