Alice Heiman

NOVEMBER 14, 2018

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.

Handbook 100

Handbook Decision Maker Margin Sales Enablement 100

Your Sales Management Guru

AUGUST 10, 2016

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

Channels 57

Channels Vendor Strategy Margin 57

Your Sales Management Guru

JANUARY 3, 2012

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.

Collateral 60

Collateral Trade Show Compensation Proposal 60

Hubspot Sales

DECEMBER 8, 2017

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.”.

Insurance 114

Insurance Insurance Collateral Case Study 114

Sales Hacker

DECEMBER 3, 2019

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.

Data 88

Data Sales Enablement Decision Maker Commission 88

Close.io

FEBRUARY 24, 2020

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. ? This is not a once-trained-always-trained situation.

Sales Enablement 67

Sales Enablement Analytics Case Study Training 67

Close.io

OCTOBER 1, 2018

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?

Sales Management 123

Sales Management Forecasting Incentives Incentive 123

The Pipeline

AUGUST 16, 2011

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.

Pipeline 276

Pipeline Buyer Penetration Compensation 276

OpenView Labs

MARCH 15, 2019

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.

Channels 110

Channels Collateral Fashion Distribution 110

Smart Selling Tools

NOVEMBER 7, 2019

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. Case Studies. Case Studies.

eBook 65

eBook Case Study Video SalesForce 65

The Brooks Group

JULY 7, 2017

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.

Energy 77

Energy Case Study Territories CRM 77

Sales Hacker

OCTOBER 16, 2019

This will usually be done by territory, contract size, industry, or just plain-old availability. Any other documents shared (the proposal versions, the pitch deck, case studies shared, etc.) For these scenarios an on-site product training can be a great idea.

ROI 68

ROI Customer Churn Proposal 68

Chorus.ai

AUGUST 13, 2019

This blue print includes hands on implementation throughout recruitment, training, and launch. It typically includes information about your product and category; ROI validation, such as stats, case studies, or testimonials; and best practices to implement successfully.

Collateral 62

Collateral Proposal Sales Process SalesForce 62

Sales Hacker

JULY 17, 2019

Of course, I also wanted feedback from industry veterans — the folks who are training & coaching sales management teams around the globe. I was delivering our case-studies book and realized it may not be enough. Eventually, we expanded his framework to train new BDR’s.

Promotion 106

Promotion Sales Management Quota Journal 106

Sales Hacker

MAY 8, 2020

This video training was originally presented at the 2019 Sales Hacker Success Summit. In many cases they run the sales group in such a way that if you’re not performing on a certain basis — not only annually, but sometimes quarterly or even monthly — you can be out.

Oracle 61

Oracle Enterprise Enterprise Fashion 61

Tony Hughes

MARCH 7, 2018

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.'

Enterprise 75

Enterprise Enterprise Skype Buying Cycle 75

Jeff Shore

NOVEMBER 28, 2018

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.

Banking 89

Banking B2C Exact Journal 89

The Sales Association

NOVEMBER 9, 2011

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] ).

Cold Calling 29

Cold Calling Wireless Telemarketing Gatekeeper 29

OnePageCRM

MARCH 21, 2017

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

CRM Segment Data System 41

OnePageCRM

MARCH 21, 2017

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

CRM Segment Data System 33