STAR Results

MAY 31, 2021

Hiring Sales Stars . Whether you are starting a new sales force or hiring a new rep to fill a vacancy, the four principles of the STAR Process will help you select top sales performers. Without a clear process, your sales managers will each adopt their own approach and ultimately achieve sub-optimal results.

Sales 274

Sales Territory Relationship building Account management 274

Understanding the Sales Force

AUGUST 3, 2022

If you think about territory sales or sales into a specific vertical, reps should be calling on the same customers and prospects all the time. Weeding is like playing the arcade game wack-a-mole where you pull the weed, use a weed wacker, or poison the weed on Monday and two more weeds appear in its place on Tuesday.

Account management 118

Account management Territory Gaming Up-sell 118

Sales Hacker

SEPTEMBER 21, 2021

In this episode of the Sales Hacker Podcast, we have Paula Shannon , Chief Evangelist at Lilt , a machine learning company focused on language translation. Join us for an engaging conversation about language, sales, career success, and embracing cultural differences in leadership. How to open a regional office.

Territory 103

Territory Finance B2C X-functional 103

Sales Pop!

JUNE 13, 2022

We are creating a new category in the sales technology industry: the Sales Suite. Today sales—and, really, commerce as a whole—has hit an all-time high of complexity. That kind of approach is not solving our already overly complex sales and commercial landscape. Wrong Approach to Complexity. Talk about complex!

Pipeline 235

Pipeline CRM Angle Sales 235

Partners in Excellence

DECEMBER 27, 2012

I learned to believe, “It’s my God-given right to 100% share of customer and 100% share of territory!” Many of you may reject this as being obnoxious–representing the worst thinking of a sales person. It forced me to be better as a sales person. Do I have 100% share of customer and territory?

Territory 108

Territory Customers Account management Represent 108

SalesPop

MAY 21, 2021

Through the articles in this series, we’ve now covered all aspects of account management, and its related features within Pipeliner CRM. Let’s now take an overview of the subject and pull all the pieces together, and see how Pipeliner powerfully supports account management. Back End Administration. Automatizer.

Account management 98

Account management CRM Pipeline Territory 98

Search Engine Land

AUGUST 22, 2024

Using just one campaign is also common for medium-sized accounts, particularly those with high-end products, high average order values (AOV) or in service-based industries like SaaS and insurance, where CPCs and CPAs are high. Account managers often segment for the sake of segmentation.

Campaign 85

Campaign Objectives and Key Results Non-Profits Territory 85

Sales Hacker

AUGUST 7, 2020

Fortunately, more organizers than ever before are consciously seeking out female sales experts for panels, presentations, and podcasts. At Sales Hacker, we’re serious about diversity, and for that reason, we’ve compiled a list of 530+ female sales experts to consider for your next event. Sales Development. Sales Growth.

Territory 131

Territory Presentation Strategic partnership Inside sales 131

Veloxy

JUNE 23, 2021

As any business will attest, there’s no greater feeling than when your company grows and reaches a point where you need to expand your inside sales team. Naturally, more salespeople means more sales which translates to more revenue. According to the Harvard Business Review, the average annual turnover in sales is about 30%.

Inside sales 232

Inside sales CRM Sales Pipeline 232

Understanding the Sales Force

JANUARY 12, 2017

Companies that are using our scorecards are reporting significantly higher win rates, better use of resources, and much less time spent chasing deals and accounts that they simply can't win. Until now, I have talked only about sales process scorecards used to further qualify opportunities and predict the chances of winning the business.

Territory 69

Territory Account management Process Sales 69

Partners in Excellence

APRIL 18, 2014

When you think about it, sales people have an awesome amount of freedom–but also a huge amount of personal responsibility. Sales is a lot like this. ” It could be an account, collection of accounts, industry segment, or geographic territory. In many senses, we really are entrepreneurs.

Territory 120

Territory Account management Quota Strategize 120

InsightSquared

MAY 15, 2019

It’s one of my favorite questions to ask a fellow professional in sales operations. Insurance sales rep. Account Manager. Sales Operations is Still Developing. Sales operations as a profession is growing, yet it is a comparatively new function in businesses. Sales Ops is Many Disciplines in One.

Territory 110

Territory Sales Finance CRM 110

Partners in Excellence

AUGUST 30, 2022

Recently, I was speaking to the leadership team of a sales organization. They were struggling with getting their people to develop and execute their account plans. They had invested a lot in training, content, and other programs to support the account based selling focus. Account based selling is no different.

Sell 129

Sell Territory Cross-sell Referrals 129

Partners in Excellence

MARCH 18, 2015

The experts proclaim sales people must become thought leaders and focus on building their personal brands. These same experts say sales people must engage socially, whether through blogging, social engagement, or whatever mechanisms, developing and demonstrating their thought leadership to prospects, customers and markets.

Territory 112

Territory Trust Account management Referrals 112

Partners in Excellence

JULY 8, 2013

The role of the sales person is changing–we all know that. My posts, Sales Role Agility and Separating The Challenger Sales Person From Insight Deliv ery, stimulated many comments and conversations. Expecting the sales person to have personal credibility in each area is unrealistic.

Territory 115

Territory Account management Cross-sell Sales 115

Sales Hacker

DECEMBER 9, 2022

Nearly every sales organization will admit they could be better at planning. According to a study by Cascade Insights , more than 75% of sales leaders agree their planning efforts are problematic — and 90% of sales ops leaders confessed on LinkedIn they need to do sales planning faster and more frequently.

Territory 119

Territory Quota Strategic planning Sales 119

Hubspot

FEBRUARY 7, 2018

Just like Girl Scout cookies come in many different flavors, sales jobs are incredibly varied. Rather than learning from direct experience which type of sales job you love -- and which ones you’re ill-suited for -- use this comprehensive guide. What to Look for in a Sales Job. Others, like outside sales, are on the decline.

Territory 101

Territory Commission Outside Sales Account management 101

Understanding the Sales Force

JULY 27, 2022

We can name them: Account Executive, Territory Manager, Business Development Rep, Sales Development Rep, Account Manager, Key Account Manager, National Account Manager, Channel Manager, Application Engineer, Sales Consultant, Inside Sales, Outside Sales, and more.

Sell 118

Sell Territory Sports Account management 118

Sales Pop!

NOVEMBER 18, 2021

Sales Enablement Tool and key account management ( KAM). These are now united under the single revenue engine of project management. LeadGibbon uses its own Lead Database to find potential customers, and also works as an app for LinkedIn Sales Navigator, finding leads on LinkedIn. LeadGibbon.

Lead generation 245

Lead generation A/B testing Referrals CRM 245

Partners in Excellence

AUGUST 25, 2014

We talk a lot about account planning, particularly if our “territory” is one or a few large accounts. Generally, we wrap a lot of nice words around the reasons we do account planning: Develop deep and trusted relationships in the account. Grow the account.

Territory 118

Territory Cross-sell Strategize Account management 118

Partners in Excellence

SEPTEMBER 26, 2012

Many readers will react to this title with responses like, “Isn’t Sales Competence an oxymoron? ” But if we want to maximize sales performance across our organizations, it’s critical that we have a model that identifies critical competencies for the sales organization.

Territory 113

Territory Quota Sales Drivers/motivators 113

Partners in Excellence

OCTOBER 25, 2016

Much of this thinking drives an “account maintenance” philosophy, as a result, we tend to look towards “farmers” or relationship builders as our account managers. This thinking causes us to miss huge growth opportunities, and short changes the account of the value we might create with them!

Territory 98

Territory Account management Cross-sell Retail 98

Partners in Excellence

DECEMBER 1, 2020

I just had an outstanding discussion with a very bright sales enablement team. Some of the sales people were eating up the programs–but they were the consistent top performers. I think many sales enablement programs may face the same challenge. Having said that, not all the responsibility lies with sales enablement.

Territory 93

Territory Account management Sales Up-sell 93

Partners in Excellence

OCTOBER 12, 2021

Over the past couple of weeks I’ve had a lot of conversations about sales performance. ” Too often, the driving metric for sales performance is “the number,” quota, or the revenue goal. Yet the future growth of the company was based on success with sales of new product lines and new markets they were targeting.

Territory 137

Territory Quota Growth Account management 137

Understanding the Sales Force

SEPTEMBER 11, 2023

Rotting and lower yields can be used to describe the strange pool of sales candidates from which you are trying to recruit as well. There’s no time like the present to hire salespeople as long your sales recruiting strategy includes considerations for the ever changing ebb and flow of the candidate pool. If your On.

Territory 84

Territory Account management Sales Clients 84

Veloxy

AUGUST 17, 2022

Salesforce automation tools go a long way in helping you improve the productivity and efficiency of your sales team. Other tools are more specialized, such as gamification, customer experience management, and lead prioritization. You can prioritize by lead score, territory, or you can block their data automation from entire accounts.

Appointment 147

Appointment Territory Cross-sell Contract 147

Understanding the Sales Force

FEBRUARY 21, 2013

Understanding the Sales Force by Dave Kurlan An interesting article, Secrets to Developing Successful Sales Managers , by Xactly's CEO, Christopher Cabrera, was posted on Selling Power's 2/19/13 blog. This article lists the top 10 sales management competencies. So, what are the correct competencies? Selling skills!

Territory 97

Territory Account management Sales Sell 97

Hubspot

JUNE 8, 2021

If you hear "ABC" and "Always be closing" pops into your mind, a sales career may be the perfect match for you. You've come to the right place to learn what it's like to have a career in sales, and it's about much more than the close. Sales seems like a fast-paced, hardball kind of career. What's a typical sales career path?

Commission 94

Commission Territory Finance Inside sales 94

Understanding the Sales Force

JULY 24, 2013

Understanding the Sales Force by Dave Kurlan On the heels of The Top 5 Sales Leadership Articles of 2013 comes the Top 10 Sales Leadership Tips of 2013. Most other "sales assessments" are marketing-modified versions of personality assessments. I guarantee that 74% of them will suck at sales too! Read Article.

Cold Call 98

Cold Call Territory Sales Account management 98

SaaStr

JANUARY 31, 2022

Having learned from thousands of customers and prospects, Sarah Lash, Envoy’s head of enterprise sales, will talk about what it takes to guide and scale enterprise sales programs during an uncertain future. In my first six months at Envoy , I grew the sales team from six to 17. Combine Strategies To Drive Sales.

Territory 98

Territory Cross-sell Quota Networking 98

Sales Hacker

APRIL 11, 2019

Do all the research you want… Implement all the bright-shiny strategies you can think of to get sales reps excited about their roles and success…. Clearly, new strategies alone aren’t enough to motivate a sales team. Sure, these are all key motivators for your sales reps. So what’s the missing link? Is it money?

Extrinsic 104

Extrinsic Drivers/motivators Intrinsic Commission 104

Salesforce

NOVEMBER 29, 2023

Channel sales — or selling through partners — represents 75% of the world’s commerce, according to Forrester. This approach helps companies accelerate sales and grow revenue without adding to their headcount, a move that’s increasingly important during economic uncertainty. What you’ll learn: What is channel sales?

Manufacturing 111

Manufacturing Retail Territory Sales 111

Sales Hacker

JULY 25, 2022

Here’s the thing about driving a car — and about running a sales org: Bumps in the road are inevitable. One of the best ways to ensure every part of your engine is running smoothly is to build sales performance dashboards for everyone on your team. What is a sales performance dashboard? What is a sales performance dashboard?

Engineering 116

Engineering Objectives and Key Results Cross-sell Pipeline 116

Partners in Excellence

DECEMBER 20, 2016

We know prospecting is critical for all sales people. If you are focused on new logos, you assess your territory, finding all the customers in your territory that have the problems your solutions solve. The sales person identifies these prospects, engages them, and hopefully converts enough to POs to achieve her goals.

Territory 60

Territory Cross-sell Prospecting Account management 60

Partners in Excellence

NOVEMBER 1, 2013

Commenting on the post, Tamara Schenk reminded me the value of account planning–or any planning we do–is less in completing the plan itself but really all about the process. Tamara makes a tremendous point that seems to be too often lost on managers and sales people alike. Sales people groan.

Territory 116

Territory Pitch Account management Pipeline 116

Partners in Excellence

MAY 30, 2017

Underlying these discussions are attitudes, “Real sales people eat fresh meat every day” (The hunter camp), “We need to develop our accounts to maximize LCV” (Farmers). That’s what sales people are supposed to do, they are supposed to develop incremental revenue! Hunters In Major Accounts?

Territory 66

Territory Cross-sell Account management Prospecting 66

Partners in Excellence

AUGUST 14, 2014

It’s not limited to customer service, but I see it in sales, marketing, customer service and other parts of the organization. As an example, some years ago, we were helping a very large organization redesign how they handled strategic accounts. We saw similar results across all their strategic accounts.

Customers 106

Customers Territory Strategize Inside sales 106