The Pipeline

JANUARY 22, 2019

People will tell you that the number one reason sellers do not like to prospect, specifically telephone prospecting, is rejection. There is no mistaking a rejection on the phone, but with those other softer tools, you can tell yourself they’re just ignoring you, maybe next time. By Tibor Shanto. Best Defence Is a Good Offence.

Objections 267

Objections Prospecting SME Cold Calling 267

Crunchbase

MARCH 13, 2023

For instance, it’s often easier to get meetings with prospects in the SME space, particularly startups. Tools like People.ai , Gong , Xactly and Clari (a Sapphire Ventures portfolio company) can help teams with predictive forecasting and give granular insights into deal progression so they can make the most informed decisions.

Territories 59

Territories Churn Face-to-face SME 59

Mindtickle

JANUARY 27, 2017

The key to effective coaching is to provide specific tools, identify gaps and enable remediation workflow that is readily accessible to both managers and reps every day. Ensuring there is a culture of coaching accountability and sales coaching process ensures managers coach reps on the most important area. Key to coaching success.

Sales Coaching 59

Sales Coaching Coaching Top of Funnel SME 59

Mindtickle

JANUARY 27, 2017

The key to effective coaching is to provide specific tools, identify gaps and enable remediation workflow that is readily accessible to both managers and reps every day. Ensuring there is a culture of coaching accountability and sales coaching process ensures managers coach reps on the most important area. Key to coaching success.

Sales Coaching 52

Sales Coaching Coaching Top of Funnel SME 52

Close.io

FEBRUARY 24, 2020

Best sales enablement tools to automate the process. ? Sales operations is the team that plans and organizes rep operations, territory planning, lead generation, sales analytics, and more. Which case studies and testimonials are your sales reps providing to prospects? Today, we’ll see: ? 9 sales enablement best practices.

Sales Enablement 85

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

Sales Hacker

OCTOBER 23, 2019

And therein lies my point: The fallacy that 60+ hour weeks, chugging buckets of coffee, and juggling dozens of prospects at the same time equates to the magic formula of #winning. There’s a tool to optimize just about every part of the typical sales cycle, both at a personal and organizational level. . Appointed the wrong SME.

SME 45

SME Lead Gen Data System 45