Xactly
OCTOBER 1, 2018
Are we assigning effective territories? By enabling Insights for ourselves, we quickly discovered a handful of important trends and leading indicators for rep attrition and how tenure affects performance. Are we creating competitive enough comp plans to attract and retain the right reps? Is our pay in line with performance?
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. Territory Alignment. White Paper.
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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. Territory Alignment. White Paper. Social media. Social Selling. Time Allocation. Time Management. Voice mail.
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. Territory Alignment. White Paper. We’re not selling in a vacuum. Social media. Social Selling. Voice mail.
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. Territory Alignment. White Paper. Experience involves reviewing outcomes of previous deals, not just those you win, but losses, and the ones that went to no decision. Social media. Social Selling.
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. Territory Alignment. White Paper. Ian felt bad for Sandra. Social media. Voice mail.
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. The Account Development and Market Development roles are needed to create a scalable way to manage territories, align with the field and, most of all, to create focus.
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