Alice Heiman

FEBRUARY 22, 2022

Tiffani has met so many brilliant people during her travels and has had some fascinating conversations that she wished had been recorded – this podcast was a way for her to recreate those moments and share fantastic insights. The current conversations on What’s Next! Abstrakt Podcast hosted by Greg Reffner.

Scale 150

Scale Outside Sales B2B Influencer 150

Mindtickle

APRIL 9, 2024

Faster sales cycles Traveling back and forth to a prospect’s office takes a lot of time, so sales cycles tend to be long in outside sales. When sales reps sell from an office, they can close deals faster and work on multiple opportunities concurrently. They must be equipped to address and overcome key objections.

Inside Sales 52

Inside Sales Face-to-face Hiring Outside Sales 52

Increase Sales

NOVEMBER 19, 2013

Unfortunately to achieve sales success the powers to be (sales management to executive leadership) look to the bells and whistles to be the profit centers. All you want to do is get the hell out of Dodge because you have traveled that route before and discovered all those bells and whistles more of a hindrance than any value.

Small Business 145

Small Business Small Business Objections Travel 145

Allego

JULY 26, 2022

Sellers like to learn from other sellers—to hear their success stories, winning pitches, and how they overcame buyer objections. Then their sales manager can run the recording through AI-powered Conversation Intelligence software to analyze the conversation and identify areas where they need coaching. Peer-to-Peer Collaboration.

Competition 117

Competition Collateral Software Software 117

The Pipeline

AUGUST 5, 2011

FlightTrack Pro – One of the biggest pain points in a traveling profession is, you guessed it, traveling! It allows you to sync your travel itinerary, and then sends you push notifications about any changes with itinerary – delayed flights, change of gates, etc. Hiring Sales Talent. HR Management.

Pipeline 275

Pipeline Hiring Travel Twitter 275

Distribution Pricing Journal

OCTOBER 9, 2023

Striking an optimal balance between remote and on-site work can bolster effective decision-making and foster a cooperative atmosphere among pricing managers and their teams. At the risk of alienating some of our sales managers in our audience – bear with us – pricing managers don’t always trust direct feedback from individual reps.

Meeting 52

Meeting Face-to-face Distribution Ideal Customer Profile 52

Gong.io

JULY 11, 2022

Inside sales reps sell from their office, in stark contrast to outside sales, where sales reps travel to visit clients and close deals on the road. Inside sales teams use phone, email, video, and social media messaging to sell to potential customers. . Outside sales reps, by contrast, sell on the road.

Inside Sales 62

Inside Sales Outsourcing Services Hiring Sales Qualified Lead 62

Hubspot Sales

JANUARY 9, 2018

A sales plan lays out your objectives, high-level tactics, target audience, and potential obstacles. It’s like a traditional business plan but focuses specifically on your sales strategy. A business plan lays out your goals -- a sales plan describes exactly how you’ll make those happen. Who writes sales plans?

Buyer Persona 145

Buyer Persona Referrals How To Commission 145

Close.io

JUNE 20, 2018

These four steps are key to building and maintaining a great culture where your sales team hits their quota and is committed to your organization's vision and goals: Set crystal-clear objectives & goals. Create a process-driven sales culture. Create a process-driven sales culture. Get the right tools for the job.

Hiring 127

Hiring Face-to-face Objections Inside Sales 127

MTD Sales Training

OCTOBER 28, 2015

Your sales manager will tell you many times that you need to make all your calls and get as many appointments as possible. During travel, think through the results you are seeking. Then you can start working back and identify one or two ways you could deal with objections or negotiate effectively.

Face-to-face 145

Face-to-face Energy Call-back Travel 145

Sales Training Advice

JULY 30, 2012

Most first line sales managers manage between 6 and 12 sales reps. They are the ones responsible for bringing in the sales numbers in their district or area. Sales managers are constantly adjusting priorities depending on their urgency and work extremely hard in this new economy. Managing performance.

Coaching 47

Coaching Hiring Sales Management Conference 47

Hubspot Sales

JULY 27, 2023

Drafting up sales reports. Working on sales collateral like pricing, proposals, and outreach messages. Traveling and preparing expense reports. According to our survey, 79% of sales reps using AI in their work say that they can now automate many of their day-to-day tasks. Here’s where AI comes to the rescue.

Data 83

Data Ideal Customer Profile Survey Report 83

Allego

MARCH 24, 2020

And when it comes to sales teams, remote work presents a unique set of challenges for sales managers tasked with leading geographically dispersed teams. Sales teams are built on camaraderie and competition, which is difficult to manufacture remotely. Sales teams these days also face additional barriers to productivity.

Hiring 79

Hiring Face-to-face Cancellation Travel 79

BrainShark

JUNE 28, 2023

A strong coaching culture allows a rep to practice their message in a safe environment and to receive feedback that is objective and helpful to their development. Using “coaching” time for deal forecasting There tends to be confusion around what “sales coaching” really means. The key is to look at coaching as an ongoing process.

Sales Coaching 62

Sales Coaching Coaching Scale Hiring 62

Miller Heiman Group

OCTOBER 9, 2019

If you’ve traveled anywhere, you’ve likely interacted with Sabre , a leading technology solutions provider in the travel industry. He discusses how he changed the perspective internally that sales enablement is purely training, evolving it to a strategic practice within Sabre that aligns with the company’s overall objectives.

Travel 55

Travel Sales Enablement Groups Segment 55

Xactly

JUNE 13, 2018

Territories that are too large may eliminate sales reps’ capacity and ability to pursue all potential sales opportunities – leaving money on the table. This allows them to increase travel efficiencies by lowering travel time, reducing costs , and increasing time spent selling for higher revenue attainment.

Territories 49

Territories Travel Webinar Metrics How To 49

Hubspot Sales

APRIL 1, 2020

Clarity is key when looking to improve sales efficiency. Your reps need to know what you're hoping to achieve before they can really lock in on their objectives and streamline their efforts. With sales efficiency, the "measurable" component might be the most crucial. Efficient sales efforts have structure.

Sales Qualified Lead 90

Sales Qualified Lead Construction Inside Sales Sales Operations 90

Xactly

AUGUST 2, 2018

The sales territory is a geographical area that is managed by a sales rep or sales team. A territory can be defined by sales potential, history, geography, or a combination of the above. The objective is to make sure sales territories are balanced to help increase revenues. . Take Assessment.

Territories 68

Territories Demographics Travel Distribution 68

Xactly

JULY 18, 2018

Sales territory design must be a thoughtful process that involves data and a balancing act to ensure every sales rep has adequate sales potential within their territory. The objective is to create logical and travel-efficient territories that meet the needs of the business and generate revenue opportunities.

Territories 45

Territories Travel Hiring Guidelines 45

Allego

MAY 27, 2021

There are many new barriers to productivity including canceled meetings and travel restrictions, a lack of face time with reps and prospects, difficulty collaborating with colleagues, and more. How are hybrid sales teams adapting to learn and collaborate successfully? Tactics to Leverage Asynchronous Sales Communication.

Hiring 102

Hiring Harvest Distribution Video 102

Anthony Cole Training

JANUARY 14, 2015

Years ago, I contacted David Kurlan, President of Objective Management Group, to discuss contracting with his company to become a distributor of his sales evaluation product. What would it take to get their sales people (all of them) to perform at a higher level (sell more, or sell more more quickly, or sell at higher margins?

Hiring 120

Hiring Motivation Insurance Insurance 120

Vengreso

DECEMBER 2, 2020

A sales plan or sales strategy can be the difference between an organization merely surviving, or a company exceeding all sales objectives. With so many ups and downs this year, as well as company pivots and new long-term strategies, sales planning is more important than ever before for success.

Ideal Customer Profile 120

Ideal Customer Profile Top of Funnel Hiring Segment 120

The Pipeline

JANUARY 11, 2012

I tend to go with the latter, while we may need to mark time for a number of purposes, for sales professionals, and for actual sales, the sales cycle is somewhat indifferent to the artificial rhythms that accompany our travels through the years. Hiring Sales Talent. HR Management. Lead Management.

Pipeline 209

Pipeline Face-to-face Cold Calling Sales Cycle 209

Partners in Excellence

MARCH 23, 2020

” Sometimes there’s the tendency to be selfish in terms of our goals and business objectives, but remember the only way we accomplish anything is through our people. Sadly, I’m seeing the executive management teams still having meetings, still traveling, and continuing to exhibit behaviors that put them and others at risk.

Face-to-face 110

Face-to-face Travel Trade Show Hiring 110

Allego

OCTOBER 16, 2020

Virtual sales teams also need the ability to access key information while they’re on the go, share best practices, and learn as they go from subject matter experts. The right technology solution enables sellers to do personalized outreach, record videos, manage content, and share collateral and videos with prospects. Learn More.

Sales Enablement 133

Sales Enablement Scale How To Churn 133

Xactly

JULY 12, 2018

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. The objective is to make sure sales territories are balanced to help increase revenues. Download Guide. The Right Data for Customer Segmentation.

Territories 50

Territories Demographics Travel Distribution 50

Anthony Cole Training

OCTOBER 1, 2010

close more sales (21). consistent sales (4). dealing with objections (7). desire for sales success (6). driving sales (6). evaluating sales teams (1). getting sales decisions (4). hiring sales people (6). Sales Coaching (40). sales coaching skills (10). sales competencies (12).

Hiring 120

Hiring Ideal Customer Profile Webinar Metrics Travel 120

Sales Hacker

JUNE 12, 2020

We’ve seen on a daily basis that salespeople, by embracing the tenets of virtual selling, have been able to connect with their customers in a meaningful way — even with face-to-face meetings unlikely, travel curtailed, and in-person conferences postponed. 7 Lessons Learned from Successful Sales Organizations.

Lead Rank 77

Lead Rank Lead Scoring Leads Marketing Qualified Lead 77

Your Sales Management Guru

DECEMBER 30, 2013

Financial: What are my objectives as they relate to money? One of the major issues is not to only make the objectives or goal achievement just about you. Acumen Management Group Ltd. operationalizes” sales management systems and processes that pull revenue out of the doldrums into the fresh zone. Dinner parties?

Exercises 73

Exercises Travel Objections Promotion 73

Xactly

JULY 12, 2018

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. The objective is to make sure sales territories are balanced to help increase revenues. Download Guide. The Right Data for Customer Segmentation.

Territories 45

Territories Software Software Benefit 45

LeadBoxer

JUNE 9, 2020

There’s a new buzzword on the minds of sales managers across the country: sales enablement. The idea is to provide your sales teams with the resources they need to excel. Source Sales enablement is proven to increase sales efficiency. The role it plays for you will depend on your goals and objectives.

Sales Enablement 89

Sales Enablement Ideal Customer Profile Case Study Hiring 89

Closer's Coffee

APRIL 23, 2020

Sales Representatives, Services – 2,046,120 ppl. Sales Representatives, Wholesale and Manufacturing – 1,663,160 ppl. Advertising, Marketing, Promotions, Public Relations, and Sales Managers – 717,220 ppl. Other Sales and Related – 616,650 ppl. Inside Sales Reps.

Outside Sales 64

Outside Sales Inside Sales Face-to-face Comparison 64

Allego

JULY 14, 2020

They should be able to view videos of what the best reps in the company are doing in similar situations, articulating value, telling compelling customer stories, differentiating from competition, and handling tough objections. For example, how do you handle the latest objection based on yesterday’s news?

Face-to-face 83

Face-to-face Video Harvest Travel 83

Partners in Excellence

AUGUST 1, 2018

If the goal of SE is to help improve the performance/effectiveness of sales people, then shouldn’t SE metrics look at the impact of these? But what about the Front Line Sales Manager? But the unintended effect of this is an increasing distance from sales people. Related Posts: What Is The Role Of Sales Enablement?

Sales Enablement 48

Sales Enablement Coaching Travel Sales 48

Pipeliner

JULY 18, 2019

Before you get started on your assignment, it is important to look at the long term objectives for your organization. You may start with a market research study to understand the size of the territory, the ideal market share you could achieve and in effect, the team size that can make this objective possible.

Hiring 71

Hiring Territories Scale Networking 71

Mindtickle

MARCH 14, 2016

But to help a new sales hire the focus of coaching actually needs to be on their needs. Using a data-driven approach to coaching, rather than relying solely on intuition, can provide your sales managers with direction on what skill gaps each individual rep need to be coached on. Creating a structured coaching plan.

Coaching 52

Coaching Hiring Face-to-face How To 52

Mindtickle

MARCH 13, 2016

But to help a new sales hire the focus of coaching actually needs to be on their needs. Using a data-driven approach to coaching, rather than relying solely on intuition, can provide your sales managers with direction on what skill gaps each individual rep need to be coached on. Creating a structured coaching plan.

Coaching 52

Coaching Hiring Face-to-face How To 52