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

PandaDoc

APRIL 25, 2023

Acting as an essential tool for businesses of all sizes and in all industries, a robust sales plan helps to identify sales goals, target markets, and sales tactics to achieve those goals. This can include training on product features and benefits, sales techniques, objection handling, and customer relationship management.

Examples 52

Examples How To Hiring Segment 52

Hubspot Sales

OCTOBER 5, 2017

Objection: A prospect’s challenge leading to opposing a product or service, i.e. budget, time constraints. Before we make a purchase decision, 60% of us rely on word-of-mouth , friends, and social media; 49% on customer references; 47% on analyst reports and recommendations; and 44% on media articles. Goal: Evaluate and qualify needs.

Prospecting 142

Prospecting Tools Top of Funnel Lead Rank 142

SBI Growth

OCTOBER 21, 2013

Reps must have the tools and support to win the big deals. By signing up for the tour , you’ll receive the " Performance Culture Assessment " tool. Those reps were covering an extensive territory and large customer base. The tools and resources in your organization play a large part in future success. Resource Allocation.

Hiring 293

Hiring Ideal Customer Profile Margin Face-to-face 293

BrainShark

AUGUST 24, 2022

Objection Handling. Territory Management. Your sales enablement strategy should also include a documented social selling plan so reps can reference it as they learn. Objection Handling. Sales objections are a fact of life for reps. An objection managed poorly, however, can derail an otherwise good conversation.

Social Media 62

Social Media Territories Face-to-face Negotiation 62

The Pipeline

NOVEMBER 13, 2014

I suspect the main reason is that cold callers do not see social as a threat, is because we do see it as a great addition to an existing set of tools and techniques we use to drive business. I am not here to argue the stats, but I do want to point out that both stats refer to BUYERS. Dreaded being the operative word. Kumbaya Time.

Cold Calling 292

Cold Calling Social Media Decision Maker Lead Rank 292

Close.io

DECEMBER 2, 2019

After you have a casual conversation with your prospects and their guards are down, they might share their requirements and objections in buying your product. But you might have additional objections: does it work for your kind of business? Travel costs - Does your territory require traveling by air or commuting by their cars?

Campaigns 80

Campaigns Cold Calling Territories Face-to-face 80

Sales Hacker

APRIL 6, 2020

In addition to acting as a great conversion tool for marketing, the freemium model generates a wealth of intent data just waiting to be harnessed by the intrepid sales rep. Objective: Sales Development Representative : Book more qualified enterprise opportunities for your account executives… and promptly crush quota! Segment Accounts.

Intent Data 75

Intent Data Lead Rank Intent Enterprise 75

SBI Growth

JANUARY 6, 2013

Are you changing account or territory assignments ? The objective of an expert panel is twofold. The Mothership” “The Ivory Tower” “MT Doom” “The Evil Lair” These were all acronyms I heard last year referring to Sales Operations and Corporate headquarters from field sales. Are you changing the compensation plan?

Compensation 317

Compensation Survey Field Sales Quota 317

Sales Hacker Training

NOVEMBER 21, 2022

And then, there are inside sales tools… The human element of sales will never go away — that’s a fact. There are plenty of sales prospecting tools and sales management software to help automate your manual tasks while personalizing your outreach. Fortunately, we’ve been tinkering with many of these inside sales tools for quite a while.

Sales Tools 52

Sales Tools Tools Ideal Customer Profile Lead Rank 52

Hubspot Sales

JANUARY 9, 2018

A sales plan lays out your objectives, high-level tactics, target audience, and potential obstacles. Make sure your objective is realistic, otherwise your entire sales plan will be largely useless. If you have territories, assign a sub-goal to each. Here are a few examples: Objective: Increase referral rates by 30% this quarter.

Buyer Persona 145

Buyer Persona Referrals How To Commission 145

Crunchbase

JULY 27, 2022

To set up your company to scale in any meaningful way, sales operations—sometimes referred to as business operations or sales support—need to be in full swing, laying the groundwork for and supporting your sales team’s efforts. Parsing out territories. Sales team advocacy. Performance and incentive program management.

Sales Operations 52

Sales Operations Company Territories Sales Qualified Lead 52

Zoominfo

MAY 13, 2018

These resources may come in the form of sales enablement tools, more team members, or additional sales training. Look into prospecting tools. We’ve already made reference to the importance of a full pipeline, but we can’t stress it enough. 40% of business objectives fail due to inaccurate data. Hire new talent.

Hiring 258

Hiring Sales Qualified Lead Lead Rank Lead Scoring 258

BrainShark

MAY 31, 2023

Competency refers to the skills, knowledge, or processes that sales reps need to master to meet the expectations of their job” (source). Using a more holistic or arbitrary metric such as time to competency naturally compensates for variables across organizations such as territory, products, and customer base (enterprise vs. mid-market,etc.).

Hiring 62

Hiring Sales Talent Scale Sales Enablement 62

SBI Growth

AUGUST 19, 2013

Rolling out a new Sales Process or CRM tool. Territory redesign. In the early stages of change adoption, the objective is to create the right climate. This creates the urgency Kotter refers to. Revising dashboards / scorecards. Designing a new sales role. Let’s return to Kotter’s view on change adoption.

Ideal Customer Profile 257

Ideal Customer Profile Construction Follow-up Sales Operations 257

The Spiff Blog

MAY 18, 2023

The number of factors that impact a commission plan are virtually endless– new product launches, market shifts, restructuring, territory changes, new hires, lay offs, quota adjustments. The Commission Spreadsheet Spreadsheets get a bad rap– we’re even guilty of contributing to the negative press surrounding Excel and similar tools.

Commission 73

Commission Scale Compensation Hiring 73

The Pipeline

SEPTEMBER 9, 2011

If you are in sales and your mandate is to sell to companies within your geographical territory, you have probably faced a scenario similar to the one that follows. Copiers as an example, you may refer to document management at one end, and sell copiers to the other end. Objection Handling. Sales Tool. Guest Post.

Pipeline 226

Pipeline Social Media Face-to-face Ideal Customer Profile 226

Chorus.ai

APRIL 11, 2022

Sales and marketing teams especially are relying on digital tools to connect virtually, share information, and meet customers and prospects. In addition to strategic alignment, the people charged with RevOps are often responsible for budgets, territory management, campaign management, and lead generation.

Cost per Acquisition 117

Cost per Acquisition Revenue Cost per Lead Lead Rank 117

Showpad

JANUARY 8, 2021

According to HubSpot, the pre-work onboarding period can include everything from “shadowing,” in which new hires follow established reps as they go about their daily routine, to learning about whatever software and other tools they’ll be regularly using.

Hiring 52

Hiring Training Sales Enablement Case Study 52

Highspot

AUGUST 31, 2021

A sales model refers to a business’ overall approach to selling. Whichever sales model you choose, it’s essential to ensure that your pick meets your business objectives. Consider both current tools and future investments you will need to support your buyer’s journey. Types of sales models. Let’s dive in.

Lead Rank 94

Lead Rank Top of Funnel Buyer Persona Hiring 94

LeadFuze

OCTOBER 20, 2023

But remember, the golden opportunity lies in using these insights to overcome objections they may have about your product or service. So, it’s not just about overcoming sales objections but also creating a personal connection with potential customers. But how do we craft such a magic tool?

Cold Calling 52

Cold Calling Hiring Lead Rank Lead Scoring 52

The Pipeline

APRIL 30, 2011

A friend of mine affectionately refers to Starbuck as Fivebucks, as he never seems to leave the place spending less than that, but hey it’s coffee, so I get it. Objection Handling. Sales Tool. Territory Alignment. Guest Post. Hiring Sales Talent. HR Management. Impact Questions. Interactive Selling. Lead Management.

Pipeline 223

Pipeline Conference Webinar Metrics Cold Calling 223

Zoominfo

NOVEMBER 3, 2019

These resources may come in the form of sales enablement tools, more team members, or additional sales training. Look into prospecting tools. We’ve already made reference to the importance of a full pipeline, but we can’t stress it enough. 40% of business objectives fail due to inaccurate data ( source ). Hire new talent.

Hiring 100

Hiring Sales Qualified Lead Lead Rank Lead Scoring 100

The Pipeline

AUGUST 16, 2011

A couple of months ago in the Pipeline, I published a piece called Long Live The Status Quo , which challenged the way most people look at buyers commonly referred to as being in Status Quo Zone. Objection Handling. Sales Tool. Territory Alignment. Guest Post. Hiring Sales Talent. HR Management. Impact Questions.

Pipeline 267

Pipeline Lead Rank Lead Scoring Sales Qualified Lead 267

Lessonly

MARCH 16, 2020

Sales training software helps sales teams efficiently and simply refine their product knowledge, pricing skills, forecasting, territory building tactics, upselling, overcoming of objections, and communication at scale, so managers don’t have to train each rep on an individual basis. Territories change. It’s cramped.

Software 26

Software Software Training Territories 26

Closer's Coffee

APRIL 23, 2020

” Outside sales refers to the sale of products or services by sales personnel who go out into the field to meet with prospective customers. Inside sales reps typically leverage tools like phone calls, social media, email campaigns, video conferences, and virtual webinars to connect with potential customers. Inside Sales Reps.

Outside Sales 64

Outside Sales Inside Sales Face-to-face Comparison 64

InsideSales.com

MARCH 31, 2020

Sales process mapping is one of the most effective visualization tools sales executives can use to see both the big picture and the intricacies of each step. Sales territory mapping can also help organizations establish their sales methodology and improve sales process steps. Some popular sales mapping tools include: Pencil and paper.

Sales Process 65

Sales Process Sales Methodology Lead Rank Government 65

The Pipeline

OCTOBER 31, 2011

They usually refer to this a “soft skills”, which is the first clue they have not sold). Objection Handling. Sales Tool. Territory Alignment. For instance, insurance agents (I know they are advisors now), they like real estate agents, are required to have a certain amount of CE credits to maintain their licence.

Pipeline 253

Pipeline Top of Funnel Hiring Real Estate 253

Cincom Smart Selling

MAY 24, 2018

List customers in territory with revenue in excess of $100 million per year. Sales strategy, configuration history, customer data and marketing objectives are all digitized into specific values. Sales strategy, configuration history, customer data and marketing objectives are all digitized into specific values.

Revelation 48

Revelation Engineering Collateral Demographics 48

SBI

AUGUST 21, 2012

The map of sales objectives is about to be re-drawn (again). With these new applications, and new platforms like the smartphone and tablets, we can and should question whether traditional apps, like CRM, are still the right tools for mobile reps. Indeed, it is fair to wonder whether they were ever the right tools.

Vendor 120

Vendor Quota Account Tools 120

Jonathan Farrington

OCTOBER 5, 2012

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. Can you tell where the Shiny Objects are in the following?

Ideal Customer Profile 34

Ideal Customer Profile Objections Prospecting Sales Qualified Lead 34

The Pipeline

JULY 4, 2011

This means using their jargon, their reference points, their metrics, in the scenery that they live in. This is most important in dealing with objections, contrary to popular belief, objections are not rejection, in most cases, when the call is handled right to that point, objections are an opportunity to create genuine dialogue.

Cold Calling 256

Cold Calling Pipeline Hiring Twitter 256

Apptivo

OCTOBER 7, 2022

A proper sales plan helps businesses achieve their goals and objectives. Sales plan is a periodic forecast that is based on the overall objective of the organization, arrived at by analyzing trends, and predicting opportunities. It plans for various tasks to be carried out over the period to achieve the above objective.

Top of Funnel 19

Top of Funnel Incentives Incentive Objections 19

SBI

AUGUST 21, 2012

The map of sales objectives is about to be re-drawn (again).It Indeed, it is fair to wonder whether they were ever the right tools. For the most part, vendors have masqueraded “desktop applications” as mobile tools by reason that they are cloud-based, i.e. they are accessed remotely via the web. So what will Sales3.0

Vendor 108

Vendor Quota Account Incentives 108

The Pipeline

OCTOBER 17, 2011

Because of their points of reference, their view of specific attribute are different, after all there is a reason why these two individuals followed different paths. Objection Handling. Sales Tool. Territory Alignment. By extension it impacts the choices one makes. Guest Post. Hiring Sales Talent. HR Management.

Pipeline 220

Pipeline Hiring Exercises Twitter 220

Mindtickle

DECEMBER 2, 2022

With our readiness index, we cross-reference who is hitting quota with who is doing all of the other activities that make a rep successful, such as: Conducting effective outreach. We track the number and percentage of accounts in each rep’s territory that haven’t seen an activity logged in the last 30 days. Engaging buyers.

Hiring 52

Hiring Lead Rank Lead Scoring Forecasting 52

The Pipeline

APRIL 29, 2011

Of course, activity is still important, but what really matters is that you feed the right people into the funnel in the first place and nurture those prospects who have been referred to you. When you’re referred, you get a new client more than 50 percent of the time. Objection Handling. Sales Tool. May 4th, 2011.

Lead Generation 257

Lead Generation Sales Qualified Lead Top of Funnel Pipeline 257