Your Sales Management Guru

SEPTEMBER 29, 2014

Should Salespeople Prospect Anymore? Last week during a client’s sales meeting we got into a discussion regarding pipeline values, needless to say the number of prospects and dollar values were insufficient to achieve the overall corporate revenue objectives. Are you territory based or open territories?

Prospecting 92

Prospecting Lead Rank Lead Scoring Real Estate 92

Pipeliner

APRIL 24, 2019

Describe your ideal prospect – Profile them. How do you need to position yourself in the market place – your territory or your accounts? If it is credibility that you need, consider writing a newsletter, articles or tip sheets for local newspapers or magazines on a regular basis or share your expertise through public speaking.

Marketing 72

Marketing Networking Territories Consultative Selling 72

SBI

FEBRUARY 10, 2020

Tasked with recruiting and hiring, overseeing large teams, providing guidance and training, building culture, setting quotas, creating sales plans, analyzing data, forecasting, assigning territories… the list of responsibilities is as diverse as it is long. An area less explored however is how AI can actually help scale sales managers.

Sales Management 136

Sales Management Scale Top of Funnel Hiring 136

The Pipeline

MAY 12, 2011

Ideally in your line of questioning during uncovering these you should try and get the prospect to attach a monetary value to the compelling reasons. This made me think of a prospect of mine where I believed I had two separate compelling reasons but when I looked at them I didn’t have the monetary value associated with the issue.

Pipeline 255

Pipeline Conference Cold Calling Hiring 255

Sales Evangelist

DECEMBER 24, 2019

Great salespeople who know they are guides for prospects and clients make great B2B sales reps. During his time, Romans had the power and ruled over many territories. As a B2B sales rep, how do you show your clients and prospects you empathize with their needs? He went out of his way to help the poor and heal the sick.

Face-to-face 95

Face-to-face Ideal Customer Profile Margin Lead Rank 95

Jonathan Farrington

APRIL 7, 2013

Their objective with this structure is to obtain the widest national distribution for their equipment (which includes dispensing machines) The bigger the ‘population’ of their equipment, the more they sell of consumable hygiene products – the major profit opportunity for their business.

Marketing 41

Marketing Direct Mail SalesForce Face-to-face 41

Jonathan Farrington

JUNE 24, 2013

Their objective with this structure is to obtain the widest national distribution for their equipment (which includes dispensing machines) The bigger the ‘population’ of their equipment, the more they sell of consumable hygiene products – the major profit opportunity for their business.

Marketing 38

Marketing Lead Generation Direct Mail Face-to-face 38