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Here Are the Best Books to Read Over the Holidays

Alice Heiman

Together, coauthors Byron Matthews and Tamara Schenk have a combined 48 years of experience and expertise in the areas of sales-performance improvement, sales enablement, and sales training. Combo Prospecting by Tony Hughes. His potent “COMBOs” will help your team gain access to top-level prospects, secure meetings, and make the sale. Case studies show you how (from start to finish), and downloadable templates will help guide your progress.

Sales enablement: what is it, and how does it work?

Close.io

Just five years ago, CSO Insights ran a study about sales enablement and only 25% of the companies they surveyed had developed sales enablement for their teams. Sales enablement content optimizations & training tactics. ? Where do prospects normally hear about your company?

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3 Ways to Achieve a Winning Sales Attitude

Hubspot Sales

Dr. Martin Seligman’s work with insurance company Metropolitan Life is one of the more famous case studies. Met Life was spending $30,000 on sales training per salesperson, but 80% of their reps had left within four years. My territory is lousy.”.

11 Data-Driven Sales Enablement Tips from Brand Leaders at Dreamforce 2019

Sales Hacker

Inaccurate sales commissions paid in arrears, along with unfair territories, drive attrition — but replacing sales reps is disruptive and expensive. Keep in mind, these are not long, drawn-out case studies.

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The Ultimate Guide to Creating and Using a Sales Playbook

Hubspot Sales

One study found best-performing companies are nearly twice as likely to have sales playbooks than “laggards.”. Rather than having each rep develop their own messaging, questions, and resources to use with prospects, give them ready-made content.

The Pipeline ? Mine the Gap!

The Pipeline

This is why the “let’s wait” school fails; they see a prospect “at rest” and respond leaving it “at rest”; sure doesn’t take long for nothing to happen, that’s not selling. Prospecting. Sales Training. Territory Alignment.

Seismic Acquires Percolate to Create Exceptional Content Experiences at Every Point in the Customer Journey

Smart Selling Tools

Resources All White Paper Awards & Recognition Blog Article Brief Case Studies eBook ebooks & Guides Funding & Acquisitions Guide Industry News Infographic Interview Podcasts Report Resources Video Video Reviews Webinars. Prospect Intelligence. Prospect Engagement.

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7 Must-Have Time Management Tips for Salespeople

The Brooks Group

Whether it’s prospecting, writing follow-up emails, or completing their activity log, the temptation is great to put off these tasks. In order for your salespeople to be successful and give clients and prospects the proper attention, they must make time management a priority.

The Only Sales Process Guide You'll Ever Need

Chorus.ai

Gain a detailed understanding of the customer’s voice, including the questions and objections that come up during specific parts of the sales process, as well as the materials prospects request. Debate and push your prospect by developing a strong understanding of their business.

The 5-Step Formula for a Reliable Sales-To-Service Handoff Process

Sales Hacker

This will usually be done by territory, contract size, industry, or just plain-old availability. By making an early introduction, you give the prospect a clear picture of how the customer success team will help them, as well as how they’ve helped similar customers.

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Whale Hunting Part I - The Rate of Decay

Tony Hughes

If you do not get on site, Skype or meaningfully connect in that timeframe (actively listening) to help them make the case with the appropriate deciding stakeholders in the account, the deal will fall back down into the water and decay rapidly to the half life of 'close lost.'

Episode #092 Eat Their Lunch with Anthony Iannarino

Jeff Shore

In This Episode of The Buyer’s Mind with Jeff Shore: Anthony Iannarino, host of Into the Arena podcast and author of Eat Their Lunch joins Jeff to discuss prospecting and serving clients who aren’t being served by their current salespeople.

The Sales Association: Cold Calling Lives

The Sales Association

But these prospects raised their hands," they tell you. There is so much training and support for people who conduct sales face to face, but what about the phone? Case Study We do phone sales training with a Fortune 50 wireless telecom client that has a large SMB field sales team in the Midwest. Much of the territory is sparsely populated with businesses far apart from each other. When you get a prospect on the phone, always ask, "Do you have a quick sec?"

The insider’s guide to choosing the best CRM for your sales organization

OnePageCRM

Case study Award winning London PR agency PHA Media knew from experience that things could quickly get out of hand with their new sales team if a sales process was not put in place. Prior to using a CRM, they had no way of knowing who had previously reached out to prospects. In a sales team, a CRM can assign territories and customers to individual sales people. Think for a moment, can you remember the names of all your customers and prospects?

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Choosing the best CRM for sales [Insider’s guide]

OnePageCRM

Case study Award winning London PR agency PHA Media knew from experience that things could quickly get out of hand with their new sales team if a sales process was not put in place. Prior to using a CRM, they had no way of knowing who had previously reached out to prospects. In a sales team, a CRM can assign territories and customers to individual sales people. Think for a moment, can you remember the names of all your customers and prospects?

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