SBI

SEPTEMBER 4, 2012

While both hunters and farmers are always needed, and both new accounts and current accounts are important, if you want to grow revenue in today’s environment you’ll need a large army of well-trained hunters and a smaller contingent of farmers. And that’s where “New Sales. The cover of “New Sales. Simplified.” Simplified.”

Revenue 101

Revenue Handbook Face-to-face Penetration 101

Sales Hacker

SEPTEMBER 24, 2018

The Journal of Marketing Research has called Influence “among the most important books written in the last ten years.”. Based in neuroeconomics, Pitch Anything trains readers to control the pitch process by understanding how the brain makes decisions. The Essential Handbook for Prospecting and New Business Development.

Strategy 67

Strategy Influencer Ideal Customer Profile Handbook 67

Allego

MARCH 7, 2024

Ultimately, success hinges upon creating a strong partnership where sales reps serve as reliable resources, enhancing the buyer’s journey with expertise and genuine problem-solving. Personalize Training and Coaching Each person on your sales team is different. One-size-fits all training and coaching will not work.

Sales Coaching 118

Sales Coaching Coaching Handbook Lead Rank 118

Fill the Funnel

DECEMBER 3, 2012

They represent the freshest, most innovative thinking on sales currently on the market and take into consideration the changing sales climate and competitive realities every sales rep and sales leader is facing. Author Andy Paul clearly understands that neither sales people nor buyers have the luxury of time.

Face-to-face 132

Face-to-face Top of Funnel Call-back Social Media 132

MarketJoy

JULY 24, 2018

They are better equipped to handle objections (and counter them) therefore increasing win rates during the sales process. – Accelerates sales cycles – Reps are able to communicate more clearly and consistently with champions and key stakeholders throughout the sales process. So where to start?

Sales Enablement 40

Sales Enablement Hiring Top of Funnel Quota 40

Sales Hacker

MARCH 2, 2020

Management and Operations. Sales Manager Survival Guide. The Ultimate Sales Machine. Blueprints for a SaaS Sales Organization. Sales Management. The Sketchnote Handbook. More Sales, Less Time. 80/20 Sales and Marketing. The 5 Dysfunctions of a Team. Radical Candor.

Top of Funnel 141

Top of Funnel Lead Rank Hiring Handbook 141

Jonathan Farrington

SEPTEMBER 12, 2012

Challenger also inspired marketing to step up to the plate with relevant knowledge sharing that can be turned into insight salespeople can use to engage customers and add value. Their marketing teams may have supplied them with success stories and marketing messages. Sales forces need to be retooled and old systems revamped.

Lead Rank 36

Lead Rank Ideal Customer Profile Handbook Social Media 36

Janek Performance Group

SEPTEMBER 2, 2022

For sales leaders, this is about modeling to your sales team what doing the right thing looks like. For sales reps, it’s about doing the right thing, even if you lose the business. The customer’s perception of a company is not based on its website, or marketing campaign, but on their interaction with their salesperson.

Handbook 62

Handbook ACT Referrals Buyer 62

Janek Performance Group

SEPTEMBER 2, 2022

For sales leaders, this is about modeling to your sales team what doing the right thing looks like. For sales reps, it’s about doing the right thing even if you lose the business. The customer’s perception of a company is not based on its website, or marketing campaign, but on their interaction with their salesperson.

Handbook 62

Handbook ACT Referrals Buyer 62

SBI

NOVEMBER 7, 2019

Seismic , the market leader for sales enablement platforms, today announced the acquisition of Percolate, a leading marketing campaign orchestration and content management platform. Due to rapid changes in buyer behavior and expectations, non-personalized content is now an unacceptable marketing practice.

Top of Funnel 52

Top of Funnel Ideal Customer Profile Webinar Metrics Customer 52

Sales Hacker

SEPTEMBER 15, 2020

As I said, we did some things right but we also struggled a bunch and never really got to product market fit or monetization strategy in the Sports Fight community. And whether they did virtual training or they just did some form of coaching, or just have a team come together. We shared our space with some other companies.

Sports 63

Sports Lead Rank Scale Lead Scoring 63