Zoominfo

SEPTEMBER 23, 2020

So, where do GTM motions usually go wrong and what steps should you take to remedy the situation? Before we made the aforementioned pivot toward refining our ICP, we had issues,” Cooper explained. Re-creating our ICP not only helped us find a path to high-value prospects,” Cooper said. “We Let’s review.

Ideal Customer Profile 189

Ideal Customer Profile Strategy Buyer Persona Lead Rank 189

Zoominfo

SEPTEMBER 23, 2020

So, where do GTM motions usually go wrong and what steps should you take to remedy the situation? Foster Alignment with Stakeholders “Before we made the aforementioned pivot toward refining our ICP, we had issues,” Cooper explained. Re-creating our ICP not only helped us find a path to high-value prospects,” Cooper said. “We

Ideal Customer Profile 100

Ideal Customer Profile Strategy Buyer Persona Lead Rank 100

Sales Hacker

AUGUST 2, 2018

I got put in remedial classes and was told I needed prescription ADHD pills in order to focus. From in-person conferences, we pivoted to being fully digital. Last year we made a massive pivot. If you’re a customer, investor, employee, partner, or prospect, that’s definitely what you want to see.

Outsourcing Services 50

Outsourcing Services B2B Conference Microsoft 50

Highspot

NOVEMBER 1, 2022

Sales enablement is critical to ensuring salespeople are equipped to engage customers and prospects successfully. Once those behaviors are documented, you can train coaches to not only inspect rep performance KPIs against those behaviors but to offer remedial support if they are failing to take key actions. Invest in sales enablement.

Strategy 52

Strategy Hiring Sales Methodology Sales Enablement 52

Highspot

MARCH 30, 2021

Sales enablement is critical to ensuring salespeople are equipped to engage customers and prospects successfully. Once those behaviors are documented, you can train coaches to not only inspect rep performance against those behaviors but to offer remedial support if they are failing to take key actions. Invest in sales enablement.

Strategy 69

Strategy Hiring Sales Methodology Sales Enablement 69

Chorus.ai

SEPTEMBER 26, 2019

Then, based on their prospecting conversion rates and inbound vs. outbound pipeline expectations, we agree on activity metrics. Active listening skills, objection handling, pivoting conversations and effective questioning - I think, intrinsically, they go hand-in-hand. Grace: Lots of observation. I also do 1-1 coaching with each rep.

Hiring 48

Hiring Sales Management Motivation Call-back 48

Hubspot Sales

JULY 29, 2020

But every once and a while, a prospect will throw you a curveball that will put you on your heels. So, based on those factors alone, our rep knew their prospect was a handful. It would have been easy to be testy or patronizing with the prospect, but they kept calm and led with empathy. They had their work cut out for them.

Objections 95

Objections Hubspot Call-back Remedy 95