The Pipeline

MAY 7, 2019

Specifically, direct prospecting , not indirect, not merely answering an inbound call generated by marketing. I remember a rep about two years in the territory, telling me he has earned the right not to prospect. The issue is less about style and more about market view.

Handbook 235

Handbook Lead Rank Hiring Top of Funnel 235

Zoominfo

DECEMBER 9, 2018

And your marketing team is busy too—fully entrenched in holiday messaging and plans for the upcoming year. Whether you’re in charge of choosing the company gift or just looking for a way to thank your team, corporate gift giving is tricky territory. 5. Consult the company handbook. Keep reading! What’s appropriate?

Handbook 160

Handbook Government Policies B2B 160

Zoominfo

DECEMBER 17, 2017

Your marketing team is busy too — fully entrenched in messaging and plans for the upcoming year. Gifting has long been a marketing strategy, but your company’s community is just as important as your clients and employees. Consult the Company Handbook One final piece of advice — when in doubt, consult your company handbook.

Guidelines 130

Guidelines Policies Handbook Government 130

Xactly

JANUARY 3, 2019

Companies that set cookie-cutter quotas across similar roles see 14% lower quota attainment than those that assign quotas based on territory-specific opportunities ( Complete Sales Planning Handbook. ). 83% of companies have payment inaccuracies for commissions, at an average rate higher than 5 percent.

Handbook 99

Handbook Territories Compensation Incentives 99

Alice Heiman

NOVEMBER 14, 2018

Internationally respected sales leader and widely read business blogger Tony Hughes has written an invaluable handbook for 21st-century sales professionals and entrepreneurs trying to tackle this challenge. Concerned your team might be bombard ing C-level decision makers with digital outreach? Value Propositions that Sell by Lisa Dennis.

Decision Maker 126

Decision Maker Handbook Lead Rank Lead Scoring 126

Pointclear

MARCH 17, 2015

The Essential Handbook for Prospecting and New Business Development. A while back we dealt with a sales rep whose territory was Warner Robins Air Force base. C-level executives aren’t likely to respond to marketing automation; however, if you approach them with something of interest to them they will talk to you almost every time.

Handbook 100

Handbook Face-to-face Outbound Inbound 100

Fill the Funnel

NOVEMBER 30, 2011

While the title says “Sales Books” I encourage marketing pros, business executives and entrepreneurs that need to win the support and dollars from others to read these books as well. If you are leading a company, a sales team or even simply your personal sales territory you need to read this book from cover to cover.

Social Media 134

Social Media Media Top of Funnel Face-to-face 134