Sales Training Connection

AUGUST 24, 2011

As reported in a recent article by the Date Decision Group there were 77 major merger and acquisitions in 2010 – a 50% increase over the 2009 level. What’s different about what a KAE does vs. a traditional territory sales rep? Consultative selling skills. One answer is: get bigger.

Health Care 61

Health Care Account Territories Face-to-face 61

Partners in Excellence

FEBRUARY 5, 2016

Today, a reader reminded me about something I said in an Openview Partners article about 18 months ago. The article, 20 Of The Best Interview Questions For New Sales Hires , has great ideas from some very thoughtful people. They do this for their deal plans, account/territory strategies, and call plans.

Hiring 48

Hiring Call-back Margin Territories 48

The Sales Hunter

DECEMBER 5, 2011

Sales Articles. Selling a Price Increase. Communication Skills. They understand that if you don’t initiate the process, there is little chance of reaching your objective. They just systematically and consistently approach everybody in their territory; they make the call and deal with the results and the rewards.

Cold Calling 161

Cold Calling Motivation Hiring Ideal Customer Profile 161

Sales Hacker

NOVEMBER 22, 2017

It may not reflect immediately on top line figures, but their follow through moves the needle on other metrics — productivity, discovery of new tools or techniques, and sharpened selling skills — any one of which will eventually translate to higher performance and attained goals. My territory / opportunities are too small.

Ideal Customer Profile 86

Ideal Customer Profile Cold Calling Lead Rank Sales Qualified Lead 86

Sales Training Connection

AUGUST 12, 2011

After all, there are a lot of advanced selling skills and bodies of knowledge requiring attention. It’s true in sports; it’s true in leadership and it’s true in selling. As you move from a complex sale at the territorial level to one at the major or global account level, the nature of the sale changes qualitatively.

Hiring 70

Hiring Health Care Sports Sales Qualified Lead 70

Sales and Marketing Management

JANUARY 2, 2019

In our first article , we showed the powerful link between front-line sales manager effectiveness and top-line revenue performance. As a result, they often retain weaker performers, believing it is better than having an open territory. They constantly reassess sales territories to optimize results.

Hiring 224

Hiring Sales Management Territories Outsourcing Services 224

Keith Rosen

MAY 19, 2009

Without this change in our thinking, salespeople will be unable to honor the process needed to convert more conversations into sales, let alone build out a more robust process and selling strategy that will enable them to do so. I have a detailed article on this very subject that you can find here. 70% do not use call schedules.

Territories 48

Territories Sales Cycle Follow-up Coaching 48

Partners in Excellence

MARCH 13, 2023

Over the past few weeks, I’ve written a number of articles about various aspects of pipeline management. I’ll minimize repeating what I said in those articles, here they are: Pipeline Quality Win Rates Leveraging Deal Size And Sales Cycle In this article, I want to start tying some ideas together, wrapping up this series.

Pipeline 73

Pipeline Sales Cycle Forecasting Face-to-face 73

Keith Rosen

MAY 13, 2009

• When calling on or meeting with prospects, do I have a clear set of outlined objectives that I need to accomplish on every call and during each meeting, especially when delivering a presentation? • Am I fully leveraging the power and potential of my CRM solution for prospect, client as well as territory management?

Account 48

Account Cold Calling Follow-up Up-Sell 48

Sales Hacker

APRIL 22, 2022

Sales reps can use this forum to showcase their key selling skills, strategic and critical thinking capabilities in the past quarter. Losses: Talk through the areas of improvement for each rep, territory, or product: what is causing lost deals? How is each rep’s target playing into the company’s objectives?

Top of Funnel 90

Top of Funnel Hiring Forecasting Quota 90