A Sales Enablement Tool for the CEO

Sales Benchmark Index

Tools 273

The Territory Optimization Revolution

OpenSymmetry

A critical element that is relatively new is territory optimization and we will examine the case for this in this article. In order to maximize performace at the 100m, athletes train and diet – you will find that some do it through drugs, but that is like lying to the customer.

Sales Strategy #4: Plan to Succeed

Steven Rosen

I hope you have enjoyed our video series so far in terms of strategies to Crush your Sales Numbers. Strategy #4 is have your sales reps develop their own territory business plans. The post Sales Strategy #4: Plan to Succeed appeared first on Star Results. Plan to Succeed.

Sales Strategy #5: Develop a Coaching Culture

Steven Rosen

Hi, this is my fifth video on Sales Strategies to Crush Your Sales Numbers, I call it Develop a Coaching Culture. . Sales Strategy #2 Execute with Excellence because most companies do not execute with excellence. Sales Strategy #3: Invest in Yourself.

7 Must-Have Automated Documents for Sales Success

CRM) platforms, lead funnel strategies, and new communications tools to accelerate. source, territory, or industry vertical—to make quick. What process and training changes will be required? Consider account value and tiers when preparing a business review strategy.

Sales Strategy Plan

The Digital Sales Institute

A sales strategy plan is your strategic approach to winning new customers plus developing and retaining existing customers. To create real, lasting growth for your business, you need to create your own grand sales strategy plan and then make it happen. Sales Strategy Plan Overview.

Key account sales training

Sales Training Connection

Key Account Executives Sales Training. Over the years we have had the opportunity to design sales training initiatives for numerous companies having Key Account sales teams. One additional insight relates to the nature of the sales training. Train as a team.

How To Win On The Front Line Using Strategy, Sun Tzu and Sales Readiness

Bernadette McClelland

Not much differentiates one company from another these days – in fact, not a lot separates products, but we all know that the differentiating factor lies in the individual salesperson, their leadership and the strategies employed to gain the high ground.

"Everyone" is Not Your Prospect: Boost Sales Success with a Segmentation Strategy

Sales Result

A common mistake made by sales leadership is not including segmentation in their territory planning process and overall sales strategy.

How to optimize your sales training investment

Sales Training Connection

Sales Training Investment. How much money are companies spending on sales training? ” There are several avenues to attack the question: How do you optimize your sales training investment? At that point we totally changed how we designed our sales training.

In the Age of AI, Training Is More Critical Than Ever

Sales and Marketing Management

Before that happens, though, the AI has to be trained?—? The first step toward sales AI success will be taken not by salespeople, but rather by sales ops and the IT pros determining the right data to train the system. This is unexplored territory?—?and

Start/Stop/Pivot/Restart Sales Strategies

Partners in Excellence

Some of the obvious: Prospecting, working deals, planning calls, developing proposals, developing territory/account plans, pipeline management/forecasting, time management, learning/training, one on one’s with managers (hopefully for coaching), and yes, even administrivia.

Sales strategy – playing to win … not playing to lose

Sales Training Connection

Sales strategy - playing to win. These sales reps are looking to maximize the productivity of their territory. If you found this post helpful, you might want to join the conversation and subscribe to the Sales Training Connection.

Craft sales strategy by thinking ahead and reasoning back

Sales Training Connection

Craft sales strategy. They also recognize that in major accounts strategy is constantly a work in progress; hence, they are constantly readdressing strategic questions such as: Who are the players in the decision process and what role are they playing?

Strategy review sessions: a different perspective – A STC Classic

Sales Training Connection

Crafting a sales strategy is a key to success – especially when selling into major accounts. While front-line sales managers agree, we often hear comments like, “I don’t have the time” and “My territory is spread out and I don’t see my people face-to-face”. A Classic - '63 Corvette.

Strategy review sessions – a different perspective

Sales Training Connection

Strategy Review Session. Crafting a sales strategy is a key to success – especially when selling into major accounts. While front-line sales managers agree, we often hear comments like, “I don’t have the time” and “My territory is spread out and I don’t see my people face-to-face”. .

The Pipeline ? Successful Strategies for Prospecting ? Roundtable

The Pipeline

Successful Strategies for Prospecting – Roundtable. Stored in Attitude , Buying Process , Cold calling , Communication Strategy , EDGE Selling , Gap Selling , Interactive Selling , Planning , Proactive , Prospecting , Sales Strategy , Sales Tip , Success. Sales Strategy.

The Pipeline ? 25% Increase in Sales Training ROI ? Sales.

The Pipeline

25% Increase in Sales Training ROI – Sales eXchange – 115. Some aspects of sales training are easy to measure others not so, but it is a fair question when I am asked what they can expect from an ROI standpoint. Given that, why train them? Communication Strategy.

ROI 242

A 2026 excursion to the future of sales training

Sales Training Connection

Sales Training – 2026. As a way of exploring the future of sales training, let’s time travel to the year 2026 and examine the major trends of the day. A number of the authors writing back in 2016 suggested that sales training was at an inflection point.

Etch a sketch sales force – implications for sales training

Sales Training Connection

Adapting a sales team so that it is aligned with the customer base requires fine-tuning along a variety of dimensions from sales strategy, territory design, and structure to the performance skill sets of the account executives. Create more innovative training designs.

The Pipeline ? The REAL Problem with Sales Training

The Pipeline

The REAL Problem with Sales Training. Stored in Guest Post , Productivity , Sales Leadership , Sales Success , Sales Training , e-book , execution. The REAL Problem with Sales Training – The Pipeline Guest Post – Jonathan Farrington It seems that every week… [link].

What's Wrong With Your Sales Training Program

HeavyHitter Sales

Here’s one of my recent Harvard Business Review articles titled “What’s Wrong With Your Sales Training Program.”.   Somehow, “successful” sales training has become associated with a thick binder of material the salesperson lugs home from the class (never to open again).

Sales training: it isn’t about – if it ain’t broke don’t fix it

Sales Training Connection

Sales Training Investment. The strategic “it” in this case is the decision about whether you should make an investment in sales training. The sales training discussion needs to be updated and reframed. Go-to-market strategy.

Sales Tech Game Changers: @InsideView – How to Identify New Market Opportunities

Smart Selling Tools

Below are a few ways we help sales organizations: Go-to-market – As the market shifts from volume-based to targeted sales and marketing strategies like ABM, InsideView helps organizations identify new market opportunities, align sales and marketing execution, and optimize revenue performance.

The Pipeline ? Shrink Your Way To Success

The Pipeline

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. Sales Success , Territory Alignment.

Building a Sustaining Partner Community: a Channel Strategy

Your Sales Management Guru

Channel Strategy: Building a Sustaining Partner Community. -A But before I detail their actions, the three things they did not do were: Add more VAR’s into territories creating too much competition. They began to build a Sales Management training focus. Training Programs.

The Pipeline ? Battle Reparation Tactics Meet Marketplace Strategies

The Pipeline

Battle Reparation Tactics Meet Marketplace Strategies. Battle Reparation Tactics Meet Marketplace Strategies [link]. Battle Reparation Tactics Meet Marketplace Strategies [link] #news #sales. Battle Reparation Tactics Meet Marketplace Strategies [link] #news #sales.

Hunters and farmers – it’s time to change sales strategy

Sales Training Connection

Getting the compensation system and territory coverage model right are critical for the transition to be implemented successfully. Consider additional training and coaching. If you found this post interesting, why not subscribe to the Sales Training Connection ?

The Pipeline ? Talking Long-Term ? Acting Short-Term ? Sales.

The Pipeline

One that permeates many aspects of sales, starting at planning and territory alignment, right down to day-to-day tactical aspects of sales. One of the things I hear most often from people we train is that they want to create “urgency” in their buyers. Communication Strategy.

ACT 251

Hunter and farmers – it’s time to change sales strategy – A STC Classic

Sales Training Connection

A Sales Training Connection Classic. Getting the compensation system and territory coverage model right are critical for the transition to be implemented successfully. Consider additional training and coaching.

The Pipeline ? Retarded Sales Behavior and The Reasons We.

The Pipeline

Stored in Attitude , EDGE Selling , Guest Post , Proactivity , Sales Strategy , Sales Tool , execution. Instead of being thought-leaders we’ve become frenetic, selfish territory managers. It’s a strategy we all need. Communication Strategy. Sales Strategy.

The Pipeline ? ?But we're not IBM?

The Pipeline

“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. Communication Strategy. Sales Strategy. Sales Training.

Finding the Right Sales Performance Management Vendor

OpenSymmetry

Coaching and Training. Territory and Quota Management. Jon Clark is the EMEA Strategy Services Director at OpenSymmetry and joined the team in 2009.

5 Selling Lessons From the Saddle

Smart Selling Tools

I’ll be honest here, I didn’t do enough of the right training to make this challenge easier. I could try to make excuses but the reality is that I have to take responsibility for this, more training would have helped.

Sales Training Insight into Sales - An Art or a Science?

Customer Centric Selling

Sales Training Article: Art or Science? By John Holland, Chief Content Officer, CustomerCentric Selling® - The Sales Training Company In my mind sales is a combination of science and art. After being trained in products/offerings, new hires are assigned quotas and territories.

Medical device sales success – an urgent need to do something different – An STC Classic

Sales Training Connection

Given these changes there are a number of tactical changes that can and should be considered, but what about a fundamental strategy shift? One strategy with a great track record for the latter is the implementation of a Key Account Manager (KAM) program. How do you train KAMs? .

Channel Management Strategies: Using CPQ to Improve Customer Experience

Cincom Smart Selling

For companies using a direct selling model, that may mean new marketing messages and additional sales training. An alternative is a multi-channel strategy. Here are several conventional wisdom strategies or beliefs that while commonly accepted by manufacturers are not always beneficial to the customers. Great partners should get exclusive territories – One partner handling all customers and all types of customers can be problematic. Every company wants to grow.

Medical sales – selling new technologies to physicians

Sales Training Connection

First, it is important to recognize that the strategy and narrative for selling to early adopters does not extrapolate to the general population. If you found this post helpful, you might want to join the conversation and subscribe to the Sales Training Connection.

6 Signs You May Need to Rethink Your Sales Strategy

The Brooks Group

Learn to recognize when your sales team has veered off the path, and consider tweaking your sales strategy to get them headed back in the right direction. Here are 6 signs that you may need to rethink your sales strategy: 1.

10 tips for B2B salespeople to win the sales call execution challenge

Sales Training Connection

As salespeople settle into the new year, analyze their territories and their new comp plans, their focus will begin to shift to individual accounts and how they can achieve their 2014 sales goals. The first key to sales success is crafting a good sales strategy.