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. Case studies show you how (from start to finish), and downloadable templates will help guide your progress. If you want to target the best and most profitable customers in your territory and take them from your competition, let this book be your guide.

Building a Sustaining Partner Community: a Channel Strategy

Your Sales Management Guru

A Case Study-. But before I detail their actions, the three things they did not do were: Add more VAR’s into territories creating too much competition. They began to build a Sales Management training focus. Training Programs. Channel Strategy Sales Training

Your 2012 Sales Plan

Your Sales Management Guru

4.1.2 Territory definition. Training Plan. 8.1.5 New Hire Training Plan. . Sales Tools (Q-screens, proposals, standard documents, contracts, sales collateral kits, case studies, ROI/justification calculators), section? Leadership Management Sales Leadership Training Sales Management Sales Management Planning Sales Management Training Your 2012 Sales Plan.

Channel Sales for SaaS: What It Is, When it Works, and How to Build Your Own

Openview

You are also responsible for onboarding and training your partners. Hiring, training and compensating this team can be a very expensive undertaking both in time and money. Some of the most successful and influential SaaS companies include channel sales in their go-to-market strategy.

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.”.

The Pipeline ? Mine the Gap!

The Pipeline

When you know what issues are likely to be on the minds of buyers, when you know where you have been able to deliver specific measurable and documented value to those buyers, (this is why you should always be collecting testimonials and case studies); you can start building a set of better questions.

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.”. Resources: Reps are always looking for relevant case studies, testimonials, and customer references.

7 skills you’ll need to become a sales manager

Close.io

Overseeing the organization’s sales training. If a candidate doesn’t prepare enough ahead of time to have a case study they can proactively bring up during their interview, how can you expect them to show up prepared and ready to close their first presentation?

7 Must-Have Time Management Tips for Salespeople

The Brooks Group

They should be able to develop some sort of a template for where to go for new prospects, what questions need to be asked, which case studies are most relevant to a specific persona, etc. NOTE: Our sales training tools are designed to make your life easier.

Episode #092 Eat Their Lunch with Anthony Iannarino

Jeff Shore

In some cases they’re a better fit for some clients than we are. Ignore the, the best, uh, accounts in your territory because they’re cold. In this case, it’s you, but, uh, I think, Jeff, to make this an easy way for people to think about this.

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.'

Skype 72

The Sales Association: Cold Calling Lives

The Sales Association

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. Steve Richard is head of training at Vorsight ( [link] ).

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. In a sales team, a CRM can assign territories and customers to individual sales people. Obtain the total price for delivery (Inc all setup, integration, onboarding costs and training). This is especially handy if you sell by territory or travel a lot. Poor training and onboarding.

CRM 41

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. In a sales team, a CRM can assign territories and customers to individual sales people. Obtain the total price for delivery (Inc all setup, integration, onboarding costs and training). This is especially handy if you sell by territory or travel a lot. Poor training and onboarding.

CRM 33