article thumbnail

Becoming a Master Networker – Series Intro

Adaptive Business Services

Actually, more of an epiphany. I had no strict territory but, I also had no accounts and I was not taking any company leads. Pays for a lot of dues. Would you rather make cold calls or follow-up on a referral? Even a warm call beats a cold call any day. Let’s finish up this article with a story. 2006 was an interesting year for me.

article thumbnail

Sales Tips: Making Sense Of Vague Advice

Customer Centric Selling

I’ll never forget the advice he shared after assigning my quota and territory: Call high, stay high and don’t lead with product. The first few months I made terrible calls on business owners in my territory. Some scotch was involved and ultimately the epiphany came. His approach was intuitive and differently every call.

Insiders

Sign Up for our Newsletter

This site is protected by reCAPTCHA and the Google Privacy Policy and Terms of Service apply.

article thumbnail

I’m Not That Good of a Salesperson

Adaptive Business Services

A prospecting epiphany. I sectioned the territory off on a map and spent weeks driving and taking notes which I then carefully added to my CRM. The business that I went back into was one that I loved but, I had not been in that market, even as a sales manager, for three or four years.

article thumbnail

Pro Tips on Scaling an Enterprise Sales Organization

Openview

How do you manage year-to-year territory adjustments as your company grows? As a company grows, chances are your territories are going to get smaller, and you’re going to need to reset the playing field each year so new hires will have equal opportunity. It can’t change overnight. It’s not rocket science but it’s work.

Scale 72
article thumbnail

Lessons in Sales Leadership with Alice Heiman

Mindtickle

Alice : I think that I had an epiphany. If they have a territory, whether that’s verticals, geography, or whatever it may be, they need to have a little bit of strategy around how they’re going to work that territory. Obviously, the connection with Miller Heiman is huge.