Pipeliner
DECEMBER 23, 2023
His free workshops are your weapon against the funding beast, teaching you the secrets to crafting an irresistible pitch. Step Outside Your Comfort Zone, But Not Too Far: Should you ditch your expertise and chase the next shiny trend? If your current expertise leads to a non-scalable business, then yes, explore uncharted territory.
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. Social Selling.
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Hubspot Sales
JANUARY 9, 2018
If you have territories, assign a sub-goal to each. Run three-day referral techniques workshop. You should also discuss market trends. Of course, you’ll probably have more than one goal. Identify the most important, then rank the rest by priority. That will make it easier to identify over- and under-performers.
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. Some companies are buying multiple copies of multiple books, and creating in house libraries.
Customer Centric Selling
DECEMBER 20, 2016
I realized very quickly that if I was going to fulfill my revenue obligation to my employer and earn the amount of money I wanted to make, I was going to have to come up with a plan - a Territory Sales Plan. The time to begin developing your 2017 Territory Sales Plan is NOW. Ask your salespeople to develop a 2017 Territory Sales Plan.
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. We’re not selling in a vacuum. At each meeting, the customer should be heard. Social Selling.
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. Experience involves reviewing outcomes of previous deals, not just those you win, but losses, and the ones that went to no decision. Social Selling. Time Allocation. Time Management.
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