Hubspot Sales

JANUARY 9, 2018

Factor in your product’s price, total addressable market (TAM), market penetration, and resources (including your sales headcount and Marketing support). Run three-day referral techniques workshop. Identify 100 potential prospects and assign tiger team to each. That could be 100 new customers or 450 sales.

Buyer Persona 145

Buyer Persona Referrals How To Commission 145

ROI4Sales

APRIL 28, 2016

look for trigger events that may help you penetrate an account. Talk to prospects, colleagues, and those around you that can offer solid advice on how to get your mojo back. Michael is available for speeches, workshops, and training sessions. Get busy, because when you are busy things happen. Keep focused on the goal.

Penetration 49

Penetration How To Call-back Webinar Metrics 49

The Pipeline

MARCH 31, 2011

Stored in Attitude , Business Acumen , Prospecting , Sales 2.0 , Sales Strategy , Social Selling , Social media , Trigger Events , Webinar , execution. Prospecting. 3 R’s of Prospecting Success. Tags: Attitude , Commitment , execution , how to sell better , Prospecting , Renbor Sales Solutions Inc. February 2008.

Social Selling 216

Social Selling Webinar Metrics Pipeline Social Media 216

HeavyHitter Sales

JULY 1, 2011

Martin: Heavy Hitter Sales Psychology: How to Penetrate the C-level Executive Suite and Convince Company Leaders to Buy. The personality tests were given to high technology and business services salespeople as part of sales strategy workshops I was conducting for their company. Books For Heavy Hitters. Conscientiousness.

Study 163

Study Lead Rank Lead Scoring Penetration 163

The Pipeline

AUGUST 16, 2011

This is why the “let’s wait” school fails; they see a prospect “at rest” and respond leaving it “at rest”; sure doesn’t take long for nothing to happen, that’s not selling. Having done the above work, I know that many sales leaders are looking for more prospects, more new revenue opportunities.

Pipeline 267

Pipeline Lead Rank Lead Scoring Sales Qualified Lead 267

Customer Centric Selling

DECEMBER 20, 2016

Based on your analysis of your customer base, prospects and 2017 revenue requirements, you need to establish goals for what you need to accomplish. Identify the ‘Top Ten’ prospects that you will carry into 2017. Were there Sales Ready Messages® that resonated with your prospects that you want to exploit? Step 3: Set Goals.

Revenue 40

Revenue Territories How To InsideView 40

Sales Training Advice

DECEMBER 6, 2011

The personality tests were given to high-technology and business services salespeople as part of sales strategy workshops I conducted. They are action-oriented and unafraid to call high in their accounts or courageously cold call new prospects. Not all salespeople are successful.

Lead Rank 47

Lead Rank Lead Scoring Strategy Decision Maker 47