Prospecting Territories Trends White Paper 
The Pipeline
AUGUST 8, 2011
Last week I wrote about the follies of having a shorter sales cycle , beyond the points highlighted, I think it raises another trend in sales these days. One that permeates many aspects of sales, starting at planning and territory alignment, right down to day-to-day tactical aspects of sales. Prospecting. Territory Alignment.
The Pipeline
OCTOBER 31, 2011
Recently I have seen a trend that has warmed my heart a wee bit, companies who are actually creating sales libraries for their sales teams. The trend I am seeing at a number of companies goes beyond that. Prospecting. Territory Alignment. White Paper. 3 R’s of Prospecting Success. Negotiations.
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The Pipeline
APRIL 27, 2011
This can be an overview of new research, feedback from a recent customer briefing, review of new market trends or analyst data, or even a quick presentation or interview (live or recorded) with an actual customer. Prospecting. Territory Alignment. White Paper. 3 R’s of Prospecting Success. Next Steps.
Hubspot Sales
DECEMBER 29, 2017
Your prospects are focused on starting fresh, driving change, and setting yearly goals -- if you reach out with a relevant suggestion or compelling value proposition, they’ll be primed to respond. Most messages are relatively cut-and-dry, so prospects are usually surprised and impressed by anything with a little personality.
The Pipeline
DECEMBER 12, 2011
The other two, allow you to spot changing trends and help you avoid the tunnel vision created when you look only at the wins. Prospecting. Territory Alignment. White Paper. 3 R’s of Prospecting Success. Simply stated, understanding the wins will help you understand what to look for and repeat.
SalesLoft
MAY 13, 2016
Director at Birst, Chris Pham is joining us on the Salesloft blog as part three of a five part series on trends in sales development. This is the PPOV and by consistently delivering it SDRs earn time with prospects. CEB Challenger Sale’s teach, tailor and take control methodology has fundamentally changed prospecting.
The Pipeline
AUGUST 26, 2011
Her company’s sales training had focused on helping customers find emerging markets, gaps in an industry’s solutions to challenges and areas where IT should be entering in order to take advantage of the latest and most sustainable trends. Prospecting. Territory Alignment. White Paper. Ian felt bad for Sandra.
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