Sales and Marketing Management

MAY 24, 2018

These situations might include: Troubled territory – What if a particular sales territory or geography is struggling with an aggressive competitor? Whether it was a training workshop, a product launch or a messaging rollout, the activity was event-based, non-virtual and done in isolation. Offline --> online --> inline.

Territories 185

Territories Margin Training Pipeline 185

The Pipeline

FEBRUARY 3, 2012

Stored in Attitude , Business Acumen , EDGE Sales Process , Metrics , Productivity , Sales Success , Territory Alignment , execution. By shrinking your territories, strategically where it make sense. logically shrink territories. logically shrink territories. Not all sales people have the same skills.

Pipeline 212

Pipeline Territories Harvest Cold Calling 212

The Pipeline

JUNE 3, 2011

5 Ways to Boost Your Email Prospecting Response Rate. Prospecting via email can be wildly rewarding, or incredibly frustrating. In fact, we’ve coached clients through a number of simple steps that have helped them double or triple their prospecting email response rates virtually overnight. April 2008. March 2008. February 2008.

Pipeline 286

Pipeline Prospecting Twitter B2B 286

The Brooks Group

NOVEMBER 23, 2015

As the year comes to a close and your team is busy trying to meet their Q4 target, don’t let prospecting for the new year fall by the wayside. Even the most skilled salespeople can’t close a deal if they aren’t capable of getting in front of the right people, so your team’s prospecting effectiveness should be your top priority for 2016.

Prospecting 40

Prospecting Territories Pipeline Up-Sell 40

The Brooks Group

NOVEMBER 15, 2017

In the race to finish the year strong, prospecting often gets put on the back burner while sales reps spend time and energy on closing the open business opportunities they’re working. But salespeople need to be able to fill the pipeline with highly qualified prospects in order to be successful going into the New Year. Sense of Urgency.

Prospecting 63

Prospecting Ideal Customer Profile Sales Qualified Lead Referrals 63

The Brooks Group

NOVEMBER 29, 2017

The holiday season can be a challenging time to connect with clients and prospects. During the holiday season, clients and prospects are bombarded with generic “Happy Holidays!” During the holiday season, clients and prospects are bombarded with generic “Happy Holidays!” Make sure this is visible to prospects and clients.

Prospecting 63

Prospecting Collateral Face-to-face Territories 63

The Pipeline

SEPTEMBER 25, 2013

Whether by fate or chance, the following definition was contained in a marketing piece I received in my inbox yesterday: “By definition, “Cold Calling” is the marketing process of approaching prospective customers or clients, typically via telephone, who were not expecting such an interaction. Just like they used to.

Cold Calling 282

Cold Calling Outsourcing Services Wireless Harvest 282

The Brooks Group

OCTOBER 19, 2015

Without strategic territory planning at the senior leadership level, your organization can’t move forward. But at the field level, for sales reps who are generally fast-paced and enjoy selling more than planning , getting disciplined around prospecting can be a challenge. Focus on Prospect Quality, Not Size.

Prospecting 40

Prospecting Territories Top of Funnel Sales Qualified Lead 40

The Pipeline

MAY 27, 2011

10 Fail-proof Tasks to Help Turn Your Prospects into Buyers. Prospecting is a term that’s been around for a long time. Your business strategies are the same as the gold-miners, except instead of digging for ore, you’re digging for customers, with your mind focused on this: you want to find the right prospects—the serious buyers.

Pipeline 243

Pipeline Prospecting Twitter Ideal Customer Profile 243

Anthony Iannarino

AUGUST 3, 2020

There may not be anything that improves your character or skills quite so much as not being able to rely on any factor outside of the value you create for your prospective client to win big deals. When you are building a list of potential prospective clients, you need to prioritize your list. There was a time when leads were rare.

Lead Rank 122

Lead Rank Lead Scoring Leads Marketing Qualified Lead 122

The Brooks Group

SEPTEMBER 18, 2018

100,000 Brand New Accounts from Prospecting. If you realize how important planning is to your sales team's success, give them a structured formula for doing it with the Sales Territory Planning Workshop. Watch the video below to learn more about the Sales Territory Planning Workshop. Step 3: Identify Obstacles.

Territories 79

Territories Conference Face-to-face Quota 79

The Pipeline

DECEMBER 7, 2011

Stored in Appointments , Attitude , Business Acumen , Cold calling , Guest Post , Planning , Proactive , Prospecting , Sales Strategy , Sales Success , Sell Better , Video , Voice mail , execution. For me the question of whether you do or do not leave voice mails when prospecting is so Sales -1.0, Prospecting. Add a Comment.

Pipeline 245

Pipeline Cold Calling Webinar Metrics Hiring 245

SalesforLife

JUNE 27, 2019

If you read our blog, you know that account executives are responsible for building TAM maps for their particular geographic territory. By building your TAM, you’re not just randomly reaching out to prospects – you’re using a strategic approach to segment accounts that you want to have at your event by gauging interest levels.

Campaigns 95

Campaigns Ideal Customer Profile Strategy Trade Show 95

The Pipeline

AUGUST 8, 2011

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. 3 R’s of Prospecting Success. The answer is in how proactive an approach you take sales, and who you are engaging with. Tibor Shanto.

ACT 244

ACT Pipeline Top of Funnel Hiring 244

Mindtickle

JULY 31, 2023

Less time in front of prospects & customers [post-COVID] he COVID-19 pandemic drastically reduced the amount of face-to-face time sales representatives have with prospects and clients. Sales representatives must be trained to ensure they adhere to these requirements in their interactions with prospects and clients.

Sales Enablement 52

Sales Enablement Face-to-face Scale Collateral 52

The Pipeline

SEPTEMBER 9, 2011

. “But we’re not IBM” Stored in Attitude , Business Acumen , Communication , Communication Strategy , Guest Post , Prospecting , Sales 2.0 , Sales Strategy , Sales Success , Social Selling. In the process of prospecting a small business, you bring up a recognizable Fortune 50 company as a point of reference.

Pipeline 226

Pipeline Social Media Face-to-face Ideal Customer Profile 226

The Pipeline

NOVEMBER 23, 2011

Stored in Attitude , Business Acumen , EDGE Sales Process , Funnel management , Impact Questions , Interactive Selling , Planning , Prospecting , Sales Leadership , Sales Strategy , Sales Success , Sell Better , Video , execution , qualifying. Prospecting. Territory Alignment. 3 R’s of Prospecting Success.

Sales Qualified Lead 231

Sales Qualified Lead Pipeline Cold Calling Webinar Metrics 231

The Pipeline

JANUARY 11, 2012

Stored in Attitude , Buying Process , EDGE Sales Process , Forecast , Funnel management , Interactive Selling , Planning , Proactive , Prospecting , Sales Cycle , Sales Process , Sales Strategy , Sales Success , Time Allocation , execution. Prospecting. Territory Alignment. 3 R’s of Prospecting Success. Next Steps.

Pipeline 209

Pipeline Face-to-face Cold Calling Sales Cycle 209

The Pipeline

MARCH 28, 2011

Most common of these is prospecting, but there are other things including keeping the information in their CRM up-to-date. Fearing that if they “lost” the rep they would somehow be behind, the vacant territory syndrome. Prospecting. Go ahead, do it , click here now! Sales eXchange , Tibor Shanto , Time Allocation.

Pipeline 220

Pipeline Twitter Hiring Territories 220

The Pipeline

APRIL 27, 2011

Stored in Attitude , Business Acumen , EDGE Sales Process , Prospecting , Sales Technique , Video , Voice mail , execution. Two weeks ago I in a post title Prospecting and the “Last Inch” , looking at key thing to consider at that final moment when you have to reach out and engage directly with your prospect. Prospecting.

Pipeline 223

Pipeline Cold Calling Hiring Compensation 223

The Pipeline

NOVEMBER 16, 2011

Prospecting. Territory Alignment. 3 R’s of Prospecting Success. Negotiations. Next Steps. Objection Handling. On-Line Conference. Plagiarism. Presentation. Proactive Triggers. Proactivity. Productivity. qualifying. Random Walk Down Sales Street. Reputation 2.0. Sales Bloggers Union. Sales Compensation. Sales Cycle.

Pipeline 240

Pipeline Cold Calling Hiring Compensation 240

SBI

SEPTEMBER 12, 2018

Its sales territory optimization solutions enable companies to maximize revenues across the entire sales force – territory by territory. TimeTrade can be integrated into almost any channel, allowing prospects and customers to make meetings and appointments at the peak of their interest. Booth 1728. Booth 1910.

Vendor 106

Vendor InsideView Hotels Hiring 106

The Pipeline

OCTOBER 26, 2011

Prospecting. Territory Alignment. 3 R’s of Prospecting Success. Negotiations. Next Steps. Objection Handling. On-Line Conference. Plagiarism. Presentation. Proactive Triggers. Proactivity. Productivity. qualifying. Random Walk Down Sales Street. Reputation 2.0. Sales Bloggers Union. Sales Compensation. Sales Cycle.

Pipeline 240

Pipeline Lead Rank Lead Scoring Cold Calling 240

The Pipeline

JANUARY 18, 2012

Prospecting. Territory Alignment. 3 R’s of Prospecting Success. Negotiations. Next Steps. Objection Handling. On-Line Conference. Plagiarism. Presentation. Proactive Triggers. Proactivity. Productivity. qualifying. Random Walk Down Sales Street. Reputation 2.0. Sales Bloggers Union. Sales Compensation. Sales Cycle.

Pipeline 253

Pipeline Cold Calling Hiring Compensation 253

Partners in Excellence

NOVEMBER 27, 2018

Rather than a sales focused training workshop on problem solving, what if sales people train with finance, engineering, operations, and manufacturing people? In that workshop, I was learning with them, understanding their perspective, how they thought about things.

Selling Skills 91

Selling Skills Face-to-face Banking Scale 91

The Pipeline

AUGUST 10, 2011

Stored in Attitude , Business Acumen , EDGE Sales Process , Interview , Lead Management , Proactive , Proactivity , Prospecting , Sales Process , Sales Strategy , Success , Video , execution. Prospecting. Territory Alignment. 3 R’s of Prospecting Success. The Pipeline Renbor Sales Solutions Inc.s Add a Comment.

Sales Cycle 244

Sales Cycle Pipeline Conversion Webinar Metrics 244

The Pipeline

AUGUST 22, 2011

Stored in Attitude , Business Acumen , Cold calling , EDGE Sales Process , Proactive , Prospecting , Sales Success , Sales Technique , Sales eXchange , execution. The other day I was talking with a couple of sales managers trying to help their people be more effective in prospecting. Prospecting. Territory Alignment.

Pipeline 255

Pipeline Cold Calling Hiring Sales Qualified Lead 255

The Brooks Group

DECEMBER 4, 2017

With many clients and prospects out of the office, however, there are opportunities for your entire sales team to assess what’s going well and where there’s room for improvement. 8 Winning Questions Your Sales Reps Should Be Asking Every Prospect. The 5 Characteristics of a Qualified Prospect.

Territories 61

Territories Pipeline Follow-up Meeting 61

The Pipeline

MARCH 7, 2012

Prospecting. Territory Alignment. 3 R’s of Prospecting Success. Negotiations. Next Steps. Objection Handling. On-Line Conference. Plagiarism. Presentation. Proactive Triggers. Proactivity. Productivity. qualifying. Random Walk Down Sales Street. Reputation 2.0. Sales Bloggers Union. Sales Compensation. Sales Cycle.

Pipeline 210

Pipeline Sales Qualified Lead Cold Calling Webinar Metrics 210

The Pipeline

MARCH 6, 2012

Prospecting. Territory Alignment. 3 R’s of Prospecting Success. In these times of shrinking margins and diminishing returns, Mark’s insights will change the way you think about discounting, price, negotiating, and, above all, the all-important concept of value. Negotiations. Next Steps. Objection Handling.

Pipeline 212

Pipeline Hiring Top of Funnel Cold Calling 212

Hubspot Sales

JANUARY 9, 2018

If you have territories, assign a sub-goal to each. Run three-day referral techniques workshop. Identify 100 potential prospects and assign tiger team to each. Of course, you’ll probably have more than one goal. Identify the most important, then rank the rest by priority. Strategies and tactics. Hold two executive-level events.

Buyer Persona 145

Buyer Persona Referrals How To Commission 145

The Pipeline

FEBRUARY 8, 2012

Prospecting. Territory Alignment. 3 R’s of Prospecting Success. Negotiations. Next Steps. Objection Handling. On-Line Conference. Plagiarism. Presentation. Proactive Triggers. Proactivity. Productivity. qualifying. Random Walk Down Sales Street. Reputation 2.0. Sales Bloggers Union. Sales Compensation. Sales Cycle.

Pipeline 228

Pipeline Top of Funnel Cold Calling Webinar Metrics 228

The Pipeline

FEBRUARY 15, 2012

Prospecting. Territory Alignment. 3 R’s of Prospecting Success. Negotiations. Next Steps. Objection Handling. On-Line Conference. Plagiarism. Presentation. Proactive Triggers. Proactivity. Productivity. qualifying. Random Walk Down Sales Street. Reputation 2.0. Sales Bloggers Union. Sales Compensation. Sales Cycle.

Pipeline 223

Pipeline Hiring Demand Generation Demand Generation Targets 223

The Pipeline

JANUARY 23, 2012

Most in sales are comfortable with planning on an annual level, territory level and account level. Prospecting. Territory Alignment. 3 R’s of Prospecting Success. The first is time to “fight fires”, the second is time for planning. Planning in sales, is multifaceted discipline. Negotiations. Next Steps. Plagiarism.

Pipeline 220

Pipeline Top of Funnel Hiring Webinar Metrics 220

The Pipeline

JULY 1, 2011

Prospecting. Territory Alignment. 3 R’s of Prospecting Success. Negotiations. Next Steps. Objection Handling. On-Line Conference. Plagiarism. Presentation. Proactive Triggers. Proactivity. Productivity. qualifying. Random Walk Down Sales Street. Reputation 2.0. Sales Bloggers Union. Sales Compensation. Sales Cycle.

Pipeline 181

Pipeline Cold Calling Hiring Compensation 181

The Pipeline

JANUARY 17, 2012

Prospecting. Territory Alignment. 3 R’s of Prospecting Success. Negotiations. Next Steps. Objection Handling. On-Line Conference. Plagiarism. Presentation. Proactive Triggers. Proactivity. Productivity. qualifying. Random Walk Down Sales Street. Reputation 2.0. Sales Bloggers Union. Sales Compensation. Sales Cycle.

Influencer 222

Influencer Pipeline Hiring Top of Funnel 222

The Pipeline

FEBRUARY 24, 2012

The sales person armed with a wheel full of “synergies”, “efficiencies”, and “value propositions”, all they are missing is a prospect to drop into the right slot, just like the ball at the casino. Prospecting. Territory Alignment. 3 R’s of Prospecting Success. Negotiations. Next Steps. Plagiarism.

Pipeline 240

Pipeline Hiring Top of Funnel Cold Calling 240