The Pipeline

JANUARY 22, 2019

Just the anticipation of being rejected crushes egos and opportunities to boot; sellers become so paralyzed by the thought of the objection, they fail to deal with it properly when it comes, and it always comes. Take it as an objective, and you get defensive and lose. This requires you play offence on your field, not defense on theirs.

Objections 267

Objections Prospecting SME Cold Calling 267

Sales and Marketing Management

JULY 11, 2019

Author: David Bernard The organization of a sales team is always relevant no matter what size a business is, whether a start-up, an SME or a Fortune 500 company. Define objectives. The territory. As teams add salespeople to increase their depth of talent, it is important for them to take into account the overall team structure.

SME 209

SME Social Selling Follow-up Territories 209

Anthony Cole Training

DECEMBER 3, 2014

Here is the short list: Poor On-boarding - As a leader, we recognize that maybe initially we didn’t do a great job of explaining all the expectations we had and so, when someone fails to meet and objective of the role, we hesitate because we realize that maybe their failure is really our failure to effectively communicate.

Hiring 193

Hiring Sales Management SME Coaching 193

Close.io

FEBRUARY 24, 2020

Sales operations is the team that plans and organizes rep operations, territory planning, lead generation, sales analytics, and more. Internal sales content : Sales scripts , email templates , battle cards, playbooks, and a sales objection handling document are all necessary pieces of sales enablement content. Let’s cut that in half.

Sales Enablement 85

Sales Enablement Top of Funnel Hiring Face-to-face 85