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

Your Sales Management Guru

AUGUST 10, 2016

Channel Strategy: Building a Sustaining Partner Community. -A But before I detail their actions, the three things they did not do were: Add more VAR’s into territories creating too much competition. A Case Study-. Do I have your attention YET? Start selling directly to larger customers.

Channels 40

Channels Lead Rank Lead Scoring Strategy 40

OpenSymmetry

MAY 23, 2016

Sales Performance Management (SPM) solutions are a critical component of an organization’s core business, as it is the linkage between behavior and strategy. In terms of usage, Gartner specifically identify a growth in the use of SPM technology for gamification and territory management, but a big reduction on the use of appraisal solutions.

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.

Account Based Marketing 100

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

DiscoverOrg Sales

JUNE 14, 2017

In the fall of 2015, the young sales rep was burned out, disheartened, failing to meet his quota, and on the verge of losing his job. As DiscoverOrg found itself in uncharted territory, learning a new tech stack with a newly divided sales team, AJ also found himself in a new landscape – with new opportunity. “As

Inbound 227

Inbound Outbound Ideal Customer Profile Outbound Sales Team 227

Pointclear

MARCH 17, 2015

Several weeks ago I sat in on the 2015 Virtual Sales Kickoff hosted by S. A while back we dealt with a sales rep whose territory was Warner Robins Air Force base. He specifically uses the word “clarity” to describe how the CEO should articulate the company’s strategy. Anthony Iannarino and Jeb Blount. Simplified.:

Handbook 100

Handbook Face-to-face Outbound Inbound 100

Sales Hacker

FEBRUARY 8, 2019

employees reported working remotely all or some of the time in 2017, compared to just 23 percent in 2015 and 19 percent in 2003 , per the Bureau of Labor Statistics. For remote sales reps, it’s imperative to drill crystal clear understanding of territory assignment, outreach protocol, and targeting and follow-up processes.

Customer Service 64

Customer Service Lead Rank Lead Scoring Guidelines 64

Sales Training Connection

FEBRUARY 2, 2015

Sales managers are starting the new year setting sales goals and reviewing their territories for opportunities. How can I conduct sales strategy review sessions more efficiently – more effective? ©2015 Sales Momentum, LLC. Consider this …. With whom on my team should I be spending the most time coaching? least time?

Sales Management 50

Sales Management Construction Sales Leadership Territories 50

Crunchbase

MARCH 1, 2023

go-to-market and sales strategies. Melissa LuVisi Chief Strategy Officer, tab32 Since joining tab32 in 2017, Melissa LuVisi has served as VP of marketing and sales, head of business development and, currently, chief strategy officer. In 2021, she closed $3.3 million in ARR and was named Orum’s Sales Rep of the Year.

Hiring 130

Hiring Lead Rank Lead Scoring Enterprise 130

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. Let them do their job so you can focus on yours — leading the team and defining the strategy. They’re specialists for a reason. I’ll leave that for another post.

Hiring 100

Hiring Scale Ideal Customer Profile Lead Rank 100

Sales Training Connection

APRIL 27, 2015

This is particularly frequent and easy to execute when our S 3 sales manager is a recently promoted sales rep from the same territory. Without solid strategies for their accounts sales people are likely to do a good job coming in second in today’s competitive market. ©2015 Sales Momentum, LLC.

Sales Management 50

Sales Management Sales Coaching Coaching ACT 50

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

OpenSymmetry

JULY 20, 2015

Make sure you sales strategy is not an empty promise. Holistically, you need to look across the breadth of sales performance management to identify the areas that are working or not working (including talent acquisition, development, the sales process, territory and quota, and comp plan design and administration). About the Author.

SalesForce 40

SalesForce Webinar Metrics Scale Quota 40

Pointclear

JULY 26, 2012

He has led the research function at SiriusDecisions for more than 10 years, overseeing the creation of content including demand creation, product marketing, marketing communications, general strategy, sales training, hiring and client service.

Lead Rank 145

Lead Rank Video Inbound Lead Scoring 145

Sales Training Connection

MARCH 9, 2016

This notion was reinforced by a December 2015 research report released by McKinsey & Co on the digital revolution involving 150 companies from around the world. That challenge is made more difficult because customer demands about what they buy, how they buy, and what they are willing to pay for it are changing in new dynamic ways.

Hiring 50

Hiring Training Territories Compensation 50

OpenSymmetry

FEBRUARY 22, 2015

Forrester Research has published a great report that provides details on how HCM solutions , especially talent management applications, are paving the way for higher employee engagement and performance in 2015. What works the best with your ecosystem of technologies and desired talent strategy?

Scale 40

Scale Compensation Report Twitter 40

Your Sales Management Guru

SEPTEMBER 1, 2015

Most entrepreneurs have no problem coming up with a good strategy, but they usually need all the help they can get in developing and implementing the tactics that will make them successful in the long run.”. Experience in opening new territories. (Second installment of a two-part article on sales recruiting). “ Bright, articulate.

Hiring 40

Hiring Ideal Customer Profile Scale Analysis 40

Hubspot Sales

MARCH 25, 2019

There are a myriad of strategies to motivate your reps. Suddenly, the PFX sales team went from four to zero reps, despite having just doubled its territory beyond the New England region for the first time in the company's history. The PFX team in one of the company's warehouses in 2015. Less Is More. He let them go.

Incentives 89

Incentives Incentive Motivation Company 89

Hubspot Sales

JANUARY 3, 2018

In other words, your sales playbook arms your reps with all the content and strategies they need to close a deal. According to Docurated’s State of Sales Productivity 2015 , salespeople spend roughly one-third of their day creating content. The benefits of a sales playbook. Second, a playbook frees up time for selling.

Ideal Customer Profile 121

Ideal Customer Profile Buyer Persona Guidelines Lead Rank 121

OpenSymmetry

FEBRUARY 26, 2015

A critical component is having a future vision and strategy. Our strategy experts are available to help you understand exactly what your organization needs to be and the necessary steps to get there. Interested in learning about this topic or getting a Gartner’s 2015 Magic Quadrant readout? Unsure where to start?

Hiring 40

Hiring Incentives Incentive Sales Talent 40

Close.io

SEPTEMBER 24, 2019

The whole team sat down and decided to radically shift gears in their sales strategy to dominate one industry: the government. In many ways, selling to the government is uncharted territory for startups. Gartner analysts estimate that governments spent $424 billion on govtech in 2015. Why sell to the government?

B2G 91

B2G Government Buyer Persona Cold Calling 91

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