Hubspot Sales
AUGUST 6, 2019
If you’re B2C, describe the types of consumers reps should be targeting. Practice negotiating and common object handling. Even experienced reps need to know how your company approaches the negotiation phase. Have your reps role play an exploratory call, demo, negotiation, and closing call.
The Pipeline
SEPTEMBER 9, 2011
If you are in sales and your mandate is to sell to companies within your geographical territory, you have probably faced a scenario similar to the one that follows. Negotiations. Territory Alignment. The Accidental Negotiator. The Pipeline Guest Post – Trevor Stevens. Gap Selling. Guest Post. Hiring Sales Talent.
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Anthony Iannarino
SEPTEMBER 16, 2019
Alfred Korzybski, a scientist and philosopher, said, “The map is not the territory,” and surely it is not. Maps are in no way as complex and complicated as the territory, nor do they need to be for them to be helpful. But there are other journeys, many of which are more easily applied to B2C. The Map That Is Your Sales Process.
The Pipeline
JULY 19, 2011
For me, and for all professional sales people, the piece has some short comings, not the least of which are it fails to address or distinguish the real difference between B2B and B2C; it fails to differentiate between transaction – interaction – purchasing and selling. Negotiations. Territory Alignment. Gap Selling. Guest Post.
The Pipeline
MAY 4, 2011
If you are selling B2C (or even B2B) one of the best things you can do is give people a good reason to subscribe to your e-mail list and then provide value with every mail you send, slowly building relationship and trust. Negotiations. Territory Alignment. The Accidental Negotiator. This post has 2 comments. Gap Selling.
Sales Hacker
MAY 26, 2021
The focus is on things like reporting, territory management and later stage tasks such as contract negotiations and finance approvals. Communicating with sales leaders to design sales territories, identify and prioritize ideal customer accounts, and ensure that opportunity is balanced across territories and individual reps.
Sales Training Connection
AUGUST 1, 2016
They have looked at sales training while simultaneously examining other factors such as territory design, compensation and go-to-market strategy. Companies and sales training vendors have stopped organizing programs around content topics like: sales call execution, account strategy and negotiation. Learning methodologies.
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