4 Steps to Master Your Territory

Sales Benchmark Index

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.

Sales Manager Survival Guide – Book Review

The Pipeline

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.

Here Are the Best Books to Read Over the Holidays

Alice Heiman

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.

8 Must Read Books to Become a Bad Ass Sales Person

A Sales Guy

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.

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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.

My Top 5 Sales Book Recommendations

MJ Hoffman

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! .

The Pipeline ? Shrink Your Way To Success

The Pipeline

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 ? Talking Long-Term ? Acting Short-Term ? Sales.

The Pipeline

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.

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Announcing Our 3rd Annual Guide to the Best Sales Acceleration Tools #TopSalesTools

Smart Selling Tools

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.

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What Sales Tools do You Use to Fuel Your Revenue?

Smart Selling Tools

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 ? Retarded Sales Behavior and The Reasons We.

The Pipeline

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.

The Pipeline ? ?But we're not IBM?

The Pipeline

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.

5 Star Selling: From Beginning to Excellence – Lee Davis

The Pipeline

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.

What Sales Tools do You Use to Fuel Your Revenue?

Smart Selling Tools

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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What Sales Tools do You Use to Fuel Your Revenue?

Smart Selling Tools

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?

What Sales Tools do You Use to Fuel Your Revenue?

Smart Selling Tools

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 ? Punk Rock People Management

The Pipeline

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.

The Pipeline ? Sales & Consequences now on Amazon Kindle

The Pipeline

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.

The Pipeline ? POGO POWER

The Pipeline

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.

iPad App That Shows Your Contacts On a Map

Fill the Funnel

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.

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. I highly recommend both books.

Which Sales Rep do you Hire?

Steven Rosen

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.

Inside Sales Power Tip 150 – Positive Attitude Wins Business

Score More Sales

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.

Go Huskies! Go Sell!

Anthony Cole Training

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.

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"New Sales. Simplified." A Must-Read!

Pointclear

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.

Firing Your Sales Manager or Boss

Pipeliner

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 Top 5.5 Things Sales Professionals Whine About | Top Sales.

Jeffrey Gitomer

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.

Are you Open Ended Questions Leading to Closed Ended Results? – Sales eXecution 316

The Pipeline

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.

The Seduction of Potential

Keith Rosen

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

How to be Human in Sales. Bots haven’t taken over yet!

Igniting Sales Transformation

If your activity levels drop but you book more sales conversations with qualified buyers, you are in a good position to show your manager that quality FIRST (relationships + value message focused on solving buyer’s problems) + quantity wins out every time!

?Help! I'm Slumping, And I Can't Get A Sale!? | Jeffrey Gitomer's.

Jeffrey Gitomer

” 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.

Clients Deal With Companies

The Pipeline

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.

A Peek Into Demandbase’s Data-Driven Field Marketing Approach

InsightSquared

As a Field Marketer supporting the sales organization, it is critical to know the state of the business, the pipeline in each of our field territories and even drill down to an individual rep’s metrics to know how this data can drive our decision making and planning.

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Incentive Program FAQs

Sales and Marketing Management

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.

WARNING! Do You Suffer from Sales Prevention Syndrome?

The Sales Hunter

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.

Sales Tech Game Changers: How to Increase Your Sales Forecast

Smart Selling Tools

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.

Shared Mediocrity – Sales eXchange 178 – A Question To Sales Leaders

The Pipeline

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.

AJ’s story – and the Split of Outbound and Inbound Sales Development

DiscoverOrg Sales

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.

Is Your Sales Talent Getting in the Way of Your Sales Transformation Initiatives?

Miller Heiman Group

One is to construct an integrated sales enablement discipline to develop existing talent and improve onboarding for new hires, as discussed in our new sales enablement book. months in which a territory is being underserved. Furthermore, after a territory remains vacant for a while, it can “go fallow” and allow competitors to step in to fill the gaps – leading to further underperformance.

Why You Should Fire Your Sales Manager Or Boss

Tony Hughes

Then viable territories and targets, the right levels of support, training and enablement tools, demand generation leadership, and remove internal roadblocks. The first boss I fired was good person and we remain friends today but he could not provide me with a viable territory.