Inventory Clearance B2B Style

The Pipeline

In the process the can also open up shelf and storage space, again to make way for newer more salable goods; not so much out with the old in with the new, more like out with lower potential goods and in with better margin and turnover potential. Territory Plan Tibor Shanto

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The Pipeline ? Win The Sale Without Compromising on Price

The Pipeline

In these times of shrinking margins and diminishing returns, Mark’s insights will change the way you think about discounting, price, negotiating, and, above all, the all-important concept of value. Prospecting. Territory Alignment. 3 R’s of Prospecting Success.

The Pipeline ? Shrink Your Way To Success

The Pipeline

Stored in Attitude , Business Acumen , EDGE Sales Process , Metrics , Productivity , Sales Success , Territory Alignment , execution. By shrinking your territories, strategically where it make sense. logically shrink territories. Sales Success , Territory Alignment.

Turn Pains Into Priorities

The Pipeline

When the prospect tics enough of the boxes, their qualified. The current approach tends to set the bar somewhat low, taking away valuable time that can be spent with real prospects. In practice, your reps will the ability to pursue and engage with “pain-free prospects”.

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Why Are You Trying To Kill Me?

The Pipeline

You know I have never read an article or a post that was written by an advocate of cold calling, suggesting that social selling is bad, ridiculing people who use the practice to engage with prospects, suggest that it is inadequate, or about to die.

Sell Like An Entrepreneur: The Simple Mindset Shift That Wins More Deals

Sales Hacker

Basically, instead of viewing yourself as “just” a salesperson, you take ownership of your territory or book. You’re the founder, CEO, and chief bootstrapper of your sales territory. 57% of the purchase decision is done before a prospect reaches out to a supplier ( CEB ).

Creating the Ideal Performance Culture

Sales Benchmark Index

Those reps were covering an extensive territory and large customer base. If they went after new business, it would surely be at lower margins. High margin deals only come after a relationship has been built. Success is based 50% on talent and 50% on performance conditions.

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We Can’t Sell Collaboratively – or Even Consultatively – if Our Prospect Won’t Let Us!

Jonathan Farrington

After I wrote that post, I looked at “cronyism” and I realised that quite a high % of today’s sales population is still selling in this way.There are huge numbers of sales “reps” still making what I term “courtesy calls” on a regular basis, within a clearly defined territory, in the hope that there might be an order for them. The playing field was very flat, and the pressure on salesmen (yes, still few women) to cut margins was considerable.

A Get-Well Plan for Sales Ops in the New Year

Sales Benchmark Index

Don’t do a territory redesign project without knowing exactly who you’re targeting. Having a clear understanding of your ideal customers and prospects is essential to success. Without that, virtually all else below is drastically marginalized.

Can You Switch Hit For Sales Success?

The Pipeline

I remember when I first started working for a company back in the early 1990’s (before we had web mail), the company had two main product lines, and had the usual territories across the continent, primarily driven by geography. By Tibor Shanto –

From Offline to Online to Inline Learning

Sales and Marketing Management

These situations might include: Troubled territory – What if a particular sales territory or geography is struggling with an aggressive competitor? Threat to a dominant product or service – What if a competitor launches a broadside on one of your highest-share, highest-margin product lines, and you need to defend, retain and protect your position? The decisions your prospects and customers are making.

13 Signs Your Sales Turnover May Get Worse

Sales Benchmark Index

This means some territories are not producing to expected or potential revenues. Increase in Sales rep LinkedIn activity not related to prospects or customers. Look for profile updates and network connections that are not customer or prospect oriented.

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Is it Time to Fire Your Customer?

Sales Benchmark Index

There are several possible reasons: Need to keep your complete book of business and preserve your territory. You can acquire them in a multiple of different ways: You dropped your price too quickly and marginalized your perceived value. Fill your pipeline with new prospects.

Here Are the Best Books to Read Over the Holidays

Alice Heiman

Combo Prospecting by Tony Hughes. His potent “COMBOs” will help your team gain access to top-level prospects, secure meetings, and make the sale. He offers 19 easy-to-implement concepts that will help salespeople win d eals while protecting margin. Do you frequently call on prospects or customers who have someone already sitting in your seat at the table?

10 sales blogs you should be reading every day

Excerpt: “Professional sellers who think like owners of their territories take more accountability for their outcomes and success, no matter what’s going on around them. They even have a category called “Hall of Shame” where they share the worst prospecting emails (ouch!).

7 Key Considerations For Setting Aggressive Yet Achievable Sales Targets


New territories or geographies. Once targets have been set and communicated to the executive team and Board of Directors , then all that’s left for the sales leader to do is coach proactively and help the team members perform their best in every single prospective customer conversation.

The 40+ Best Apps for Salespeople Who Want to Win

Sales Hacker

In short “sound bites,” you can share your thoughts, tell a story, or connect with your prospects and peers. Wondering how much the margin will be on a proposed deal? When a prospect is ready to commit to a contract, a rep is going to get them to sign, come hell or high water.

Second Quarter Plan

Your Sales Management Guru

What prospecting and activity goals are important to manage. What revenue/margin goals that need a focus. What account or territory intelligence and relationship building is important. Second Quarter Plan. Amazing, it’s the middle of March-are you ready for the second quarter?

Your Most Important Sales Call, What’s Your Plan?

Partners in Excellence

They know that sharp execution of the process improves their odds to win, reduces their sales cycle, and maximizes deal value/margin. They do this for their deal plans, account/territory strategies, and call plans. Communicating Insight Selling Professional Sales Prospecting Recruiting/Onboarding Sales EffectivenessToday, a reader reminded me about something I said in an Openview Partners article about 18 months ago.

From Offline to Online to Inline Learning

Corporate Visions

These situations might include: Troubled territory – What if a particular sales territory or geography is struggling with an aggressive competitor? The decisions your prospects and customers are making.

Bias toward action, the number one trait of successful people!

Tony Hughes

You could call 50 prospects and get nothing from it - just going through the motions. You can use Predictive Intelligence to suss out whom you should prospect next with your auto-dialer featuring local presence (area codes for the area) and optimal time of day.

10 Best Practices for Enterprise Sales Team Management


Most people seem to think that when sales managers recruit top sales leaders and provide them with the right sales team management tools it will in turn translate to higher profit margins but that is not always the case. Sales team management plays a big role in the success of an organization.

Why Your Sales Contest is Demotivating Your Sales Team (& How to Fix It)

Sales Hacker

Again, speaking from experience, the most motivating and productive sales contests (by a wide margin) are those where everyone on the team can qualify and win. RELATED: 7 Steps to a Creative Sales Contest Even Your Prospects Will Love.

Optimizing Part Of The Selling Function, Sub-Optimizing The Whole

Partners in Excellence

They should never pick up the phone and make a prospecting call!” Enter the realm of account management/territory. Perhaps account/territory managers for core product lines and managing the overall customer relationship, with specialists for the more complex product lines.

Sales Compensation: The Ultimate Guide

Hubspot Sales

According to RepHunter , 20% to 40% of gross margin (sales minus direct expenses) is standard. A less aggressive ratio (think 70:30 or 75:25) is common when salespeople are required to teach the prospect because they're selling a highly complex or technical product.

Sales Enablement, Part 2: Everything That’s Wrong with Your Sales Process

Cincom Smart Selling

In my first sales job, I had nearly a full product line in my briefcase and my own geographical territory. I was just thrilled to be entrusted with a virgin territory. After that, I had several conversations with him about the territory and the overall sales process in the area. CRM combined with high-quality prospecting lists will tell you what the sales potential is for a give territory.

The Ultimate Guide to Sales Metrics: What to Track, How to Track It, & Why

Hubspot Sales

Revenue by territory. How well are your salespeople prospecting? Percentage of prospects who agree to a conversation. Percentage of prospects who move to the next step. Percentage of prospects engaged with on social media who move to next step. Margin by partner.

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Confusion About Metrics

Partners in Excellence

I like to look at 4 categories of metrics: Business Management, Strategic/Customer/Territory, Operational, Personal Development. Strategic/Customer/Territory Metrics can be both trailing and leading metrics.

Improving Sales Performance Without Changing “How You Sell”

Partners in Excellence

As people struggle to make their numbers or to maintain their pipeline/activity metrics, they tend to cast a wider net, losing focus on the Ideal Customers, pursuing marginal cases. Make sure they are using them, make sure your managers are coaching them on them when they do deal reviews, account reviews, territory reviews, and so forth. Too often, as executives look to improve sales performance, they look to doing something new or different.

Demystifying Sales Enablement: What Is It, Why It Matters, And How To Do It Right

Sales Hacker

Finally, some will say that it’s about doing whatever it takes to ensure that a company’s messaging and positioning is deployed consistently to prospects and customers. Hence, One of the most constant functions of sales enablement is to help fine-tune an organization’s sales process so that it aligns perfectly with the journey of its prospects and customers. serve as the feedback loop between prospects, customers and multiple internal lines of business.

Do You Drop Your Pants Too Early?

Jonathan Farrington

Today’s post is all about defending margin, and so I apologize for any embarrassment the title may have caused – and I also apologize to anyone anticipating some mild titillation: In fact the only embarrassment I may cause you today, is if you recognize yourself in any of the scenarios!

How to Build Effective Sales Compensation Plans for Any Customer Facing Role

Sales Hacker

And of course, a strong sales comp plan needs to motivate reps to hit goals that grow the company while still maintaining a profit margin. This is how the sales compensation plan should work for reps in a prospecting role. A great sales compensation plan needs to accomplish quite a lot.

Number One Trait of Successful Salespeople


You could call 50 prospects and get nothing from it – just going through the motions. You can use Predictive Intelligence to suss out whom you should prospect next with your auto-dialer featuring local presence (area codes for the area) and optimal time of day. You can use Marketo lead scoring to see which prospect is hot based on rules. When the prospect starts to drive the sales cycle from the front, you know it’s going to close.

The Pipeline ? Put Price in its Place

The Pipeline

Much easier to show value to a customer than to a prospect. As a sales person you should be able to take what you know from existing clients, and apply them to new prospects. Prospecting. Territory Alignment. 3 R’s of Prospecting Success.

7 skills you’ll need to become a sales manager

While all sales manager undoubtedly need hands-on experience converting prospects into customers themselves, there are a wide range of other (equally important) sales manager skills you’ll need to command in order to excel in this role. Prospecting and partnerships.

How to Know in January if Your Reps are Gonna Miss Their Quota come December

A Sales Guy

How are they going to prospect? How are they going to grow their territory? How are they going to increase margin? As VP of Sales or Head of Sales, making quota is your job. It’s the sole purpose of your existence.

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Sales Mastery or Sales Enablement?


Salespeople need to fund themselves from the value they create rather than from the margins that the product or service delivers. Bring this wisdom to new prospective clients and set an agenda that sets you apart from the competition. Work with marketing for lead nurturing with automation tools that keep prospects in your orbit without you annoying them or them wasting your time. Create a single view of customers and prospects (to be informed).

The Ins & Outs of Variable Pay Compensation Structure for Sales Teams

Sales Hacker

an AE probably can’t close 200 deals a month, and prospecting vs closing is a zero sum game) to get to an individual target then add them all up. Splits / Territories / Geographies.

The Pipeline ? Battle Reparation Tactics Meet Marketplace Strategies

The Pipeline

Similarly in the market world, you have to entice a clientele base by promoting heavily without really striving for a high profit margin. Prospecting. Territory Alignment. 3 R’s of Prospecting Success. Home About The Pipeline. Contest. Free Resources. Search.

Managers, How Are You Investing Your Time?

Partners in Excellence

The other 4 are going to miss by a wide margin. Coaching them on deal strategies, calls, prospecting, account/territory plans, weekly time blocking, pipelines. I couldn’t believe what I was hearing on the phone. It was a frustrated sales person looking for help.