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' Channel sales is quite different.

Channels 221

Channels Retail Hotels Territories 221

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

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. How do you train KAMs? .

Health Care 108

Health Care Territories Selling Skills Ideal Customer Profile 108

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

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. How do you train KAMs? .

Health Care 82

Health Care Pharmaceuticals Territories Selling Skills 82

Sales Training Connection

JUNE 26, 2013

Think back to the sales training programs you’ve attended. It’s likely that the great sales training programs had two characteristics in common – the same characteristics that have salespeople excited about sales simulations. For example: Aligning the sales training to business goals. Sales simulations.

Hiring 110

Hiring Face-to-face Scale Decision Maker 110

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

Delicious Sales

MAY 2, 2012

Training (4995). 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. Topics Major Topics.

Lead Rank 99

Lead Rank Leads360 Lead Scoring Top of Funnel 99

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

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

The Sales Association

NOVEMBER 23, 2011

While acting as the Sales Training Manager for 35 sales representatives. ► 2013. (1). while at the Cooking and Hospitality Institute of Chicago. Additionally, I sold Negative Pressure Wound Therapy Devices and DME while a student at Loyola University Chicago. Supporting sales associations and sales professionals. Sales Jobs.

Pharmaceuticals 32

Pharmaceuticals Meeting Customer GoldMine 32

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

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

Sales Training Connection

JANUARY 8, 2013

Key Account Executives Sales Training. Over the years we have had the opportunity to design sales training initiatives for numerous companies having Key Account sales teams. 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.

Account 98

Account Training Territories Margin 98

The Sales Association

NOVEMBER 9, 2011

There is so much training and support for people who conduct sales face to face, but what about the phone? Case Study We do phone sales training with a Fortune 50 wireless telecom client that has a large SMB field sales team in the Midwest. Much of the territory is sparsely populated with businesses far apart from each other.

Cold Calling 34

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

Sales Training Connection

JANUARY 11, 2013

Key Account Executives Sales Training. Over the years we have had the opportunity to design sales training initiatives for numerous companies having Key Account sales teams. 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.

Account 78

Account Training Territories Margin 78

Jeff Shore

SEPTEMBER 12, 2018

More about our guest Andy Paul: I almost didn’t make it past the sales training class in my first job out of college. Be Bold and Win the Sale: Get Out of Your Comfort Zone and Boost Your Performance by Jeff Shore (2013-12-31). Topics we’re going to cover on today’s podcast: [1:29] Easy equals right. [4:01] Accelerate Podcast.

Top of Funnel 65

Top of Funnel Call-back Up-Sell Sales 65