The Pipeline

FEBRUARY 3, 2012

Stored in Attitude , Business Acumen , EDGE Sales Process , Metrics , Productivity , Sales Success , Territory Alignment , execution. They say you can’t shrink your way to success, but perhaps there are situations in sales where you can. By shrinking your territories, strategically where it make sense.

Pipeline 212

Pipeline Territories Harvest Cold Calling 212

Anthony Iannarino

OCTOBER 24, 2019

Lack of Cadence : One of the reasons you might produce results that are less than what you need is because you lack an operating cadence for sales. There is no territory or account planning. There is no real focus on managing and leading the sales force from week to week, and from quarter to quarter.

Harvest 75

Harvest Territories Up-Sell Lead Rank 75

The Ultimate Sales Executive Resource

JANUARY 16, 2009

Putting the right person into the right sales role is one of the key responsibilities of a sales manager. If a Framer is primarily seen Harvester, then indeed it is probably not a good analogy for what an account manager does. Is this still a valid concept today with informed self directed buyers?

Harvest 60

Harvest Hiring Territories Top of Funnel 60

Pipeliner

MAY 2, 2018

Are you looking through SlideShares and PDFs in a Google search to see if there are email contacts at the end of the presentation that you can harvest? You definitely should be experimenting with all of this for your vertical / territory. Did your prospect give a speech at an important conference and leave a contact avenue?

Prospecting 68

Prospecting Google Ideal Customer Profile Harvest 68

Xactly

JUNE 18, 2018

Download our executive guide, "Optimizing Sales Territories for Strategic Advantage," to see how optimized territory planning can help companies maximize return on sales resources, shorten the planning process, and reduce travel inefficiencies. Capacity management. Download Guide. Quota allocation. Forecasting.

Territories 54

Territories Data Hiring Quota 54

Jeff Shore

SEPTEMBER 12, 2018

And so, you know, hey, I’ll accept a 20% close rate because we’ve got the ability now to harvest so many you know, “leads,” and put them into our funnel, and we’re just gonna slash and burn through many of them because, you know, it’s not appropriate, and I can get down to those few that I can sell.

Top of Funnel 65

Top of Funnel Call-back Up-Sell Sales 65