Bernadette McClelland

JANUARY 11, 2017

How ‘individual ready’ are you in your ability to operate your tool of trade – whether it be a gun, a sword or in sales today your CRM, your apps, your BI tools, even your phone? Fragmenting – are you able to divide and conquer – to focus your customers mind on a smaller area of issues your solution can address?

Strategy 150

Strategy How To Competition Energy 150

Sales Hacker

NOVEMBER 4, 2020

When I landed in Dublin in 2015, I was a bright-eyed, bushy-tailed 26-year-old who had severely under-estimated and oversimplified the work in front of me. Our CRM still indicated which country/geo the leads and accounts were in, but we distributed them and measured them collectively. I’ll leave that for another post.

Hiring 99

Hiring Scale Ideal Customer Profile Lead Rank 99

Tony Hughes

MARCH 4, 2018

It's unclear if ERP firms even understand ERP and it's 2015. For sales, there needs to be an acknowledgement that there are different types of sellers – inside salespeople, key account managers, territory salespeople, and other specialties that have unique skill sets. Again, the case for 100% decision and buying cycle complete.

Hiring 68

Hiring Top of Funnel Lead Rank Lead Scoring 68

Your Sales Management Guru

AUGUST 10, 2016

But before I detail their actions, the three things they did not do were: Add more VAR’s into territories creating too much competition. CRM, for pipeline standardization. He was recently ranked for the third year in a row by Top Sales World magazine as one of the Top 50 Sales & Marketing Influencers for 2015.

Channels 40

Channels Lead Rank Lead Scoring Strategy 40

Hubspot Sales

JANUARY 3, 2018

According to Docurated’s State of Sales Productivity 2015 , salespeople spend roughly one-third of their day creating content. CRM tips: If you want uniform CRM usage, everyone needs to know the expectations. Second, a playbook frees up time for selling.

Ideal Customer Profile 121

Ideal Customer Profile Buyer Persona Guidelines Lead Rank 121

Customer Centric Selling

JULY 8, 2015

For example, if historic flow business from an existing territory generates $1,000,000 each year the seller and manager may want to do calculations on the seller finding $2,000,000 in new business during a given year. Most sellers are now halfway through 2015. There are other ways to calculate pipeline targets.

Lead Rank 40

Lead Rank Quota Sales Cycle Pipeline 40

Tony Hughes

MARCH 7, 2018

In 2015 everything including Ferraris can be purchased on a mobile phone with one click and how on Earth do I know it's not a scam? I do this every day and train groups and CXOs to look at their book of business and territory mapping in this novel way. Is the engine full of sawdust? Am I sending a money order to Dubai? I certainly am.

Lead Rank 66

Lead Rank Enterprise Enterprise Scale 66

DiscoverOrg Sales

MARCH 7, 2019

As we look ahead, we see new and improved ways of managing how sales teams evaluate and establish their sales territories and how they enable best practices across individuals and teams. “We When we acquired iProfile in 2015, and RainKing in 2017, our customers enjoyed great success with the increase in data.

Lead Rank 24

Lead Rank Lead Scoring Scale Data 24