Understanding the Sales Force
JANUARY 22, 2012
Understanding the Sales Force by Dave Kurlan If you have been reading my Blog for a while you know that there is more to selling than just utilizing skills to execute the sales process, sales model, and sales methodology. Non Supportive Buy Cycle (causes them to empathize with stalls, put-offs and objections). Yes, there is.
The Spiff Blog
AUGUST 22, 2023
Whether you’re feeling that pressure right now, or simply want to prepare for future down swings, today’s blog post is for you. Optimize your buying cycle from lead to close. We offer six specific RevOps strategies that reduce costs and ultimately drive revenue– even if you have limited resources.
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Partners in Excellence
JULY 18, 2022
Huge salaries, bonuses, other incentives are being offered; all to fill vacant positions. They have buying cycles. And complex buying cycles are usually much longer than 3 months. first appeared on Partners in EXCELLENCE Blog -- Making A Difference. We’ve a robust hiring market for sales people.
Xactly
SEPTEMBER 5, 2018
You know your goals need to be SMART -er (Specific, Measurable, Achievable, Relevant, and Timely), and that the process needs to be automated to ensure maximum visibility and buy-in. Goal: Publish 30 blogs that demonstrate our authority/status as industry leader by 10/31/16. Schedule 30 blog topics by 8/31/16 (10%, $300).
Score More Sales
MARCH 8, 2012
You’re done in by lost sales, missed opportunities, misaligned goals, and “no’s” toward the end of a prospective customer’s long buying cycle. Do they have any incentives to work hard? Who are these people? Some are obvious. All are important. Your prospect. We start with the obvious first.
No More Cold Calling
MAY 12, 2015
Because of that, I would ‘massage’ the probability of closing this prospect at 10 percent, so I can have some breathing room to actually work with the customer on his buying cycle. The percentage changes as the buyer speaks with a rep and experiences the company through videos, blogs, and customer testimonials.
The Bridge Group
MARCH 9, 2018
This accounts for roughly 40% of their incentive compensation. This is over and above their target incentive number. Whitepapers, eBooks, webcasts, blogs, regional events, and annual customer conferences are all good reasons to engage, build trust, and accelerate a buy-cycle. Lessons Learned.
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