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(2:56) “The Importance of Setting Learning Goals for Sales Leaders”

Steven Rosen

In a discussion between Steven Rosen and Colleen Stanley, they highlight the importance of incorporating learning goals alongside sales objectives. The Power of Learning Organizations Colleen finds inspiration in Eduardo Briceño’s book, “The Performance Paradox,” which emphasizes the significance of learning organizations.

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Sales Eagles Soar! Turkeys Get Consumed.

Steven Rosen

They have identified their key growth targets, have booked meetings and are in the process of building their customer-focused business plans. By taking the time to do a SWOT analysis, you can objectively look at your territory/region. Top companies are already building tactical plans to hit the road running in 2016.

Consumer 374
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The Pipeline ? Have You Read The Sales Book About? ? Sales.

The Pipeline

Have You Read The Sales Book About? Sometime ago I wrote a piece describing one of my favourite interview questions for potential sales recruits : “What was the last sales book you read?” Some companies are buying multiple copies of multiple books, and creating in house libraries. Book Notice. Book Review.

Pipeline 253
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How to Use Intent Data & the Freemium Model to Book More Enterprise Meetings

Sales Hacker

This article is Part 1 in a series on leveraging intent data to book more meetings, accelerate deals, and ultimately crush quota! In this article, you’ll learn how to use the freemium model to book more enterprise meetings. Leveraging the Freemium Model to Book More Enterprise Meetings. Tactics: Collect Freemium User Data.

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Your SDRs Have Too Many Accounts — & It’s Hurting Attainment

Sales Hacker

Typically, SDRs work from one of two territory models: Static territories based on geography or vertical or business segment. I’ve seen both kinds, and they can lead to a number of issues with imbalanced books. The way forward: Dynamic book management. Proof points: Why dynamic book management works. Introducing….

Account 78
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Which Thoughts Affect How Successful You Will be in Sales?

Understanding the Sales Force

I finished reading Game 7 - Ron Darling's book on the final game of the 1986 World Series , and I'm half way through Shoe Dog - Nike creator Phil Knight's memoir. They're similar books because each devotes so much ink and analysis as to how their own thinking and beliefs - both positive and negative - shaped their actions and outcomes.

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Objection Handling: 6 Bedrock Principles That Can Get You to “Yes"

Chorus.ai

These lines are just some examples of common objections sales professionals hear time and again from prospects. And while deflections and rejections come with the territory of sales, that doesn’t mean simply giving up on a hard-earned prospect who throws up a wall. Ninety-five percent of the objections I hear aren’t real.