Pointclear

FEBRUARY 23, 2018

Is it the person who signed up for your webinar this week? Just try to pass them on to your field sales team and you’ll see. They all have college degrees, they’ve been through sales training (Miller Heiman, SPIN ® Selling, Solution Selling ® ) and they’re PointClear certified, so they have the skills to sell.

Sales Qualified Lead 100

Sales Qualified Lead Forecasting Outsourcing Services PointClear 100

SugarCRM

AUGUST 30, 2022

Sugar Sell offers the solution to create quotas, develop your contracts, and track your opportunities to get better data for your lead, opportunity conversions, and retention rates. Choose the Right Sale Forecasting Method for Your Company. Make a dictionary of terms. There are a few different ways of doing a forecast.

Forecasting 26

Forecasting Lead Rank Ideal Customer Profile Company 26

SBI

SEPTEMBER 4, 2012

He states “It’s surprising how often senior executives or even first-line sales managers take for granted that their people are working the right accounts. Choosing our target accounts, which effectively also means how we should be investing our time, is one of the few truly strategic things we do in sales.”.

Revenue 101

Revenue Handbook Face-to-face Penetration 101

SBI

JANUARY 8, 2013

As President of Smart Selling Tools , she consults with many of the top sales productivity software vendors as well as end-user organizations looking to select the right tools. Click to get Nancy’s What & When weekly digest with invitations to complimentary webinars and informative publications.

Customer 128

Customer Hiring Wireless Up-Sell 128

LeadFuze

MAY 30, 2021

Having a defined sales process allows you to gain a better understanding of what is and isn’t working and helps you identify bottlenecks in the way you do sales. . It helps sales reps stay on course by giving them a clear roadmap they can follow in order to move prospects from one stage to the next.

Sales Process 59

Sales Process Revenue Top of Funnel Sales Qualified Lead 59

Understanding the Sales Force

JANUARY 14, 2014

Last week, Dennis Connelly wrote a good article on another important conversation , the one between the sales manager and the salesperson. And Frank Belzer wrote an important article on the Architecture of a Sales Force]. - a process without a methodology Watch Frank Belzer''s 1-minute video on this topic.

Sales Methodology 269

Sales Methodology Negotiation Proposal Analysis 269

Tony Hughes

MARCH 13, 2018

Just reading Jonathan Farrington's statistic that, 'the average quota attainment in B2B sales is below 60%,' prompts me to lay out a blueprint on how to fix it. I can't tell you how rare this is that I've even advocated incentivizing sales people who do this as a KPI. Study it all and become a student of sales.

Social Selling 63

Social Selling Ideal Customer Profile Lead Rank Top of Funnel 63

SBI

JUNE 4, 2013

You might start by going to Colleen’s upcoming presentation at the Sales Management and Performance Exhibition (#SMP2013) in London this week. Along with Colleen, one of my dear friends and consummate sales management expert Dr. Jonathan Farrington will be presenting. What are your salespeople to do?

Engineering 137

Engineering Lead Generation Revenue Influencer 137

Gong.io

FEBRUARY 9, 2019

That’s a good sales tactic used at the wrong time. Focus on selling the meeting, not on asking a probing question your sales manager would be proud of. It’s your time to sell the meeting. That’s how you sell to the C-suite. Sign up for that webinar above. Pitch a targeted value prop.

Cold Calling 133

Cold Calling Call-back Objections Buyer 133