Xactly

JANUARY 3, 2019

Sales statistics are a variety of metrics that provide insight into your sales organization’s health. Industry and planning-specific statistics also help guide sales planning and incentive compensation. We did some research and compiled some valuable sales stats that are important for all salespeople to be aware of.

Handbook 99

Handbook Territories Compensation Incentives 99

The Pipeline

MAY 7, 2019

Not much new in that, sales people have always preferred almost any other sales activity to prospecting. I remember a rep about two years in the territory, telling me he has earned the right not to prospect. Complete The Sales Person. This leads to their success standing on twiggy legs. Only The Shell Has Changed.

Handbook 235

Handbook Lead Rank Hiring Top of Funnel 235

Zoominfo

DECEMBER 9, 2018

Your B2B sales reps are working long hours to close last minute deals. 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. One final piece of advice—when in doubt, consult your company handbook.

Handbook 160

Handbook Government Policies B2B 160

Zoominfo

DECEMBER 17, 2017

It’s that time of the year again — the holiday season is coming upon us and your B2B sales reps are working longer hours to close last-minute deals. Corporate Gift Giving Best Practices 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.

Guidelines 130

Guidelines Policies Handbook Government 130

Alice Heiman

NOVEMBER 14, 2018

Many leaders take advantage of the holidays in November, December, and January to read the latest books about sales and leadership. Sales Enablement: A Master Framework to Engage, Equip and Empower a World Class Sales Force by Tamara Schenk and Bryon Matthews. Wondering how you can leverage sales enablement to win?

Decision Maker 126

Decision Maker Handbook Lead Rank Lead Scoring 126

Pointclear

MARCH 17, 2015

Several weeks ago I sat in on the 2015 Virtual Sales Kickoff hosted by S. It was an excellent session overall, but I was particularly blown-away by the first speaker, Mike Weinberg, author of the book published by AMA entitled New Sales. The Essential Handbook for Prospecting and New Business Development. Simplified.:

Handbook 100

Handbook Face-to-face Outbound Inbound 100

Fill the Funnel

NOVEMBER 30, 2011

My list of top sales books to read in 2012 consists of books that were published during 2011 and contain innovative, fresh ideas about selling, customer expectations, and how to improve your ability to win new business customers. The dynamic between sales person and buyer has changed in many ways over the last few years.

Social Media 134

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