Understanding the Sales Force

JUNE 20, 2023

Last week, I wrote about how the criteria you use to choose your all-time favorite songs is essentially the same as the criteria your prospects use to choose between you and a competitor. Let me explain and then I’ll pivot to selling. Today, I am continuing the music analogy, but this time, as it relates to motivational tools.

Motivation 156

Motivation Pipeline Hiring How To 156

Bernadette McClelland

JANUARY 15, 2017

Prospects and customers either answered the phone (or pager) or their PA did. The business manager was a decision maker in his or her own right and their sign-off was for a fairly healthy dollar figure. Today the business manager and the purchasing manager’s roles have been elevated and are considered pivotal senior management roles.

Telemarketing 150

Telemarketing Lead Rank Margin Retail 150

Sales Hacker

SEPTEMBER 11, 2020

Here are just a few of the risks you’ll run into: Pivots: According to a study by EPFL University, 73% of startups must pivot to another market over time as their initial market did not provide the fertile ground for the product or service the founders had hoped for. Instead of asking, “ Who should I be prospecting into? ”

Outsourcing Services 78

Outsourcing Services Scale Vendor Pivotal 78

Allego

MARCH 9, 2023

So, we started to map out a strategy for Allego to really capture the opportunity in the market to help businesses better onboard their sellers, better launch products, help sales managers better coach their teams, and better leverage content and messaging across the entire enterprise. That space is what we call sales enablement.

Sales Enablement 62

Sales Enablement Industry Marketing Video 62