Your Sales Management Guru

SEPTEMBER 29, 2014

Should Salespeople Prospect Anymore? Last week during a client’s sales meeting we got into a discussion regarding pipeline values, needless to say the number of prospects and dollar values were insufficient to achieve the overall corporate revenue objectives. Are you territory based or open territories?

Prospecting 92

Prospecting Lead Rank Lead Scoring Real Estate 92

SBI Growth

OCTOBER 21, 2013

As you plan for 2014, are you investing enough in both? Performance culture is studied in depth in our 2014 Research Tour. Those reps were covering an extensive territory and large customer base. A majority of reps focused on margin, and gave up prospecting for new accounts. Resource Allocation. Hire slow and fire fast.

Hiring 293

Hiring Ideal Customer Profile Margin Face-to-face 293

SBI Growth

JULY 26, 2013

Sign up for SBI’s 7th annual research tour: " How to Make Your Number in 2014: A Sales Strategy You Can Execute." Project/Initiative Objectives : This is the obvious area. Whatever initiative you are faced with, try to have incremental measurable objectives. Sign up for the " How to Make Your Number in 2014 " research tour.

Hiring 267

Hiring How To Sales Qualified Lead Face-to-face 267

SBI Growth

NOVEMBER 16, 2013

You are finalizing plans for 2014. There is nothing more important than understanding your customer’s objectives and obstacles. Benefit— A different rep has a call on a similar buyer in another territory. How — Immediately after a win or loss, the customers/prospect is contacted. Listening To the Market.

Hiring 308

Hiring Call-back Face-to-face Buyer 308

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Janek Performance Group

SEPTEMBER 29, 2021

A Gallop study from 2014 of more than 800 companies found that gender-diverse companies had better financial outcomes than those dominated by men. The modern salesperson is collaborating with prospects with digital tools virtually and not physically traveling to the prospect’s place of business as often. Better Coaching.

Hiring 118

Hiring Travel Promotion Sales Leadership 118

The Pipeline

NOVEMBER 13, 2014

You know I have never read an article or a post that was written by an advocate of cold calling, suggesting that social selling is bad, ridiculing people who use the practice to engage with prospects, suggest that it is inadequate, or about to die. To start with not every buyer has a Twitter, Facebook or LinkedIn account. Why do Socialites?

Cold Calling 292

Cold Calling Social Media Decision Maker Lead Rank 292