Miller Heiman Group
FEBRUARY 11, 2020
In the past few years, three waves of change have rocked the sales industry: Sellers often play a smaller role in the buying cycle, as buyers wait later in the sales cycle to engage them. Managers sit squarely at the intersection of these trends, yet for most organizations, sales management strategies have hardly changed.
SBI Growth
OCTOBER 4, 2013
Territory Potential: Growth rates for newer territories will rapidly outpace more mature markets. Territory potential can vary widely based on demographic trends and Ideal Customer Profile saturation. Account Planning: In large dollar transactions, company knowledge, trends and purchasing habits are crucial.
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InsightSquared
JUNE 16, 2020
But key steps in the sales process as well as best practices are quickly forgotten once a rep is immersed in their territory. . By analyzing rep activity and understanding the key buying cycle inflection points, your guided selling solution should automatically know when deals require additional insight and information to progress.
DiscoverOrg Sales
APRIL 11, 2016
Salespeople comb LinkedIn, check their rolodex of former clients, and pay attention to what’s going on in their territory in order to identify potential opportunities and contacts. For example, I receive daily alerts on new projects and trends within the CRM and SaaS spheres. What else can I do to spot sales “triggers”?
Partners in Excellence
OCTOBER 31, 2013
Basically, the pipeline is a key diagnostic tool the sales person can use to answer 4 questions about their own performance and territory management: Will I Achieve My Goals: Here pipeline shape, velocity/flow, composition, and balance become key determinants in addressing this issue.
Partners in Excellence
FEBRUARY 9, 2024
And if the seller didn’t have a predecessor, they are developing their territory from scratch. If we sell sales and marketing tools, we can use customer buying cycles as an indicator of how long it takes to agree on and define the solution. It’s unsustainable! Then there’s the process of defining the solution.
Partners in Excellence
MARCH 13, 2023
If we have very diverse product lines and buying cycles with those product lines, tracking all of them in a single pipeline may be misleading, masking real performance issues. We fix them in sharpening our deal strategies, prospecting, account development, territory development, call execution, and qualifying.
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