Understanding the Sales Force
MAY 9, 2014
The salespeople charged with selling to and through a channel are different - in many ways - and their goals, expectations, activities, skill sets and strategies must be different as well. The channels are many, and include stocking distributors, brokers, retailers, VARs, agencies, partners, resellers, rep firms and more.
The Accidental Negotiator
AUGUST 25, 2023
Alternatively, you might also choose to negotiate on neutral territory (such as in a conference room at a hotel) or remotely using e-mail or telephone. You will need to work together to pick a negotiating strategy that’s acceptable to both sides. No negotiation can occur unless you understand what issues you will be discussing.
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Sales Hacker
AUGUST 7, 2020
Head of Strategy, People & Change. Director Sales Strategy. Partner, Account Based Strategy Practice Lead. Director of Sales Strategy. Territory Account Manager. Territory Account Manager. Director, Sales Development and Strategy. Panama Relocation Tours. Shelley Lavery. COO & Founder.
The Pipeline
MAY 27, 2011
Your business strategies are the same as the gold-miners, except instead of digging for ore, you’re digging for customers, with your mind focused on this: you want to find the right prospects—the serious buyers. For example, at many hotels they now charge you a ‘resort fee’ of $20 a day. Communication Strategy. Sales Strategy.
Hubspot Sales
JANUARY 24, 2018
There are four strategies that’ll help you make small talk in any situation. Are you in a beautiful hotel, home, or conference area? You don’t want the conversation to devolve into a boring comparison of what you do -- which it quickly will unless you steer toward more interesting territory. How to make small talk.
Anthony Iannarino
SEPTEMBER 7, 2020
A reasonably-priced hotel would charge more for a two-night stay. To execute this strategy, we would have to forego spending time with small potential clients, many of which took as much time and energy as the larger clients that could actually help us reach our revenue goals. The Leader’s First Mistake.
Hubspot Sales
AUGUST 13, 2018
Territory shifts: It takes time for reps to familiarize themselves with a new territory and build their pipeline, so expect your close rate to dip before picking up again (assuming you planned your new territories well). With a thoughtful sales forecasting strategy, you can be ready for the future -- whatever it brings.
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