Relationship Selling – Don’t Propose Marriage on the First Date!

Jonathan Farrington

We become the chosen ones, and we enter “Only me” territory. You have to sell first, prove yourself first, before you can hope to develop a relationship.

Sales Reps Love Their CRM!

Smart Selling Tools

They love spending hours entering information about the email activity they’ve had with customers, meetings held, proposals delivered, and especially updating their forecast. Look at all of your sales processes: Territory & quota planning. Quotes and proposals process.

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Spring Cleaning: Tools to Rejuvenate Sales

Smart Selling Tools

Plan2Win software helps salespeople like you develop territory and account strategies. With Plan2Win, you can plan how to best optimize your territory and win the most business from your accounts. They’ll be swapping slides, tips, and proposals. Sales Effectiveness account planning account strategies bloomfire expense management expense reports gorilla expense plan2win sales achievement sales proposals Sales Prospecting sales tools territory plans Yesware

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Jonathan Farrington's Blog ? Relationship Selling: Don't Propose.

Jonathan Farrington

Relationship Selling: Don’t Propose Marriage on the First Date!!! Published by Jonathan Farrington at 2:20 pm under General. Yesterday, I said “ You have to sell first – prove yourself first – before you can hope to develop a relationship.

7 Must-Have Automated Documents for Sales Success

entry when preparing quotes, proposals, and contracts--so much so that sales reps. source, territory, or industry vertical—to make quick. 4Quotes and Proposals Over 50% of sales organizations. proposal process. Source: 2017 Proposal Automation.

Sales Tips: 5 Ways You'll MISS Your Number This Year

Customer Centric Selling

They often provide quotes or proposals (activities) far sooner than they should. Sellers below quota realize their managers are going to be “in their faces” if it appears there isn’t adequate activity going on in the territory. Sales Tips: 5 Ways You Could MISS Your Number This Year.

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Why You Want Sales To Be A Numbers Game

The Pipeline

Proposal to Close. Discovery to Proposal. Numbers 1 & 4, will require you to change your territory and account planning, while challenging who you prospect and how. By Tibor Shanto – .

CRM’s Big Blind Spot: Measuring Sales Managers

Sales and Marketing Management

Sales calls, presentations, proposals, territory plans – every key sales rep activity and interaction is (ideally) captured in CRM so leaders can answer their most critical questions at a glance: Are my salespeople doing the right things?

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The Future of B2B Sales

Sales and Marketing Management

They can take it one step further by using data to divide sales territories more efficiently. Author: Brad Soper, Andree Radloff and Mark-Daniel Rentschler What will sales divisions look like in the future?

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10 Reasons To Hug Your Sales Manager

Tony Hughes

She fights to provide you with a viable territory and achievable sales targets. Sales Management is without doubt the most important link in the revenue chain.

5 Tips for Designing Successful Sales Incentive Compensation Plans


An understanding of each territory’s potential: Reps should be rewarded for their results, not the quality of the area in which they sell. That means their quotas and targets should specifically take into account the potential of their territory.

Why Your Sales Ops Plan for Next Year May Already Be Obsolete

Sales Benchmark Index

Setting Quotas, territory structures, headcounts and total compensation budgets are examples. Align Your Sales Process to the Buyer : Does your sales process have stages titled “Qualify”, “Propose” and “Close”? Are your territories designed to maximize time with customers and prospects?

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Data Cleanse For A Sales Boost

Score More Sales

Tag (categorize) the record appropriately as a pre-prospect, prospect, qualified, proposed, or client. If you can reward your reps for clean, updated territory lists, that can go a long way.

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How to Increase Your Sales through AI


It will let you in on the ideal discount rates to work with to ensure that you end up winning your proposal. Region/territory, etc. There is a huge buzz about AI (artificial intelligence) in the business world.

Unleashing the Power of Frontline Sales Management

Sales and Marketing Management

Strong managers understand what ‘good’ looks like in a sales team member and will be more likely to hire high-talent individuals as well as provide the right coaching to accelerate their ramp-up and ensure strong growth in their territories.

Breaking Open the Predictive Black Box: What Data Points Actually Predict a Purchase?

DiscoverOrg Sales

84% of respondents said Requests for Proposal (RFPs) and Projects/Purchase initiatives are effective or very effective at predicting a prospect’s likelihood of predicting a purchase. If a sales team can get a seat at the table when a company is requesting proposals, or during the project planning phase, it stands to reason that those pitches will be selected over those who don’t get in the door in time. B2B sales pros and marketers swim in an ocean of information.

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What is the Best Sales Model for Your Sales Force?

Understanding the Sales Force

The yearly model might look like this: 7500 Attempts/Requests 1500 Conversations 150 New Scheduled Meetings/Calls 100 Quality Opportunities 75 Qualified Opportunities 68 Demos/Presentations 54 Proposals/Quotes 18 Closed. Demos/Presentations 1 Proposal/Quote 0.35

Hiring a Sales Manager - External or Internal?

Sales Benchmark Index

She currently works in a peer territory - not in the one needing an SM. Also consider: Sales aid usage - Sales aids include call plans, proposal templates, evaluation criteria, give-get frameworks, etc. Fill the open territories with the right SM.

10 sales blogs you should be reading every day

Excerpt: “Professional sellers who think like owners of their territories take more accountability for their outcomes and success, no matter what’s going on around them. They can also be used to create buyer-centric presentations, customized proposals and spot-on marketing initiatives.

The Numbers Are, Well, Just Numbers….

Partners in Excellence

Revenue, orders, growth, margin, share, performance against plan, performance against prior periods, pipeline metrics, calls made, meetings held, demos conducted, proposals submitted, wins/losses, expenses/budget, CPOD, people hired, turnover (voluntary/involuntary), performance in customers (e.g. Recently, I spoke to a senior manager who had set a “proposal goal” for all his sales people—“You have to present X proposals per week.”

How to Build Your Sales Operations Team from Scratch


Your sales reps will inevitably need help with quoting, proposal generation, and getting orders processed. As your sales ops team matures, however, the group will grow, and their focus will expand to other areas as well, including: Territory planning.

The 3 Big Faults Sales Finds with HR

Sales Benchmark Index

That made her a better partner – by proposing that she work on Sales priorities. Here is what she learned (and what SBI research confirms): Sales recruiting – Sales leaders do not want open territories. Plan for and propose some HR+Sales improvement projects. Meet Hanna.

4 Things Salespeople Can Learn From Marketing

Jeff Davis

Doing this exercise helps salespeople in that it forces them to think about their territory, identify high potential targets, and effectively go after the business. What I propose is using the fundamental Marketing Mix framework (aka the 4 P’s) and transforming it into a tool for salespeople.

The Ultimate Guide to Setting Sales Quotas

Hubspot Sales

Forecast quotas are generally assigned to specific sales territories or teams. Forecast Sales Quota Example: Let's say Jonathan is the pacific northwest territory rep for JVN Skates and traditionally closes $7500 in sales during Q4.

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Energize Sales Onboarding – Make it Agile

Sales Benchmark Index

This signals the end of sales training and readiness to handle a territory. Subject Matter Experts tend to be organized in disciplines like Industry Marketing, CRM, and Proposal Writing. Sales turnover is a silent killer.

Micromanage Me, Please

The Pipeline

Let’s use the example of a core metric important in driving sales, one of the simplest, proposal to closing ratio. I asked what expectations are set either in terms of activities, pipeline coverage, or territory contact/coverage/penetration.

Creating the Ideal Performance Culture

Sales Benchmark Index

Those reps were covering an extensive territory and large customer base. It mapped to a proposal generating tool. Success is based 50% on talent and 50% on performance conditions. As you plan for 2014, are you investing enough in both?

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The Critical Building Blocks of an Enterprise Sales Engine


At the highest end, you may be responding to RFPs (request for proposals) which will require a formal bid management process and team. Proposal management plans are the glue that binds the people and process. For example, we don’t move to a proposal until we have identified the stakeholders, understand the competition and the customer has agreed to the definition of our value proposition. Proven A-players who are the CEOs of their territory are what you are looking for.

The 13 Least Known Sales Technologies


4) Territory and Quota Management Solutions. Territory and quota management solutions assign leads to reps based on geographic areas. 10) Quote and Proposal Software.

Is Sales Ops Enabling the Buyer Process?

Sales Benchmark Index

Consider everything from strategy to territory design and all your work in-between. Consider the difference between offering to provide verses being asked for a proposal. Sales ops executives are charged with improving sales effectiveness and efficiency.

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A Better Way to Plan Your Sales Year

Sales Benchmark Index

Redesign territories. There’s the proposal, then there’s everything else. There are likely dozens of sales initiatives you can focus on to prepare for next year. Your team is already in your ear about new projects they want to pursue. Set up comp plans. Increase headcount.

How to Control Sales Conversations


Then, the sales representative recommends a solution for the problem and explains why the proposed solution addresses the prospects’ needs. This enables them to establish the solution’s value before wading into this tricky territory. Many sales representatives only start to think about closing the deal later in the sales process. However, to really set yourself up for closing, you need to be setting the groundwork from the very beginning.

How Do You Uncover Golden Opportunities?

Smooth Sale

Enthusiastically, I set out for my territory to begin the infamous pattern of ‘knocking on doors.’. Last, a new proposal was delivered and accepted. Attract the Right Job or Clientele: The list of success habits did not include how to uncover golden opportunities.

3 Bad Sales Habits That Hurt Your Performance


A Players are selective about vendors they work for and favor start-ups that offer large territories, lucrative commission structures, and potential equity. Some sellers may go so far as to issue proposals because they feel it is a step in moving opportunities forward. Even if an executive tries to read the proposal would it be compelling enough to elicit a positive reaction? In many cases, proposals will remain in pipeline limbo migrating toward no-decision.

How CPQ Helps Finance Grow Revenue and Increase Profitability

Cincom Smart Selling

The specific plans proposed to achieve these revenue targets are the figurative horses that management must bet on to complete their annual plan. Finance is uniquely equipped to offer validation of the plans as proposed. CPQ data illuminates specific performance metrics related to individuals, departments, territories, products and options. Territory Performance. Perhaps abandoning a specific territory is necessary.

SiriusDecisions Research: Longer Sales Cycles Drive Need for Change

The ROI Guy

And even when the decision makers are convinced that your proposal is worthy, they are woefully short on budget and resources, delaying commitment even further. 2) What’s the value of the proposal to each stakeholder?

11 Traits of a High Performance Sales Culture

Sales Benchmark Index

Revised sales territories. Hank proposed that Dani work on a common vision for the sales force. How do you know if your sales force is a high-performing one? This post lists some attributes of high-performance sales cultures.

Why Your Sales Forecasts Suck (and What to Do About It)

Hubspot Sales

Territory level forecasting: Use this if your salespeople cover geographies with dozens or even hundreds of accounts. I once knew a salesperson who always claimed his outstanding proposals were 75% likely to close. What is a sales forecast?

Sales Management Software: Don’t Forget CPQ!

Cincom Smart Selling

Sales management software tools cover a vast amount of functional territory. Quoting/Proposing. Quoting/Proposing – CPQ can help sales managers identify what pricing and value elements resonate with specific types of prospects. Knowing what to emphasize within a proposal and what can be relegated to supporting data will increase the feel of customization and personalization of the proposal as perceived by the prospect.

How to systemize the way your sales reps generate, manage and close opportunities


This proposes a question to the rep, “What am I doing to move these deals through the sales cycle?” I could see leads that were over 15 days old, so I drilled down into them and could see that they were being routed to the wrong rep, in the wrong territory, selling the wrong product.