Sales Hacker

FEBRUARY 12, 2021

Before we dive into more details, let’s look at a few definitions. Here are just a few features that are specific to enterprise-level CRMs: Custom objects. Use custom objects to create complex reports. Competitors, sales goals and territory management. What is an enterprise CRM software? Analytics and forecasting.

Enterprise 84

Enterprise Enterprise CRM NetSuite 84

Closer's Coffee

APRIL 23, 2020

The objectives and tools of outside sellers are not entirely different to inside sales, however, due to many additional variables that go into the day to day operations and workflow of inside sales vs outside sales reps, there are more data points to account for when determining sales projections. It’s all Outside sales.

Outside Sales 64

Outside Sales Inside Sales Face-to-face Comparison 64

Gong.io

JANUARY 13, 2020

We try to suss out as much detail as possible from the individual themselves, and then from back-channel references and talking to people who’ve worked with them in the past. By Harvard Business Review’s definition, creating a category is building a solution around a problem people did not know they had, or did not know they can solve. .

Hiring 62

Hiring Revenue Scale Exercises 62

Sales Hacker

NOVEMBER 24, 2020

She’s going to be talking to us about team selling and how the concept of combined quotas with senior and junior account executives, converging on one territory, is coming back. Our stated objective is to help you. I was on a mission to educate them, that this isn’t as strategic as any other channel in play.

Outsourcing Services 80

Outsourcing Services Lead Rank Pivotal Enterprise 80

Crunchbase

OCTOBER 27, 2021

Historically, when discussing marketing vs. sales, marketing comprises advertising across a multitude of channels to catch the attention of potential customers. Sales plans generally focus more on the details involved in the sales process like team structure, target market(s), territories and goals.

Cost per Lead 52

Cost per Lead Sales Qualified Lead Lead Rank Marketing Qualified Lead 52

Sales Hacker

APRIL 27, 2020

Success depends on understanding your objectives, both for the organization and the people you support. Especially when the job covers so much territory. Set priorities based on the org’s strategic objectives. Be sure all relevant stakeholders and leadership have bought into this definition.

Sales Enablement 88

Sales Enablement Hiring Government Scale 88

Chorus.ai

MARCH 5, 2021

Developing your sales strategy Now that we’ve got our definition down solid, it’s time to tackle the most difficult part of this (or any) process: the first steps. By the end of a successful persona build, you should have a very clear picture of your ideal customer(s): their ages, lifestyle attributes, territories, and pain points.

Top of Funnel 113

Top of Funnel Webinar Metrics Strategy Buyer Persona 113

Mindtickle

JANUARY 27, 2016

Map out the objectives according to the ramp up time that is appropriate for your business. 30-60 day: Clear articulation of the value proposition, basic objection handling, and how to use best practices. 30-60 day: Clear articulation of the value proposition, basic objection handling, and how to use best practices.

Sales Enablement 52

Sales Enablement Top of Funnel Hiring Sales Cycle 52

Mindtickle

JANUARY 27, 2016

Map out the objectives according to the ramp up time that is appropriate for your business. 30-60 day: Clear articulation of the value proposition, basic objection handling, and how to use best practices. 30-60 day: Clear articulation of the value proposition, basic objection handling, and how to use best practices.

Sales Enablement 52

Sales Enablement Top of Funnel Hiring Sales Cycle 52

Openview

MARCH 15, 2019

Some of the most successful and influential SaaS companies include channel sales in their go-to-market strategy. For the uninitiated, channel sales refers to the process of partnering with third parties to get your product into the end user’s hands. Channel Sales versus Direct Sales – The Good and the Bad. Channel – Cons.

Channels 129

Channels Scale Hiring Lead Rank 129

Chorus.ai

SEPTEMBER 12, 2019

Now that we’ve got our definition down, it’s time to tackle the most difficult part of any process: the first steps. By the end of a successful persona build, you should have a very clear picture of your buyers: their ages, lifestyle attributes, territories, and pain points. This will be the approach we take. Step 1: Set clear goals.

Ideal Customer Profile 62

Ideal Customer Profile Top of Funnel Webinar Metrics Strategy 62

SBI

OCTOBER 30, 2018

There’s a lot of different types of definitions out there and I think in general people think about Sales Enablement as two types of technologies. Where are we in the big journey we call Sales Enablement technology? Nancy Nardin: Well I think first of all we have to get an agreement on the term Sales Enablement.

Sales Enablement 139

Sales Enablement Top of Funnel Vendor Ideal Customer Profile 139

Pointclear

JUNE 15, 2016

Sales territory management: which can include territories by zip code, telephone area code, counties or even major city streets. International Channel Management. Sales Channel Management. There should be a definition of an inquiry and a qualified lead. Sales lead acquisition devices at trade shows and conferences.

Lead Management 145

Lead Management Sales Qualified Lead Leads Marketing Qualified Lead 145

Gong.io

MAY 31, 2021

It leads your sales reps through various scenarios: how to prospect, when to sell what product or service, how to overcome common objections, what to negotiate for (and how ) to name a few. Objection handling. A pipeline review turns into a “Well, yeah, but the data isn’t up to date here” type objection. Territories.

Examples 118

Examples Top of Funnel How To Segment 118

Gong.io

JUNE 11, 2021

According to Gartner, the following attributes are found in world-class sales enablement functions: Aligned to revenue objectives. Your sales enablement strategy to turbo-charge win rates must include: Objection handling training. Objections. Levers to grow a peer-to-peer learning culture. Data to uncover pockets of growth.

Sales Enablement 103

Sales Enablement Ideal Customer Profile Strategy Call-back 103

Revegy

NOVEMBER 8, 2018

Many sales organizations stray away from this definition when operationalizing their account plans. Long-term value requires coordination and collaboration between sales, marketing, and all other relevant channels, yet, it takes a backseat to short-term objectives, resulting in a lack of coordinated plans for sustained retention and growth.

Account 56

Account Workbooks eBook Retention 56

Close.io

JANUARY 14, 2019

Implementing solutions: Once you’ve chosen the right solution to test out, your mission isn’t complete until you’ve built feedback channels to ensure monitoring and testing of the future outcomes against your expectations going into the experiment. Are you getting new objections that warrant the need for new stories? Test your stories.

Inside Sales 108

Inside Sales Top of Funnel Cold Calling Sales Qualified Lead 108

Close.io

JANUARY 14, 2019

Implementing solutions: Once you’ve chosen the right solution to test out, your mission isn’t complete until you’ve built feedback channels to ensure monitoring and testing of the future outcomes against your expectations going into the experiment. Are you getting new objections that warrant the need for new stories? Test your stories.

Inside Sales 71

Inside Sales Top of Funnel Cold Calling Sales Qualified Lead 71

Sales Hacker

OCTOBER 29, 2020

I saw an instance for myself once where I took over a sales territory from someone else, and a company had not let us bid on a huge project because they didn’t like the rep. And the other advantage to having diversity inclusion on a sales team of all types is that you have different answers to problems. The rep was a guy.

Call-back 58

Call-back Hiring Pivotal Face-to-face 58