Customer Centric Selling
JUNE 24, 2015
By John Holland, Chief Content Officer, CustomerCentric Selling® - The Sales Training Company. 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.
Adaptive Business Services
FEBRUARY 6, 2019
At the same time, these articles will become a foundation for training sessions for our current and future members. 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?
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Adaptive Business Services
AUGUST 2, 2017
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. I was trained in the 70’s by a company who regularly won awards for the best sales training program in the industry. It is a subtle selling technique.
Openview
NOVEMBER 20, 2017
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. Then train on it over and over. It can’t change overnight. It never ends.
Mindtickle
MARCH 24, 2022
And so even though I was teaching, I was learning about his business and doing projects for him and learning about sales, sales training, the complexities of strategic selling, and all of those things. Alice : I think that I had an epiphany. You’ve trained them to do it. You’ve repeated that training.
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