Mindtickle

AUGUST 28, 2023

Mobile-ready A mobile-friendly delivery of content and training for reps to complete as they commute across their territories. Ensure this platform supports offline browsing so that reps can access training and content even in remote areas or while commuting across their territory.

Pharmaceuticals 52

Pharmaceuticals Training Collateral Face-to-face 52

SBI Growth

MARCH 3, 2013

Reps need to know who in their territory wants to hear about the new widget. Buyer Personas answer the following key questions: What are the buyer’s objectives? Demo Decks. A Demo Deck is a very practical way to educate buyers on the new offering. A demo deck is a standardized presentation on the new product.

Ideal Customer Profile 306

Ideal Customer Profile Buyer Persona Segment Education 306

Allego

SEPTEMBER 17, 2020

For everyone used to sitting down with a prospect, it’s new territory. Being successful these days depends on harnessing all this technology in a way that enhances the process of nurturing prospects, sharing information, conducting demos, and hosting meetings. Your experience is now delivered by technology. Facing 8 New Challenges.

Collateral 147

Collateral How To Video Face-to-face 147

Hubspot Sales

APRIL 27, 2023

These leaders are responsible for setting sales objectives and motivating their teams to hit those goals. They should also know how to manage time, solve problems rationally, and analyze data to achieve sales objectives. Your territory will get smaller, and your quota will increase. Create product demos.

Hiring 102

Hiring Salary How To Ideal Customer Profile 102

Janek Performance Group

MARCH 12, 2024

Ask questions like, “How would you handle a customer’s price objections?” Simulations add some much-needed objectivity to the interview process. That mock presentation will reveal how persuasive they are, how effective their delivery style is, and—again—how they counter objections. Will they be good at the job, or not?

Hiring 62

Hiring Sales Talent Compensation Lead Rank 62

BrainShark

AUGUST 24, 2022

Objection Handling. Territory Management. Objection Handling. Sales objections are a fact of life for reps. An objection managed poorly, however, can derail an otherwise good conversation. Sales presentations and demos certainly fall into this category. Territory Management. Communication. Technology.

Social Media 62

Social Media Territories Face-to-face Negotiation 62

Mindtickle

OCTOBER 24, 2022

Objection handling. Uncovering a prospect’s pain points, priorities, objectives, and buying team dynamics is crucial for continued engagement as the prospect moves further down the funnel. Regardless of what territory a seller has and the type of prospect they’re working with, developing authentic relationships with buyers is critical.

Top of Funnel 52

Top of Funnel Training Negotiation Buyer 52

Highspot

FEBRUARY 14, 2024

This plan serves as a roadmap, outlining clear objectives, targeted customer segments, and actionable tactics to drive sales and promote brand awareness. Marketing Plan Template: The Essential Components An effective marketing plan outlines a business’s strategies and tactics to achieve its marketing objectives.

Paid Content 52

Paid Content Lead Rank Top of Funnel Marketing 52

Highspot

FEBRUARY 14, 2024

This plan serves as a roadmap, outlining clear objectives, targeted customer segments, and actionable tactics to drive sales and promote brand awareness. Marketing Plan Template: The Essential Components An effective marketing plan outlines a business’s strategies and tactics to achieve its marketing objectives.

Paid Content 52

Paid Content Lead Rank Top of Funnel Marketing 52

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. Objection Handling. Territory Alignment. The Right Way to Use Demos in Technology Sales. Next Steps. Book Review.

Pipeline 228

Pipeline Top of Funnel Cold Calling Webinar Metrics 228

Understanding the Sales Force

JANUARY 28, 2014

At Objective Management Group (OMG), we have a model that we share with all of our Certified Partners (the companies that provide our award-winning sales force evaluations and sales candidate assessments to you). Demos/Presentations 1 Proposal/Quote 0.35 Qualified Opportunities 1.35

Lead Rank 240

Lead Rank Sales Methodology Cold Calling Sales Qualified Lead 240

The Pipeline

AUGUST 8, 2011

One that permeates many aspects of sales, starting at planning and territory alignment, right down to day-to-day tactical aspects of sales. Objection Handling. Territory Alignment. The Right Way to Use Demos in Technology Sales. Book Review. Business Acumen. Buying Process. Cold calling. Communication. Customer Care.

ACT 244

ACT Pipeline Top of Funnel Hiring 244

Xactly

SEPTEMBER 24, 2018

Align corporate revenue objectives with sales and quota planning. With AlignStar , we provide the industry-leading territory design and planning software. Streamline integration of sales planning and ICM processes. Identify and manage sales capacity. As business models become increasingly data-driven, so too must planning processes.

Commission 95

Commission Lead Rank Incentives Incentive 95

The Pipeline

OCTOBER 10, 2011

Stored in Attitude , Business Acumen , EDGE Sales Process , Interactive Selling , Interview , Objection Handling , Planning , Proactive , Sales Strategy , Sales Success , Sales eXchange , execution. Objection Handling. Territory Alignment. The Pipeline Renbor Sales Solutions Inc.s Start With the End! Sales eXchange – 118.

Pipeline 230

Pipeline Hiring Top of Funnel Cold Calling 230

Hubspot Sales

APRIL 30, 2020

It listed information for all the prospects in my California territory including the company name, revenue figures, address, telephone number and — of course — the decision maker’s name and title. I sat staring at the Dun & Bradstreet printout. A lot has changed since then — or has it? Preparation.

Sales Process 137

Sales Process Webinar Metrics Face-to-face Sales Qualified Lead 137

The Pipeline

DECEMBER 7, 2011

Objection Handling. Territory Alignment. The Right Way to Use Demos in Technology Sales. Book Review. Business Acumen. Buying Process. Cold calling. Communication. Communication Strategy. Customer Care. Demand Generation. Dependability. Don't Wait. EDGE Sales Process. EDGE Selling. Emotional Intelligence(EQ). Gap Selling.

Pipeline 245

Pipeline Cold Calling Webinar Metrics Hiring 245

The Pipeline

DECEMBER 12, 2011

Why not, because everyone realised value, and since value is subjective, it is not tied to a specific number, but to other elements, usually the buyers’ objectives and the challenges they perceive in attaining them. If their objectives were easily attained, they would get to it and do it. Objection Handling. Territory Alignment.

Pipeline 225

Pipeline Hiring Lead Rank Lead Scoring 225

The Pipeline

NOVEMBER 16, 2011

Objection Handling. Territory Alignment. The Right Way to Use Demos in Technology Sales. Book Review. Business Acumen. Buying Process. Cold calling. Communication. Communication Strategy. Customer Care. Demand Generation. Dependability. Don't Wait. EDGE Sales Process. EDGE Selling. Emotional Intelligence(EQ). Gap Selling.

Pipeline 240

Pipeline Cold Calling Hiring Compensation 240

The Pipeline

JANUARY 23, 2012

Most in sales are comfortable with planning on an annual level, territory level and account level. Making sure that they are aligned around the specifics you need to get done this week, in order to deliver against you broader objectives. Objection Handling. Territory Alignment. Book Review. Business Acumen. Cold calling.

Pipeline 220

Pipeline Top of Funnel Hiring Webinar Metrics 220

The Pipeline

JANUARY 18, 2012

Objection Handling. Territory Alignment. The Right Way to Use Demos in Technology Sales. Book Review. Business Acumen. Buying Process. Cold calling. Communication. Communication Strategy. Customer Care. Demand Generation. Dependability. Don't Wait. EDGE Sales Process. EDGE Selling. Emotional Intelligence(EQ). Gap Selling.

Pipeline 253

Pipeline Cold Calling Hiring Compensation 253

The Pipeline

OCTOBER 26, 2011

Objection Handling. Territory Alignment. The Right Way to Use Demos in Technology Sales. Book Review. Business Acumen. Buying Process. Cold calling. Communication. Communication Strategy. Customer Care. Demand Generation. Dependability. Don't Wait. EDGE Sales Process. EDGE Selling. Emotional Intelligence(EQ). Gap Selling.

Pipeline 240

Pipeline Lead Rank Lead Scoring Cold Calling 240

The Pipeline

FEBRUARY 24, 2012

Leverage your personal experience and the collective experience of your company to understand what the most likely objectives of your prospect are, to develop a strategy and execution plan. Objection Handling. Territory Alignment. The Right Way to Use Demos in Technology Sales. Book Review. Business Acumen. Cold calling.

Pipeline 240

Pipeline Hiring Top of Funnel Cold Calling 240

The Pipeline

JANUARY 27, 2012

Stored in Attitude , Budget , Communication , EDGE Sales Process , Gap Selling , Interactive Selling , Listening , Negotiations , Objection Handling , Price , Questions , Sales Strategy , Sell Better , qualifying. Objection Handling. Territory Alignment. The Pipeline Renbor Sales Solutions Inc.s Book Review. Business Acumen.

Pipeline 236

Pipeline Negotiation Lead Rank Lead Scoring 236

The Pipeline

FEBRUARY 20, 2012

This why, the next step is the objective of any interaction with a buyer. With the objective set, the question then becomes how do you reach it successfully. By not making it your main objective for each meeting, leaving it as just one of the things you want out of the meeting, you risk achieving the objective.

Pipeline 218

Pipeline Top of Funnel Hiring Demand Generation Targets 218

The Pipeline

MARCH 7, 2012

Objection Handling. Territory Alignment. The Right Way to Use Demos in Technology Sales. Book Review. Business Acumen. Buying Process. Cold calling. Communication. Communication Strategy. Customer Care. Demand Generation. Dependability. Don't Wait. EDGE Sales Process. EDGE Selling. Emotional Intelligence(EQ). Gap Selling.

Pipeline 210

Pipeline Sales Qualified Lead Cold Calling Webinar Metrics 210

The Pipeline

APRIL 27, 2011

As with many things in sales, it is not always about what you do, but why you do things, what your objective should be and how to properly execute to create the right balance and get a good number of calls back. Objection Handling. Territory Alignment. The Right Way to Use Demos in Technology Sales. Book Review.

Pipeline 223

Pipeline Cold Calling Hiring Compensation 223

The Pipeline

FEBRUARY 15, 2012

Objection Handling. Territory Alignment. The Right Way to Use Demos in Technology Sales. Book Review. Business Acumen. Buying Process. Cold calling. Communication. Communication Strategy. Customer Care. Demand Generation. Dependability. Don't Wait. EDGE Sales Process. EDGE Selling. Emotional Intelligence(EQ). Gap Selling.

Pipeline 223

Pipeline Hiring Demand Generation Demand Generation Targets 223

The Pipeline

NOVEMBER 23, 2011

Objection Handling. Territory Alignment. The Right Way to Use Demos in Technology Sales. Book Review. Business Acumen. Buying Process. Cold calling. Communication. Communication Strategy. Customer Care. Demand Generation. Dependability. Don't Wait. EDGE Sales Process. EDGE Selling. Emotional Intelligence(EQ). Gap Selling.

Sales Qualified Lead 231

Sales Qualified Lead Pipeline Cold Calling Webinar Metrics 231

The Pipeline

APRIL 27, 2011

An empirical, objective, numbers-based look at current performance and what’s left to achieve. Practice objection-handling or consultative selling skills. Objection Handling. Territory Alignment. The Right Way to Use Demos in Technology Sales. This is where you start. Constantly make your team better. Book Review.

Sales Meeting 251

Sales Meeting Pipeline Meeting Hiring 251

The Pipeline

JANUARY 17, 2012

Objection Handling. Territory Alignment. The Right Way to Use Demos in Technology Sales. Book Review. Business Acumen. Buying Process. Cold calling. Communication. Communication Strategy. Customer Care. Demand Generation. Dependability. Don't Wait. EDGE Sales Process. EDGE Selling. Emotional Intelligence(EQ). Gap Selling.

Influencer 222

Influencer Pipeline Hiring Top of Funnel 222

The Pipeline

JULY 1, 2011

Objection Handling. Territory Alignment. The Right Way to Use Demos in Technology Sales. Book Review. Business Acumen. Buying Process. Cold calling. Communication. Communication Strategy. Customer Care. Demand Generation. Dependability. Don't Wait. EDGE Sales Process. EDGE Selling. Emotional Intelligence(EQ). Gap Selling.

Pipeline 181

Pipeline Cold Calling Hiring Compensation 181

The Pipeline

MARCH 6, 2012

Objection Handling. Territory Alignment. The Right Way to Use Demos in Technology Sales. Book Review. Business Acumen. Buying Process. Cold calling. Communication. Communication Strategy. Customer Care. Demand Generation. Dependability. Don't Wait. EDGE Sales Process. EDGE Selling. Emotional Intelligence(EQ). Gap Selling.

Pipeline 212

Pipeline Hiring Cold Calling Top of Funnel 212

Zoominfo

JUNE 6, 2019

Although buyer personas are typically considered marketing territory, they’re also critical to the prospecting process. Read more] Overcoming Sales Objections: The 5-Point Guide. Instead, set a smaller goal—a second conversation, a follow-up email, a demo, etc. 36% of companies have created shorter sales cycles using personas.

B2B 100

B2B Top of Funnel Buyer Persona Prospecting 100

Chorus.ai

APRIL 11, 2022

Request a demo. In addition to strategic alignment, the people charged with RevOps are often responsible for budgets, territory management, campaign management, and lead generation. In revenue operations, the objective is to reduce the potential for blips in the chart and unexpected downtowns. What is Revenue Operations?

Cost per Acquisition 117

Cost per Acquisition Revenue Cost per Lead Lead Rank 117

The Pipeline

JANUARY 28, 2012

Objection Handling. Territory Alignment. The Right Way to Use Demos in Technology Sales. Book Review. Business Acumen. Buying Process. Cold calling. Communication. Communication Strategy. Customer Care. Demand Generation. Dependability. Don't Wait. EDGE Sales Process. EDGE Selling. Emotional Intelligence(EQ). Gap Selling.

Pipeline 215

Pipeline Social Media Cold Calling Hiring 215

Hubspot Sales

OCTOBER 26, 2020

Some companies choose to include "No Decision" in their win-loss rate metric, meaning if a prospect has had a demo, seen a quote, and ultimately decides not to purchase from you or any of your competitors, that contact would be reflected in your win rate. Be Consistent with Your Win/Loss Definitions. Quote Sent. Revised Quote Sent.

Hubspot 124

Hubspot Decision Maker How To Follow-up 124

The Pipeline

SEPTEMBER 9, 2011

If you are in sales and your mandate is to sell to companies within your geographical territory, you have probably faced a scenario similar to the one that follows. Objection Handling. Territory Alignment. The Right Way to Use Demos in Technology Sales. The Pipeline Guest Post – Trevor Stevens. Book Review.

Pipeline 226

Pipeline Social Media Face-to-face Ideal Customer Profile 226