INDUSTRY INSIGHTS YOUR PEERS ARE READING
Unlike many people who write about sales, he actually sold right through his career, and built the book around his experience, he offers lessons learned, rather than populist advice. The book concentrates on the timeless basics that every salesperson needs in order to begin and grow sales. MORE
” Misperceptions that lead to sour grapes: I think my prices are too high, or my territory is bad. My Books. Reviving Work Ethic is a book that is direly needed by both employers and employees alike. Jeffrey Gitomer’s Books. The Little Red Book of Selling. MORE
Stored in Attitude , Book Notice , EDGE Sales Process , EDGE Selling , Gap Selling , Productivity , e-book , execution. So the elves at here at Renbor leapt into action, and produced a Amazon Kindle version of the book. Book Notice. Book Review. e-book. MORE
Stored in Attitude , Business Acumen , EDGE Sales Process , Metrics , Productivity , Sales Success , Territory Alignment , execution. By shrinking your territories, strategically where it make sense. logically shrink territories. Sales Success , Territory Alignment. MORE
I’m normally one to watch a movie, read a book or listen to a song and tie it to sales and/or sales management. Grit - In Dan Pink’s book, Grit , he discusses what gives winners the edge, and often it’s just GRIT: “A non-cognitive, non-physical trait.” Defend the territory. MORE
Beyond that, it’s providing viable territories and targets, proper support levels, tools for training and enablement, demand generation leadership, and the removal of internal roadblocks. But he was not able to provide me with a viable territory. MORE
You blame your lack of success on your territory and how you would be more successful if you had a better territory. Click on the below book cover for more info on boosting your profits! SPS — Sales Prevention Syndrome — is the great killer of salespeople. MORE
72 HOUR BOOK EVENT ! After all, it sure beats the painful and time-consuming process of having to recruit someone new, let alone having to figure out how to cover a territory with no salesperson!” 72 HOUR BOOK EVENT ! Books by Keith Rosen coaching for managers coaching salespeople Executive Coaching How to Manage Your Team Sales Coaching Sales Management training for managers book event management training MORE
It was an excellent session overall, but I was particularly blown-away by the first speaker, Mike Weinberg, author of the book published by AMA entitled New Sales. Over the years I’ve been sent a lot of books. I liked Mike’s book and it is definitely NOT lacking in substance. MORE
One that permeates many aspects of sales, starting at planning and territory alignment, right down to day-to-day tactical aspects of sales. Book Notice. Book Review. e-book. Territory Alignment. Home About The Pipeline. Contest. Free Resources. Search. MORE
Often the best sales books are not about sales or by sales experts. A key point in the book is that questions make one think. But having enough knowledge, confidence and curiosity to help your buyer navigate uncharted territories to get to their objectives. MORE
Jack Canfield wrote a great book called The Success Principles. I don’t know Jack, but I have read his Chicken Soup book series over the years and like his approach. MORE
The sales team consisted of a circle of SDRs responsible for outreach and booking demos; and Account Executives (AEs), responsible for leading the demo and closing the deal. When a warm lead came in, an SDR would book a meeting with whoever happened to be available. He booked the most demos and was among the top three performing SDRs at the company, winning the company’s Golden Phone award. A word of advice about working at a high-growth company: Don’t get too comfortable. MORE
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. I highly recommend both books. MORE
Territory & Account Planning. The revenue you book – this year and next – hangs on your team’s ability to move deals through the pipeline efficiently and consistently. How badly do you want your team to blow away their quota? Pretty badly right? MORE
For instance, the top-down approach may miss the potential of each individual sales rep’s opportunities in their territory or accounts (e.g. knowing that a new regulation is going to impact a particular seller’s territory). Engaging them in the process may reveal insights about their accounts or territory that uncover fewer opportunities to drive desired growth, such as consolidation or some other factors which can impact revenue potential. MORE
In his book, " The High-Velocity Sales Organization ", sales strategist, Marc Wayshak , discusses how important compensation and commission is to your sales infrastructure. And they're paid on a territory-wide versus individual sale basis. MORE
Stored in Attitude , Business Acumen , Communication , HR Management , Sales Management , e-book , execution. I have just received an advance copy of an unusual book on managing people by the business author and speaker called Peter Cook. Book Notice. Book Review. MORE
Want to create a new sales territory and see which customers might be affected? iMap HD gives you the ability to view a map of all of your contacts in your address book on your iPad. iMap HD is based on the iPad or iPhone’s address book capability. MORE
We have seen companies hire sales reps less for their superior selling skills, and more for their “book”. But the reality more often than not, is that most of the book stays put. By Tibor Shanto - tibor.shanto@sellbetter.ca. MORE
Territory Management & Quota. The revenue you book – this year and next – hangs on your team’s ability to move deals through the pipeline efficiently and consistently. If you’re seeking smart tools to drive sales performance, I’ve got great news for you. MORE
Territory & Account Planning. The revenue you book – this year and next – hangs on your team’s ability to move deals through the pipeline efficiently and consistently. How badly do you want your team to blow away their quota? Pretty badly right? MORE
You KISS’d it & managed to cover a LOT of territory very clearly. My Books. Reviving Work Ethic is a book that is direly needed by both employers and employees alike. Eric has both work ethic and ethics and this book conveys a message of timely urgency. Store. MORE
1 – they don’t have the skill, the territory or the experience to make that happen with the simple introduction of a stack-rank report. Author: Tim Houihan A single-page article in print is rarely enough for me to the get the message across, so this online extra helps fill in the blanks. MORE
There are 1000′s of books out there ready and willing to help sales people get to the next level. However, all sales books are not created equal AND becoming a bad ass sales person requires more than just studying sales. Read this book and embrace the thesis, it’s crucial. MORE
Territory & Account Planning. The revenue you book – this year and next – hangs on your team’s ability to move deals through the pipeline efficiently and consistently. How badly do you want your team to blow away their quota? Pretty badly right? MORE
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. Book Notice. Book Review. e-book. Territory Alignment. Home About The Pipeline. Contest. MORE
Territory & Account Planning. The revenue you book – this year and next – hangs on your team’s ability to move deals through the pipeline efficiently and consistently. How badly do you want your team to blow away their quota? Pretty badly right? MORE
Brock writes a book on a critical subject like sales management, it is an opportunity to learn and share with others in my circle. The book is laid out to help you succeed in the role. The book follows through looking at recruiting and onboarding, managing performance. MORE
Many leaders take advantage of the holidays in November, December, and January to read the latest books about sales and leadership. Best Books to Read Over the Holidays. This book shows how to build, orchestrate, and lead sales enablement as a sustainable system. The book features: Groundbreaking research on exactly what B2B buyers want from sellers. . Salz’s book now. In her book, dynamic and influential sales leader Krista S. MORE
My list of top sales books to read in 2012 consists of books that were published during 2011 and contain innovative, fresh ideas about selling, customer expectations, and how to improve your ability to win new business customers. Ignore this book at your own risk. MORE
They pressure the manager to perform, fair demand, and the manager succumbs and hires an available body; not just any body, but an “experienced” body with a “book” of clients. As for the argument that at least having a performing body is better than an empty territory, I am not sure. MORE
It can be difficult to win your dream clients, and you can easily be discouraged by the time and effort it requires of you, especially if you don’t have a strategy for doing so (See my third book, Eat Their Lunch: Winning Customers Away from Your Competition for proven strategies and tactics). MORE
Instead of being thought-leaders we’ve become frenetic, selfish territory managers. Book Notice. Book Review. e-book. Territory Alignment. Home About The Pipeline. Contest. Free Resources. Search. 0 Subscribers. Subscribe by Email. We take privacy seriously. MORE
OpsPanda integrates with CRM and other sources systems and can pull in data such as pipe and closed deals together with rep assignments and territories to provide a comprehensive view of an enterprise’s critical asset, its sales organization. MORE
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. MORE
One of the most dreaded can be a change to your territory. Where should my focus be in my new territory? Follow the 4 steps and use the Agile Territory Planner to become the master of your domain. Information about your new territory is usually available to help you ramp quickly. MORE
I’m often asked what books I’m reading, or what I recommend as continued learning for sales reps. My favorite sales books are ones that I return to again and again. Here’s a condensed list of my top five books sales and why I recommend them! . MORE
Despite high value, nearly 50% still keep contact information in a paper address book and nearly one-third with contact info for others admitted that 25% of contacts are out of date. Yet, nearly half (48%) of online American adults still store their contact information in a paper address book. MORE
In Jim Collins book “Good to Great” he finds that the best companies have the right people in the right seats. If they make the right decision they will improve the performance of the territory and elevate the performance of the entire team. MORE
A couple of weeks ago, I posted about Peter Cook’s new book “ Punk Rock People Management ”. What inspired it and what is the book about? Finally I applied some devices to improve the book’s ‘stickiness’ – a bit of alliteration and rhyming to help things along. Book Notice. MORE
Sales Benchmark Index
JANUARY 13, 2014
One of the most dreaded can be a change to your territory. Where should my focus be in my new territory? Follow the 4 steps and use the Agile Territory Planner to become the master of your domain. Information about your new territory is usually available to help you ramp quickly.
The Pipeline
MAY 26, 2016
Brock writes a book on a critical subject like sales management, it is an opportunity to learn and share with others in my circle. The book is laid out to help you succeed in the role. The book follows through looking at recruiting and onboarding, managing performance.
A Sales Guy
OCTOBER 21, 2013
There are 1000′s of books out there ready and willing to help sales people get to the next level. However, all sales books are not created equal AND becoming a bad ass sales person requires more than just studying sales. Read this book and embrace the thesis, it’s crucial.
The Pipeline
OCTOBER 31, 2011
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.
Alice Heiman
NOVEMBER 14, 2018
Many leaders take advantage of the holidays in November, December, and January to read the latest books about sales and leadership. Best Books to Read Over the Holidays. This book shows how to build, orchestrate, and lead sales enablement as a sustainable system. The book features: Groundbreaking research on exactly what B2B buyers want from sellers. . Salz’s book now. In her book, dynamic and influential sales leader Krista S.
MJ Hoffman
NOVEMBER 7, 2018
I’m often asked what books I’m reading, or what I recommend as continued learning for sales reps. My favorite sales books are ones that I return to again and again. Here’s a condensed list of my top five books sales and why I recommend them! .
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The Pipeline
FEBRUARY 3, 2012
Stored in Attitude , Business Acumen , EDGE Sales Process , Metrics , Productivity , Sales Success , Territory Alignment , execution. By shrinking your territories, strategically where it make sense. logically shrink territories. Sales Success , Territory Alignment.
The Pipeline
AUGUST 8, 2011
One that permeates many aspects of sales, starting at planning and territory alignment, right down to day-to-day tactical aspects of sales. Book Notice. Book Review. e-book. Territory Alignment. Home About The Pipeline. Contest. Free Resources. Search.
Smart Selling Tools
MAY 7, 2015
Territory Management & Quota. The revenue you book – this year and next – hangs on your team’s ability to move deals through the pipeline efficiently and consistently. If you’re seeking smart tools to drive sales performance, I’ve got great news for you.
The Pipeline
MARCH 18, 2011
Instead of being thought-leaders we’ve become frenetic, selfish territory managers. Book Notice. Book Review. e-book. Territory Alignment. Home About The Pipeline. Contest. Free Resources. Search. 0 Subscribers. Subscribe by Email. We take privacy seriously.
Smart Selling Tools
MAY 7, 2014
Territory & Account Planning. The revenue you book – this year and next – hangs on your team’s ability to move deals through the pipeline efficiently and consistently. How badly do you want your team to blow away their quota? Pretty badly right?
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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. Book Notice. Book Review. e-book. Territory Alignment. Home About The Pipeline. Contest.
The Pipeline
MAY 23, 2014
Unlike many people who write about sales, he actually sold right through his career, and built the book around his experience, he offers lessons learned, rather than populist advice. The book concentrates on the timeless basics that every salesperson needs in order to begin and grow sales.
Smart Selling Tools
MAY 6, 2014
Territory & Account Planning. The revenue you book – this year and next – hangs on your team’s ability to move deals through the pipeline efficiently and consistently. How badly do you want your team to blow away their quota? Pretty badly right?
The Pipeline
JANUARY 24, 2012
Stored in Attitude , Book Notice , EDGE Sales Process , EDGE Selling , Gap Selling , Productivity , e-book , execution. So the elves at here at Renbor leapt into action, and produced a Amazon Kindle version of the book. Book Notice. Book Review. e-book.
Smart Selling Tools
MAY 7, 2014
Territory & Account Planning. The revenue you book – this year and next – hangs on your team’s ability to move deals through the pipeline efficiently and consistently. How badly do you want your team to blow away their quota? Pretty badly right?
Smart Selling Tools
MAY 6, 2014
Territory & Account Planning. The revenue you book – this year and next – hangs on your team’s ability to move deals through the pipeline efficiently and consistently. How badly do you want your team to blow away their quota? Pretty badly right?
The Pipeline
OCTOBER 21, 2011
A couple of weeks ago, I posted about Peter Cook’s new book “ Punk Rock People Management ”. What inspired it and what is the book about? Finally I applied some devices to improve the book’s ‘stickiness’ – a bit of alliteration and rhyming to help things along. Book Notice.
The Pipeline
OCTOBER 6, 2011
Stored in Attitude , Business Acumen , Communication , HR Management , Sales Management , e-book , execution. I have just received an advance copy of an unusual book on managing people by the business author and speaker called Peter Cook. Book Notice. Book Review.
Fill the Funnel
JUNE 7, 2011
Want to create a new sales territory and see which customers might be affected? iMap HD gives you the ability to view a map of all of your contacts in your address book on your iPad. iMap HD is based on the iPad or iPhone’s address book capability.
Understanding the Sales Force
JUNE 27, 2016
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. I highly recommend both books.
Score More Sales
APRIL 5, 2014
Jack Canfield wrote a great book called The Success Principles. I don’t know Jack, but I have read his Chicken Soup book series over the years and like his approach.
Miller Heiman Group
FEBRUARY 26, 2019
For instance, the top-down approach may miss the potential of each individual sales rep’s opportunities in their territory or accounts (e.g. knowing that a new regulation is going to impact a particular seller’s territory). Engaging them in the process may reveal insights about their accounts or territory that uncover fewer opportunities to drive desired growth, such as consolidation or some other factors which can impact revenue potential.
Hubspot Sales
APRIL 24, 2019
In his book, " The High-Velocity Sales Organization ", sales strategist, Marc Wayshak , discusses how important compensation and commission is to your sales infrastructure. And they're paid on a territory-wide versus individual sale basis.
Steven Rosen
OCTOBER 28, 2012
In Jim Collins book “Good to Great” he finds that the best companies have the right people in the right seats. If they make the right decision they will improve the performance of the territory and elevate the performance of the entire team.
Anthony Cole Training
APRIL 8, 2014
I’m normally one to watch a movie, read a book or listen to a song and tie it to sales and/or sales management. Grit - In Dan Pink’s book, Grit , he discusses what gives winners the edge, and often it’s just GRIT: “A non-cognitive, non-physical trait.” Defend the territory.
Pointclear
MARCH 17, 2015
It was an excellent session overall, but I was particularly blown-away by the first speaker, Mike Weinberg, author of the book published by AMA entitled New Sales. Over the years I’ve been sent a lot of books. I liked Mike’s book and it is definitely NOT lacking in substance.
Keith Rosen
SEPTEMBER 14, 2009
72 HOUR BOOK EVENT ! After all, it sure beats the painful and time-consuming process of having to recruit someone new, let alone having to figure out how to cover a territory with no salesperson!” 72 HOUR BOOK EVENT ! Books by Keith Rosen coaching for managers coaching salespeople Executive Coaching How to Manage Your Team Sales Coaching Sales Management training for managers book event management training
Jeffrey Gitomer
MARCH 8, 2011
You KISS’d it & managed to cover a LOT of territory very clearly. My Books. Reviving Work Ethic is a book that is direly needed by both employers and employees alike. Eric has both work ethic and ethics and this book conveys a message of timely urgency. Store.
Pipeliner
MARCH 2, 2018
Beyond that, it’s providing viable territories and targets, proper support levels, tools for training and enablement, demand generation leadership, and the removal of internal roadblocks. But he was not able to provide me with a viable territory.
The Pipeline
NOVEMBER 9, 2015
Often the best sales books are not about sales or by sales experts. A key point in the book is that questions make one think. But having enough knowledge, confidence and curiosity to help your buyer navigate uncharted territories to get to their objectives.
Jeffrey Gitomer
MAY 9, 2011
” Misperceptions that lead to sour grapes: I think my prices are too high, or my territory is bad. My Books. Reviving Work Ethic is a book that is direly needed by both employers and employees alike. Jeffrey Gitomer’s Books. The Little Red Book of Selling.
The Pipeline
NOVEMBER 1, 2013
We have seen companies hire sales reps less for their superior selling skills, and more for their “book”. But the reality more often than not, is that most of the book stays put. By Tibor Shanto - tibor.shanto@sellbetter.ca.
Sales and Marketing Management
NOVEMBER 5, 2018
1 – they don’t have the skill, the territory or the experience to make that happen with the simple introduction of a stack-rank report. Author: Tim Houihan A single-page article in print is rarely enough for me to the get the message across, so this online extra helps fill in the blanks.
The Sales Hunter
MARCH 7, 2014
You blame your lack of success on your territory and how you would be more successful if you had a better territory. Click on the below book cover for more info on boosting your profits! SPS — Sales Prevention Syndrome — is the great killer of salespeople.
The Pipeline
DECEMBER 10, 2012
They pressure the manager to perform, fair demand, and the manager succumbs and hires an available body; not just any body, but an “experienced” body with a “book” of clients. As for the argument that at least having a performing body is better than an empty territory, I am not sure.
Jonathan Farrington
OCTOBER 14, 2011
Despite high value, nearly 50% still keep contact information in a paper address book and nearly one-third with contact info for others admitted that 25% of contacts are out of date. Yet, nearly half (48%) of online American adults still store their contact information in a paper address book.
Anthony Iannarino
APRIL 12, 2019
It can be difficult to win your dream clients, and you can easily be discouraged by the time and effort it requires of you, especially if you don’t have a strategy for doing so (See my third book, Eat Their Lunch: Winning Customers Away from Your Competition for proven strategies and tactics).
Smart Selling Tools
MAY 10, 2018
OpsPanda integrates with CRM and other sources systems and can pull in data such as pipe and closed deals together with rep assignments and territories to provide a comprehensive view of an enterprise’s critical asset, its sales organization.
DiscoverOrg Sales
JUNE 14, 2017
The sales team consisted of a circle of SDRs responsible for outreach and booking demos; and Account Executives (AEs), responsible for leading the demo and closing the deal. When a warm lead came in, an SDR would book a meeting with whoever happened to be available. He booked the most demos and was among the top three performing SDRs at the company, winning the company’s Golden Phone award. A word of advice about working at a high-growth company: Don’t get too comfortable.
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