Cancellation Objections Sales Management Territories 
The Pipeline
FEBRUARY 3, 2012
Stored in Attitude , Business Acumen , EDGE Sales Process , Metrics , Productivity , Sales Success , Territory Alignment , execution. They say you can’t shrink your way to success, but perhaps there are situations in sales where you can. By shrinking your territories, strategically where it make sense.
Jeffrey Gitomer
MAY 9, 2011
” Misperceptions that lead to sour grapes: I think my prices are too high, or my territory is bad. Customers cancel a big order: Weakening your personal belief or causing severe money problems — or both. Here are the prime causes of sales slumps… [.]. Speak Your Mind Cancel reply. Get Sales Blog Updates.
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The Pipeline
FEBRUARY 8, 2012
So the only thing left is to differentiate yourself by helping the buyer achieve his/her objectives. Identify buyer’s objective. Understand how you can help them achieve those objectives. Sales Success , Sales Technique , Tibor Shanto , Video. Click here to cancel reply. A Random Walk Up Sales Street.
Jeffrey Gitomer
MARCH 8, 2011
You KISS’d it & managed to cover a LOT of territory very clearly. Speak Your Mind Cancel reply. Get Sales Blog Updates. Get Sales Blog Updates. Overcoming Objections. Sales Management. Sales Videos. Stop whining and be the solution to your own problems. Share this Post.
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The Pipeline
AUGUST 8, 2011
Last week I wrote about the follies of having a shorter sales cycle , beyond the points highlighted, I think it raises another trend in sales these days. One that permeates many aspects of sales, starting at planning and territory alignment, right down to day-to-day tactical aspects of sales. Hiring Sales Talent.
The Pipeline
JANUARY 13, 2012
I had a friend who was a VP of sales, who cancelled a lunch during the last week of their quarter, telling me “you know how it is, last day of the quarter, we’re closing” When we did meet I had to ask what they do, the rest of the quarter if they spend the last week closing, he told me they are busy selling.
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