Selling Energy

AUGUST 14, 2023

One of the challenges we face in our industry is how to convey the value of our products and services without overloading our prospects with the technical complexity of our offerings. So, how do you keep them engaged and interested without crossing the line into “overwhelming” territory?

Face-to-face 76

Face-to-face Territories Industry Prospecting 76

Partners in Excellence

MARCH 12, 2024

Whether it’s territory planning, account planning, deal planning or sales call planning, YOU create the strategies and the plan. .” Reflecting on other stories, everyone is excited to “do the work.” ” Another thing struck me: “And I love what professional selling is not. Sales IS business. I HATE to lose!

Face-to-face 114

Face-to-face Sports Territories Forecasting 114

Zoominfo

OCTOBER 12, 2022

When Sarena Wing took on a new international sales territory, she was excited to get started. A few years back, someone in Wing’s position might have faced a long slog full of trial and error and manual research. But she also knew she needed to get up to speed very quickly. Luckily for her, that era is over.

Analysis 130

Analysis Territories Scale SalesForce 130

Zoominfo

DECEMBER 16, 2020

Because, let’s face it, even in a perfect world, CRMs benefit company leadership more than the quota-carrying sales rep. . So, let’s dive into how Salesforce Sync helps enable sales reps by supporting the foundation of any sales process: Territory Management. ZoomInfo Salesforce Sync for Territory Management. Think about it.

SalesForce 219

SalesForce Territories Intent Signal Buyer Persona 219

Zoominfo

JULY 28, 2022

Here are some real-life examples of intelligent routing that tackle challenges faced by revenue ops teams. A sales funnel powered by volume and velocity is vital to stay competitive in today’s market. Intelligent lead routing is a key component of that effective, speedy sales motion. Using it comes at a cost.

Lead Rank 130

Lead Rank Lead Scoring Sales Qualified Lead Leads 130

Mr. Inside Sales

MARCH 16, 2020

We’re all in unchartered territory now. Some of you reading this are working from home—a whole new challenge—some stores and companies are closing for now, and freeways as clear as they were in 1965 (see, it isn’t all doom and gloom.). Anyway, how do you handle this objection when you’re prospecting? Nobody wants to be pitched hard right now.

Objections 169

Objections Face-to-face Inside Sales Gatekeeper 169

Sales Hacker

FEBRUARY 6, 2023

Sales faces a revolving door of change. In truth, in the face of these potent forces, the static GTM plan never really stood a chance. When the plan is in alignment with execution, your territories remain optimized and sellers are focused on the best opportunities. stuff happens ! and other unpredictable events.

Hiring 83

Hiring Policies Territories Commission 83

OpenSymmetry

MARCH 16, 2016

The Territory & Quota Management Revolution – New Incentive Compensation Platforms Blazing the Trails to Greater Efficiencies. This shift if critically important for three key reasons: Improved flexibility in defining and modeling of Territory and Channel structures. Territory Definition and Modeling.

Territories 40

Territories Quota Incentives Incentive 40

Mr. Inside Sales

NOVEMBER 7, 2019

In sales, you face a lot of rejection, daily, and yet you need to persevere and overcome in you want to succeed. How are your leads and your territory? Sales—and life—can be hard at times. In life, too, there is adversity and things don’t always go your way. What do I mean by vision? A good example is a guy named Ray Kroc.

Face-to-face 120

Face-to-face Inside Sales Gatekeeper Decision Maker 120

Crunchbase

MARCH 13, 2023

In January, Salesforce announced it was laying off 10% of its workforce, and it was the sales team that faced heavy losses. These bootstrapped sales teams are faced with a unique problem: an outsized pressure to produce more with fewer resources. At face value, this may seem like an impossible task.

Territories 59

Territories Churn Face-to-face SME 59

Sales and Marketing Management

JUNE 4, 2017

Typically dispersed across territories far and wide, and always on the go, face-to-face communication is often overridden by email, voicemail and text. Make time for face-to-face communication. The cost of making time for face-to-face communication is outweighed by the benefits of this high-touch vehicle.

Face-to-face 197

Face-to-face Automotive Webinar Metrics Conference 197

Partners in Excellence

DECEMBER 27, 2012

I learned to believe, “It’s my God-given right to 100% share of customer and 100% share of territory!” To really probe, understanding the problems they faced, their hopes and dreams, their attitudes towards the competitor and me. In my accounts and territory, I constantly looked for opportunities.

Territories 90

Territories Customer Account Face-to-face 90

The Pipeline

NOVEMBER 3, 2014

We face rejection throughout the sale, from the time we try to prospect and engage with a potential buyer, right to the end when they finally agree to deal with us. We face rejection from prospects we lose, and from those we actually win, in fact we win by overcoming rejection. First is be prepared.

Face-to-face 288

Face-to-face Sports Objections Territories 288

SBI Growth

FEBRUARY 4, 2014

There was a change to your territory. The problem is they don’t know the details of your territory like you do. It’s that time again. Now your manager is in town to spend the next two days with you. After a few slightly awkward sales calls you break for lunch. Just as you bite into your club sandwich, the boss asks a question. “Do

Construction 323

Construction Ideal Customer Profile Territories Lead Rank 323

The Pipeline

AUGUST 27, 2019

If you are a full-cycle rep, with a demanding client base in a defined territory, 23% is not bad. You can hope and pray, but you know the choice you face. Faced with this choice, many sellers turn to prayer. But as is often the case, the observable behaviour says something different. Giving It Away.

Wireless 264

Wireless Discount Face-to-face Scale 264

Mindtickle

AUGUST 28, 2023

In this blog post, we’ll outline the unique challenges faced in pharmaceutical sales training and provide practical solutions. Pharmaceutical sales training faces several unique challenges that require tailored approaches and solutions. What are some challenges in pharmaceutical sales training?

Pharmaceuticals 52

Pharmaceuticals Training Collateral Face-to-face 52

SBI Growth

JANUARY 5, 2014

Each recommendation addresses the biggest obstacles every sales manager faces to making the number: Not enough ‘A’ players on the team. Each recommendation addresses the biggest obstacles every sales manager faces to making the number: Not enough ‘A’ players on the team. I am a big advocate of face-to-face coaching.

Sales Management 310

Sales Management Face-to-face Decision Maker Travel 310

Mr. Inside Sales

DECEMBER 13, 2019

If you think you’re broke or that your territory is poor or that you can’t do something, then you’ll find evidence to support your belief and you’ll act (or not act!) Now that December is here (by golly, half over…), it’s time for me to solidify my goals for 2020. I’ve found that doing so turns each day into a magnet for that amount.

Face-to-face 158

Face-to-face ACT Exact Inside Sales 158

Zoominfo

AUGUST 16, 2022

Consider the problems most data leaders face today when it comes to firmographic data: Accurate and comprehensive SMB data : A whopping 99.9% The foundation for most successful go-to-market teams is data — but not just any data will do. Sourcing a continuous stream of reliable business data isn’t a straightforward process.

Data 130

Data Ideal Customer Profile Segment Face-to-face 130

Pipeliner

NOVEMBER 29, 2020

The behaviors that big cats show and the challenges they face in many ways mirror the corporate world. Firstly, they face a significant amount of change on an everyday basis in terms of their hunting setting as differences based on weather conditions, prey they chase, landscape, etc. The big cats face the crisis on an everyday basis.

Face-to-face 98

Face-to-face Territories Social Selling Motivation 98

No More Cold Calling

MARCH 15, 2018

And technology will eliminate the time-consuming, face-to-face aspect of communication. Video killed the radio star. Not in your personal life, and certainly not in your lead generation system. B2B selling is all about relationships. But we’ve never been surrounded by so much of it. The Birth of the Boob Tube.

Lead Generation 243

Lead Generation System Marketing Qualified Lead Leads 243

Sales Hacker

JUNE 28, 2022

Now, many founders and leaders find themselves facing new and uncharted territory. The past ~15 years have seen a massive boom in the American economy. Newer companies have only known a time of plenty and hypergrowth. How do they weather a recession? In this episode, we talked to Ryan Blackwell , CRO at Renaissance Learning.

Face-to-face 73

Face-to-face Territories Revenue Meeting 73

Hubspot Sales

SEPTEMBER 17, 2019

But face-to-face meetings come with their own challenges. Thanks to subtle body language cues you're probably not aware of, it’s much trickier to disguise any nervousness or anxiety when you’re face to face. You also might feel thrown off by presenting on your prospect’s territory, instead of your own.

Meeting 87

Meeting Face-to-face Sales Meeting Conference 87

The Pipeline

JULY 16, 2012

The specific comment was that the rep was reluctant to ask prospects/clients for referrals “because what if the person or company they refer are out of my territory?” Last week I was working with a group, we were looking at more effective prospecting, when we got around to discussing referrals, I got back some familiar comments.

Referrals 324

Referrals Lead Rank Lead Scoring Territories 324

SBI Growth

OCTOBER 25, 2012

The rep’s territory potential starts to max out. Travel - Redesigned sales territories to reduce travel time. Related compactness of a territory to available warehouse space (They sold industrial cleaning supplies).The The decrease allowed more customer facing time traveling less distance. They usually waste this time.

Hiring 310

Hiring Travel Territories Face-to-face 310

The Pipeline

NOVEMBER 7, 2016

This is not to say that these people are dishonest, but rather, that they don’t want (or are unable) to deal with the reality facing them. I hear a lot of talk in sales about lying, not so much about how they may lie to win business, but in broader terms.

Wireless 303

Wireless Face-to-face Pipeline Distribution 303

Partners in Excellence

FEBRUARY 17, 2020

Let’s dissect what good and bad revenue looks like: First, it’s sales responsibility to execute the company strategy in the face of the customer. Surely there were product line B possibilities in his territory, he just didn’t bother to chase them. Let’s imagine a company that’s looking to grow.

Revenue 94

Revenue Territories Face-to-face Quota 94

The Center for Sales Strategy

JANUARY 24, 2020

It all comes with the territory, and most wouldn’t have it any other way, but at times, leaders themselves could use a cue to follow. As a sales leader, you can tap into the advice and insight of top thinkers in the field, especially your peers who are facing similar challenges, hurdles, and opportunities. >>> READ MORE.

LinkedIn 86

LinkedIn B2B Face-to-face Territories 86

Allego

FEBRUARY 2, 2021

When the pandemic first hit, sales leaders scrambled to find ways to keep their teams motivated and successful while selling in a virtual environment. Today, sales leaders recognize that the shift to virtual selling will be with us for a while, if not permanently. These leaders must again adapt and find new ways to engage their teams.

Sales Leadership 127

Sales Leadership Face-to-face Distribution Webinar Metrics 127

SBI Growth

DECEMBER 7, 2012

In return you receive an empty territory and wasted resources. Face-to-Face Meeting (60 minutes) – the candidate sits down with the all the stakeholders involved in the hiring process. They should send a follow-up communication after the face-to-face meeting. We will discuss how to test for great sales talent.

Hiring 282

Hiring Face-to-face Salary Sales Talent 282

SBI Growth

SEPTEMBER 11, 2012

Deploying a Sales Force Automation tool will not solve the challenges facing your Sales organization. There was no Sales Territory Design in place. Technology alone is not the solution. The Sales organization isn’t short on data, it is short on knowledge. Every Sales Leader needs innovative recommendations right now.

Territories 306

Territories Top of Funnel Analysis Penetration 306

SBI

MAY 29, 2019

Let’s face it. How to build customer-centric territories that maximize sales rather than those based on spatial or geographic factors. How sophisticated, real-time routes and schedules maximize face-to-face visits with the right customers and reduce wasted time and expense.

Field Sales 72

Field Sales Objections Transportation Face-to-face 72

Mindtickle

JULY 31, 2023

In this blog post, we’ll outline the unique challenges faced in financial services sales training and provides practical solutions to excel in this critical area. In the highly competitive financial services industry, effective sales training is a game-changer. Let’s consider some stats.

Sales Enablement 52

Sales Enablement Face-to-face Scale Collateral 52

Allego

DECEMBER 14, 2021

Bersin and Enderes shared the challenges organizations face right now, what successful companies are doing to improve sales employee experience, and the impact of sales enablement on employee experience. Salespeople Are Facing Greater Stressors. You’ve heard of The Great Resignation. In August 4.3 million Americans quit their jobs.

Face-to-face 145

Face-to-face Scale Hiring Survey 145

Pointclear

JULY 17, 2013

Structuring a global workforce and creating geographic territories will be a thing of the past because today’s salespeople work virtually, socially, and inter-culturally. Virtual interactions will replace face-to-face field visits. Virtual interactions will replace face-to-face field visits.

Field Sales 245

Field Sales Inside Sales Hiring Face-to-face 245

Pointclear

NOVEMBER 27, 2017

Territory turnover for this new sales manager isn’t unusual, but the solution can be evasive, expensive and humbling. He had 10 sales territories in his domestic North American sales force. Territory turnover for this new sales manager isn’t unusual, but the solution can be evasive, expensive and humbling. The Situation.

Forecasting 124

Forecasting Sales Forecasts Territories Sales Qualified Lead 124

The Pipeline

MAY 23, 2014

It focuses on how to face the toughest challenges, including one of my favourites, why most people hate rejection in various aspects of their daily life, but generally don’t encounter it on a regular basis. Salespeople face it every day and have to learn how to handle rejection with a calm but determined approach to move forward.

Face-to-face 244

Face-to-face Call-back Territories Negotiation 244