Your Sales Management Guru

SEPTEMBER 29, 2014

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? What is your sales process? Care to share?

Prospecting 92

Prospecting Lead Rank Lead Scoring Real Estate 92

Steven Rosen

NOVEMBER 23, 2015

If you are chasing your 2015 sales numbers you need to return from this holiday weekend highly energetic, focused and ready to sprint to the finish line. By taking the time to do a SWOT analysis you can take an objective look at your territory/region. Most of your customers will shut down in less than 4 weeks.

Consumer 120

Consumer Analysis Territories Account 120

OpenSymmetry

JULY 15, 2015

The 2015 SPM Vendor Guide is an informative resource offering detailed information around technology vendors in the space and helps organizations understand and evaluate what options they have to improve efficiencies. Similar to last year edition, the 2015 Vendor Guide expands into the following areas: Business Intelligence.

Vendor 40

Vendor Territories Compensation SalesForce 40

OpenSymmetry

MAY 23, 2016

While, incentive compensation administration is still a main piece, the broader SPM technology concept is expanding more holistically to include other key aspects which directly impacts how a sales team might perform, including talent development, sales enablement, and territory and quota management. Steps to Success.

Territories 40

Territories Vendor Incentives Incentive 40

Pointclear

SEPTEMBER 24, 2015

This is the question I posed: According to a report by SiriusDecisions, 2015 State of Account-Based Marketing (ABM), more than 60 percent of companies plan to invest in technology for ABM to better align sales and marketing over the next twelve months. However ABM is the Holy Grail for those doing it right.

Account Based Marketing 100

Account Based Marketing Lead Generation Cost per Lead Sales Qualified Lead 100

Your Sales Management Guru

SEPTEMBER 1, 2015

Once you’ve compiled all your information on the sales position and the applicant’s desired personality profile, boil it all down to five or seven objective, measurable characteristics. Experience in opening new territories. Why so few? Because you need to focus on key responsibility areas that drive success. Bright, articulate.

Hiring 40

Hiring Ideal Customer Profile Scale Analysis 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. That means email templates, positioning statements, calling and voicemail scripts, common objections and how to handle them, meeting agendas, presentation decks, and any other prewritten resources your team uses.

Ideal Customer Profile 121

Ideal Customer Profile Buyer Persona Guidelines Lead Rank 121

OpenSymmetry

FEBRUARY 26, 2015

Attention to performance results including your periodic reviews with your manager, regular sales progress, and management by objectives (MBO’s) all look to focus on the goals and objectives, as well as the achievement results after a period of time. Success is: being best in class.

Hiring 40

Hiring Incentives Incentive Sales Talent 40