Understanding the Sales Force

OCTOBER 25, 2023

If they haven’t been exposed to professional selling methodologies and sales processes, and had those demonstrated to them via expert, unscripted role-plays, then they would have no clue that the presenting and proposing they have been doing is woefully inadequate. I was lucky.

Outsourcing Services 193

Outsourcing Services Territories Proposal Sales Methodology 193

Mr. Inside Sales

MARCH 25, 2021

Skill level of the sales rep is the most important thing; however, there are other variables like the type of lead—inbound versus outbound; the territory; existing client or new prospect; the marketing and/or branding of the company, etc., First the no part: Sales is much, much more than just “rolling the numbers,” as they used to say.

Face-to-face 178

Face-to-face Gatekeeper Decision Maker Licensing 178

Xactly

JULY 12, 2018

Your sales territories are geographical areas managed by a sales rep or sales team. A territory can be defined by several factors, but most commonly, territories are mapped based on sales potential, sales history, geography, or a combination of factors. Download Guide. The Right Data for Customer Segmentation.

Territories 45

Territories Software Software Benefit 45

Xactly

JULY 12, 2018

Your sales territories are geographical areas managed by a sales rep or sales team. A territory can be defined by several factors, but most commonly, territories are mapped based on sales potential, sales history, geography, or a combination of factors. Download Guide. The Right Data for Customer Segmentation.

Territories 50

Territories Demographics Travel Distribution 50

Zoominfo

SEPTEMBER 7, 2022

Nurturing a lead through the sales journey takes a robust system, but what if your team could take this advanced functionality and apply it to other database objects besides just ‘leads’? As you go through the buying journey, consider the data components that must be present so it can run smoothly. Are you able to route any object?

Lead Rank 130

Lead Rank Lead Scoring Software Software 130

The Pipeline

MARCH 10, 2014

They study their territory, understand who potentially will benefit from their offering. Not to mention the pundits who promote this type of lazy order taking; how can one present an entire “sales” methodology predicated on taking orders rather than making a sale? Join me - Return On Objectives #Webinar. Tibor Shanto .

Webinar Metrics 316

Webinar Metrics Intent Objections Sales Methodology 316

BrainShark

AUGUST 24, 2022

Objection Handling. Presentation Skills. Territory Management. It includes: Writing and presentation abilities, which are needed when interacting over email, social media, video conference, or in-person. Objection Handling. Sales objections are a fact of life for reps. Presentation Skills. Technology.

Social Media 62

Social Media Territories Face-to-face Negotiation 62

Sales and Marketing Management

JULY 6, 2017

That gives you an objective method for avoiding bias in your evaluation. Target marketing dollars in their territory to generate more leads and give them a boost. Failure to improve, or implement coaching. Here are two suggestions: Provide additional training. What skills does the new hire still need the most work on?

Hiring 273

Hiring Webinar Metrics Policies How To 273

Pointclear

JUNE 4, 2018

This link takes you to a paper that presents the hard numbers that show that whatever you call it—tele-prospecting, business development, inside sales or something else—outsourcing is your better bet. The misconception that building an internal team gives you more control and costs less is widespread.

Outsourcing Services 140

Outsourcing Services Revenue Prospecting Inside Sales 140

Mindtickle

AUGUST 28, 2023

Key elements of your pharmaceutical onboarding and everboarding should include: Microlearning The ability to deliver bite-sized, engaging training in multiple modalities like videos, quizzes, and presentations. Mobile-ready A mobile-friendly delivery of content and training for reps to complete as they commute across their territories.

Pharmaceuticals 52

Pharmaceuticals Training Collateral Face-to-face 52

SBI

SEPTEMBER 18, 2012

Prospecting Attention Deficit Disorder: How to Avoid the Shiny Object Syndrome. All of these results-focused activities and all of your seemingly unlimited energies are directed at a highly targeted end-goal: generating the maximum amount of revenue from your territory. It is aptly referred to as the Shiny Object Syndrome.

Ideal Customer Profile 125

Ideal Customer Profile Objections Prospecting Sales Qualified Lead 125

SalesFuel

APRIL 3, 2024

Specifically, being resilient helps sellers: Handle rejection Overcome objections and other obstacles (such as economic conditions) Stay motivated Thankfully, this is a skill that you can develop and grow over time. Understand they are a vital part of the process and something that goes with the territory,” she explains.

Hiring 40

Hiring Face-to-face Territories Motivation 40

The Pipeline

FEBRUARY 3, 2012

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. logically shrink territories. Not all sales people have the same skills.

Pipeline 212

Pipeline Territories Harvest Cold Calling 212

Janek Performance Group

MARCH 12, 2024

Ask questions like, “How would you handle a customer’s price objections?” Simulations add some much-needed objectivity to the interview process. That mock presentation will reveal how persuasive they are, how effective their delivery style is, and—again—how they counter objections. Will they be good at the job, or not?

Hiring 62

Hiring Sales Talent Compensation Lead Rank 62

Janek Performance Group

JANUARY 16, 2024

However, this too can present challenges for both reps and the organization: For example, a commission-only plan offers less security, making it risky for employees. If a sales rep’s entire compensation is directly tied to their individual effort, they could compete against each other for prospects or territories.

Compensation 118

Compensation Salary Commission Margin 118

Mr. Inside Sales

NOVEMBER 7, 2019

How are your leads and your territory? Yet just six months later, she choose to take action out of her vision, and she overcame this traumatic event (and disability) and was soon surfing competitively again—and winning. In fact, in 2004 ESPN named her “Comeback Athlete of the Year.”. Think about the circumstances in your own life.

Face-to-face 120

Face-to-face Inside Sales Gatekeeper Decision Maker 120

The Pipeline

AUGUST 27, 2019

If you are a full-cycle rep, with a demanding client base in a defined territory, 23% is not bad. In the process telegraphing to the buyer that despite everything you said to this point, the real object here is your quota. Every time I start prospecting, I place a picture of the last present I got me.

Wireless 264

Wireless Discount Face-to-face Scale 264

LeadFuze

JUNE 3, 2021

This isn’t as important if you’ve got a small team that covers one lead type in one territory. However, if you operate in different territories, locations, or industries, it’s good to assign lead and prospecting responsibilities as soon as possible. presentation vs phone call vs event). Step 4: Presentation.

Hiring 98

Hiring Sales Qualified Lead Gatekeeper Decision Maker 98

Pipeliner

JULY 18, 2019

What to look for while setting up a sales office in a new territory. Firstly, the market dynamics in the new territory can be dramatically different from what you are used to in your role. Before you get started on your assignment, it is important to look at the long term objectives for your organization.

Hiring 71

Hiring Territories Scale Networking 71

Mr. Inside Sales

DECEMBER 13, 2019

If you think you’re broke or that your territory is poor or that you can’t do something, then you’ll find evidence to support your belief and you’ll act (or not act!) The Law is simple: The Universe responds to what you feel and believe to be true. accordingly. Upcoming Schedule.

Face-to-face 158

Face-to-face ACT Exact Inside Sales 158

Hubspot Sales

APRIL 30, 2020

It listed information for all the prospects in my California territory including the company name, revenue figures, address, telephone number and — of course — the decision maker’s name and title. Make contact, arrange a meeting, and/or conduct a presentation. Presentation. I sat staring at the Dun & Bradstreet printout.

Sales Process 137

Sales Process Webinar Metrics Face-to-face Sales Qualified Lead 137

The Pipeline

SEPTEMBER 15, 2014

We each presented three things you can do to close the year strong. There could be a question of priorities and changing objectives; a host of factors that could make someone ready now that may have hesitated in February or March. Hence the title of today’s post, featuring my contribution.

Outsourcing Services 306

Outsourcing Services Closing Hiring Social Selling 306

Mindtickle

AUGUST 28, 2020

The pre-work we asked the field to complete included a series of videos highlighting each session with the following: 3 objectives the participants can expect to learn as a result of the session. Best next action or takeaway that the rep can expect to take back to their territory as a result of the session.

Territories 105

Territories Exercises Video Intent 105

Hubspot Sales

OCTOBER 2, 2019

Having a set performance management plan keeps compensation structure and overall business objectives aligned, resulting in a more motivated sales team. To create an effective sales performance management process for your sales team, simplify your overall business objectives and make them relevant to the individual contributors on your team.

SAP 119

SAP Oracle Compensation Territories 119

Mindtickle

OCTOBER 24, 2022

Objection handling. Uncovering a prospect’s pain points, priorities, objectives, and buying team dynamics is crucial for continued engagement as the prospect moves further down the funnel. Regardless of what territory a seller has and the type of prospect they’re working with, developing authentic relationships with buyers is critical.

Top of Funnel 52

Top of Funnel Training Negotiation Buyer 52

Smooth Sale

FEBRUARY 8, 2024

It’s about more than unpacking boxes; it’s about planting roots in uncharted territory and fostering growth in your career. Establishing specific goals will help you stay motivated and focused, whether your objective is to reach a particular professional milestone, learn new industry trends, or build your network.

Networking 78

Networking Real Estate Influencer Ideal Customer Profile 78

SBI Growth

APRIL 19, 2013

For example, when asked for funds to train sales reps, ask for an objective. These high level objectives do little to guide CEO decision making. When evaluating sales problems brought to you by your team, objectives must be by: Market segment. This worksheet presents the priorities. Root cause. An Example.

Lead Rank 276

Lead Rank Lead Scoring Segment How To 276

Hubspot Sales

OCTOBER 27, 2020

They tend to be colder and more objective with prospects — believing that products should be sold on their merit as opposed to reps' personalities. Repairpeople want presentations to be perfect — an inclination that can have both positive and negative ramifications. Repairpeople are ideal for technical and consultative sales.

Telemarketing 131

Telemarketing Engineering Top of Funnel Territories 131

Hubspot Sales

AUGUST 6, 2019

The hands-on trainings have them building landing pages, setting up contacts, and presenting “final projects” at the end of their training cycle. Include common objections that arise during your sales process. And let new hires respond to those objections before supplying them with ready-made scripts.

Hiring 119

Hiring Training Hubspot Inbound 119

SBI Growth

MARCH 3, 2013

Reps need to know who in their territory wants to hear about the new widget. Buyer Personas answer the following key questions: What are the buyer’s objectives? A demo deck is a standardized presentation on the new product. Most come in the form of a PowerPoint presentation. It’s not for everyone. Call to Action.

Ideal Customer Profile 306

Ideal Customer Profile Buyer Persona Segment Education 306

Jeffrey Gitomer

MARCH 8, 2011

Excellent presentation. You KISS’d it & managed to cover a LOT of territory very clearly. Overcoming Objections. Presenting. There is no time like the present to change things up in 2012 to ensure its better than 2011! Are your sales people whiners? Stop whining and be the solution to your own problems.

Hiring 207

Hiring Social Media Loyalty Cancellation 207

SBI Growth

NOVEMBER 25, 2013

It will allow you to: Objectively evaluate your team. open territory) is met in stride. Call to Action: Be Present at the Weekly Sales Meetings and Field Rides: Attending all of them across multiple teams is impossible. They can help you make the other decisions. But which person on your team has the best chance for success?

Promotion 297

Promotion Construction Hiring Scale 297

Allego

SEPTEMBER 8, 2022

It has 850 million members in more than 200 countries and territories worldwide. Look Me in the Eye by Julie Hansen , Founder and Sales Presentation Expert, Performance Sales and Training. Of all the social media platforms, LinkedIn has proven to be the best for reaching and engaging with business professionals. Published biweekly.

LinkedIn 118

LinkedIn Hiring Sales Leadership B2B 118

The Pipeline

OCTOBER 10, 2011

Stored in Attitude , Business Acumen , EDGE Sales Process , Interactive Selling , Interview , Objection Handling , Planning , Proactive , Sales Strategy , Sales Success , Sales eXchange , execution. But what if you didn’t wait till the end of the meeting to present your next step? Objection Handling. Presentation.

Pipeline 230

Pipeline Hiring Top of Funnel Cold Calling 230

Understanding the Sales Force

JANUARY 28, 2014

At Objective Management Group (OMG), we have a model that we share with all of our Certified Partners (the companies that provide our award-winning sales force evaluations and sales candidate assessments to you). Demos/Presentations 1 Proposal/Quote 0.35 Qualified Opportunities 1.35

Lead Rank 240

Lead Rank Sales Methodology Cold Calling Sales Qualified Lead 240

Jeffrey Gitomer

MAY 9, 2011

” Misperceptions that lead to sour grapes: I think my prices are too high, or my territory is bad. Overcoming Objections. Presenting. There is no time like the present to change things up in 2012 to ensure its better than 2011! Poor work habits: Getting to work late, or barely “on time.” Categories.

Hiring 306

Hiring Social Media Cancellation Loyalty 306

The Pipeline

JANUARY 27, 2012

Stored in Attitude , Budget , Communication , EDGE Sales Process , Gap Selling , Interactive Selling , Listening , Negotiations , Objection Handling , Price , Questions , Sales Strategy , Sell Better , qualifying. Objection Handling. Presentation. Territory Alignment. HR Management. Impact Questions. Interactive Selling.

Pipeline 236

Pipeline Negotiation Lead Rank Lead Scoring 236