Customer Centric Selling

SEPTEMBER 21, 2016

As a sales manager, most of my sellers hit the accelerator hard as needed. I wish I had the wisdom back then to encourage all of my staff to look a sales cycle ahead to evaluate whether their pipelines were sufficient to deliver the numbers needed for them to be YTD against quota or better.

Sales Cycle 40

Sales Cycle Inbound Pipeline Quota 40

Customer Centric Selling

DECEMBER 8, 2016

It’s drama that plays out at seller, district manager, regional manager, VP of Sales and CEO levels. Watching the 2016 election made me realize the similarity of presidential candidates trying to reach their “quota” of 270 electoral votes. Holiday stress is inevitable but easier to deal with when quota has been managed.

Quota 40

Quota How To Discount Commission 40

Customer Centric Selling

DECEMBER 20, 2016

I’ve outlined below a series of steps , a process , that you can follow to begin gathering the information you need to develop your own 2017 Territory Sales Plan. If you were thinking you were going to rely on what you didn’t close in 2016, you are a little late to the party. Discounting: What has it cost you in 2016?

Revenue 40

Revenue Territories How To InsideView 40

LeadFuze

AUGUST 5, 2021

They focus on producing content for sales reps, sales managers, and sales execs. When they’re not blogging, the Double Digit Sales team also produces awesome sales training courses. Diagnose Your Sales Pipeline to Increase Performance. The Gist: A sales management blog with a BizOps spin.

Top of Funnel 98

Top of Funnel Hiring Lead Rank Retail 98