Veloxy

DECEMBER 28, 2023

Prospecting may involve consistent follow-ups, setting goals, and being knowledgeable about the product, while closing deals often requires a structured follow-up strategy, product knowledge, and familiarity with the sales territory.

Outside Sales 242

Outside Sales Cold Call Represent Objectives and Key Results 242

Tibor Shanto

JANUARY 25, 2022

The driving question being how do I take a territory from a 20% margin base, to 25%? How are they selling and negotiating with prospects? So, I think it is important to plan how you upgrade your current account base, and potential targets. You should be upgrading your base as often as your phone. Margin Of Error.

Commission 157

Commission Territory Negotiate Quota 157

Cerebral Selling

JANUARY 14, 2023

Why are territories carved the way they are? Alternatively, if they have a high level of activity, a lot of deals in their pipeline but are struggling to generate revenue, chances are that their challenges may sit further down the funnel; in issues like discovery quality, negotiation or creating a sense of urgency in the mind of the customer.

Quota 209

Quota Pipeline Drivers/motivators Negotiate 209

Highspot

JANUARY 23, 2025

These challenges compound when teams are spread across different regions and may only meet in person once or twice a year. Leaders can also track real-time progress through data analysis, guiding reps to build the confidence they need to handle challenging conversations and negotiations.

Objectives and Key Results 52

Objectives and Key Results Negotiate Cross-sell Technique 52

Partners in Excellence

SEPTEMBER 24, 2014

This morning we were catching up on a number of things and he mentioned 3 very large vendor negotiations he had just completed. As we looked at the negotiations–they were non competitive, we were looking at major contract renewals and enhancements.” ” I sensed a “but” coming up.

Price 113

Price Negotiate Territory Contract 113

Sales Hacker

AUGUST 5, 2021

As part of an effective management strategy, perfecting intercultural communication and understanding can also help salespeople prepare for negotiations, and have realistic expectations for timelines and decision-makers to involve. Beware of the assumption that speaking the same language will simplify negotiations.

Sell 117

Sell Territory Negotiate E-commerce 117

Sales Hacker

SEPTEMBER 19, 2022

Marie Davis – Regional Vice President – Customer Success at Outreach. How to prepare for salary conversations and negotiating your offer. Effectively negotiating a pay raise & how to go about getting that promotion you deserve.

Negotiate 19

Negotiate Territory Education Networking 19

Search Engine Land

SEPTEMBER 29, 2023

Speaking at the federal antitrust trial, Parakhin alleged this was despite Microsoft offering to pay Apple more than Google – which he claims was offering in the region of 60%. But the tech giant told Microsoft that negotiations wouldn’t be worth discussing because of the company’s contract with Google.

Territory 133

Territory Negotiate Contract Engineering 133

Sales Gravy

DECEMBER 15, 2024

The moment you start treating your territory as if its your own business, your mindset changes. What do you want to accomplish in your territory or area of responsibility? Break your territory into logical quadrants so that you know where youll be investing time each day. Where do you want to be a year from now?

Territory 98

Territory Sell Drivers/motivators Pipeline 98

The Sales Hunter

JANUARY 21, 2014

Many of you reading this would say I’m venturing into risky territory by talking about this, but I’m willing to discuss the elephant in the room. Negotiating is another very interesting situation, as I’ve watched men be more successful, but the reason is not what most people believe.

Negotiate 111

Negotiate Drivers/motivators Territory Sports 111

Closing Bigger

SEPTEMBER 13, 2023

This sales podcast is focused on 12 Non-Negotiable Sales Truths. As a sales trainer and keynote speaker I come across people often who want to short-cut and negotiate the price of sales success. Sales Truth #8 – They’re not your leads, customers, or territory. There are also twelve not-so-popular sales truths.

Negotiate 52

Negotiate Sales Territory Clients 52

Salesforce

SEPTEMBER 19, 2023

Make sales strategy and planning absurdly easy Our Sales Planning solution helps you align overarching strategy with budget, headcount, and sales territories — with just a few clicks. Customer type (often called a customer segment) is usually based on size, industry, region, or the product they’re buying. Segment by region.

Territory 102

Territory Sell Pipeline Objectives and Key Results 102

Hubspot

AUGUST 6, 2019

Practice negotiating and common object handling. Even experienced reps need to know how your company approaches the negotiation phase. Have your reps role play an exploratory call, demo, negotiation, and closing call. Create vertical-, role- or territory-specific trainings. Encourage necessary certifications.

Negotiate 101

Negotiate Territory CRM Objection handling 101

Hubspot

FEBRUARY 7, 2018

As an AE, they’ve got a brand-new set of responsibilities: Running demos or giving presentations; identifying, surfacing, and addressing potential buying obstacles; crafting personalized value propositions; getting the commitment to purchase; and negotiating the actual terms. Regional Sales Manager. AEs are held to quotas.

Territory 101

Territory Commission Outside Sales Account management 101

Partners in Excellence

OCTOBER 20, 2011

For those of you with broad territories and dozens to hundreds of customers, this metric is probably of secondary importance. It’s also used as a negotiating tactic for both vendors. This week we’ll focus on a metric critical to major, global or key account managers.

Territory 107

Territory Cross-sell Negotiate Account management 107

SaaStr

JULY 16, 2024

Working on / negotiating terms. They need to spend 20-50% of their time working the big fish in their territory, semi-prospecting into a list of named accounts. Probably 40% of the time is spend with new leads from that month, from qualification to moving them down the pipelin e. Putting together a pitch. Learning about new features.

Cold Call 113

Cold Call Inside sales Commission Territory 113

Martech

SEPTEMBER 1, 2021

In the kava community there is a great deal of attention placed on various strains of the plant that link back to the region where it was cultivated, not unlike the regional qualities in wine or the particular strains and varieties of cannabis, according to Morales.

Technology 104

Technology Technology Retail Sports 104

InsightSquared

NOVEMBER 5, 2018

Other comparisons such as region-to-region, product-to-product, or customer segment-to-customer segment are relevant too. Train our teams to negotiate better to keep deal value higher. Teach reps to trade instead of negotiate to keep ACV higher. Any significant dips or spikes that require attention? So what can we do?

Territory 94

Territory SQL Negotiate Cross-sell 94

Gong.io

MAY 31, 2021

It leads your sales reps through various scenarios: how to prospect, when to sell what product or service, how to overcome common objections, what to negotiate for (and how ) to name a few. Rules of engagement definitely differ by organization, but at a minimum, they should exist for segments, territories, and accounts. Territories.

Territory 118

Territory Objectives and Key Results Contract Price 118

Martech

NOVEMBER 13, 2024

For businesses with local or regional audiences, choosing a server location in one of the 37 Google data centers used by Kinsta customers can be a critical option. Speed and security should be non-negotiable For SEO, speed and security can’t be afterthoughts. The Kinsta platform is powered by Google Cloud and boosted by Cloudflare.

User Experience 64

User Experience Territory Legal Negotiate 64

SalesLoft

APRIL 6, 2020

Candor: A service that helps people negotiate job offers, the company has created a (user-generated) interactive Airtable listing of ~5,500 companies of all sizes and their current status — who’s still hiring, who’s in a hiring freeze, and who’s pulling back offers. Kentucky: Kentucky Chamber Workforce Center Who’s Hiring in Kentucky Report.

Retail 119

Retail Non-Profits Commission Territory 119

Lead Fuze

AUGUST 13, 2021

Whether you’re looking for a job, negotiating a raise, or looking to hire sales reps — knowing the average sales rep salary for your state will help you! Salaries can stagnate and leave you needing a cost of living increase in addition to your commission (which you may have to negotiate ). The sales industry can be finicky.

Transportation 98

Transportation Negotiate Sales Healthcare 98

Sales Hacker

SEPTEMBER 28, 2021

If you missed episode #179, check it out here : Cultural Insight on Operating a Regional Office with Paula Shannon. You definitely have to negotiate both sides. There’s a specific term that I’m interested in because I’ve been fired so often — pre-negotiated severance. powered by Sounder. What You’ll Learn.

Negotiate 105

Negotiate X-functional Legal Finance 105

Sales Hacker

JULY 14, 2021

explains that, “Sales Ops focuses on territory planning, deal desk activities, opp reporting, commissions and comp, SDR and AE handoffs, and managing tools like Outreach and Salesforce. But there is a tactical difference between the two. Asia Corbett , Director of Revenue Operations at Postal.io

Territory 103

Territory GTM Sales Consult 103

Veloxy

OCTOBER 26, 2023

Experience in competitive sales roles can help you excel in medical device sales by giving you a competitive edge, honing your negotiation skills, developing resilience and persistence, improving your customer relationship building, and sharpening your adaptability and problem-solving abilities. Need to learn how to succeed on the road?

Healthcare 130

Healthcare Hospitality Networking Negotiate 130

Search Engine Land

MARCH 21, 2023

However, a recent PPC salary survey might offer some insights, enabling you to decide whether to negotiate a pay raise or explore new opportunities. The comprehensive report, featuring 112 slides, is based on data from 902 participants and conveniently breaks down gross salaries by country and region.

Negotiate 75

Negotiate Territory Engineering Clients 75

InsightSquared

MAY 22, 2019

In 2009, I promoted the top mid-market rep in my region to the enterprise team, making the common mistake that traits of success in mid-market equal success in the enterprise. They are great leaders : An ESP needs to negotiate internally for resources in support of a deal and must motivate the team to give their best in securing the business.

Engineering 94

Engineering Territory Transportation Sales 94

Partners in Excellence

SEPTEMBER 21, 2023

For example customer meeting preparation, deal negotiation and closing are critical to getting the work done with customers. We need people to think about their territories, their customers, their opportunities, their goals. And there are a number of other activities that are critical to enabling those meetings.

Territory 87

Territory High impact Negotiate Meeting 87

Salesforce

OCTOBER 22, 2021

If they go about it with zero strategy or focus on operations, it could lead to a “Wild West” situation where territories overlap and reps argue over accounts and leads. Are they in the discovery, proposal, or negotiation stage? Say a company has 10 salespeople, and they plan to hire 40 more over the next 12 months.

Territory 98

Territory Strategize Sales Healthcare 98

Search Engine Land

DECEMBER 19, 2023

YouTube TV Lineups: A TV streaming service that offers live TV channels from over 100 broadcast, cable, and regional sports networks. Standard Run of YouTube reservation (formerly known as Instant Reserve) : With YouTube reservation you can get a quote and instantly reserve YouTube inventory without any negotiations. Why we care.

Construction 92

Construction Territory Sports Negotiate 92

Anthony Cole Training

JUNE 4, 2010

Negotiating (2). In my senior season during the regional championships, I finished with a personal best in the 880 yard run: 2:03:05. Leadership Training (2). major performance factors (2). managing sales (4). managing sales teams (18). mentoring (2). motivating sales people (15). Motivation (3). Motivational (8). Prospecting (25).

Objectives and Key Results 135

Objectives and Key Results Sales Drivers/motivators Up-sell 135

Salesmate

OCTOBER 28, 2020

Territory shift. When a business expands into new territory, assigns different territory to a sales rep, or a new territory management plan is introduced, there are possibilities of a temporary dip in sales. It takes time for sales professionals to adapt to a change and adjust to the new territory. Policy changes.

Territory 96

Territory X-functional Pipeline Appointment 96

Highspot

OCTOBER 23, 2023

Soft Launch A soft launch is a strategic release targeting a limited audience, often in a specific region or demographic. The post The 8 Non-Negotiables for a Winning Product Launch appeared first on Highspot. It’s a way for businesses to test the waters, gather feedback, and make necessary adjustments before a wider release.

Launch 59

Launch Negotiate Product GTM 59

Partners in Excellence

NOVEMBER 27, 2018

Even concepts of insight based selling are repackaging of consultative, solution, customer focused selling programs of the 60s, 70s, 90s.

Sell 115

Sell Objection handling Assembly Line Territory 115

Openview

APRIL 11, 2018

Discuss your company’s non-negotiables. A healthy discussion for founders to have with their early sales leaders is to identify each other’s non-negotiables. We’re personal – Another non-negotiable is keeping communication with leads personal and respectful, a testament to our mission of making business personal.

Product 82

Product Negotiate Quota Cross-sell 82

Sales Hacker

APRIL 11, 2019

This sales rep may get nervous and frustrated when management talks about cutting territories, making changes to alliances, strategic partners, the inbound lead system, or anything that affects their current opportunity to make money. They work hard for their earnings and enjoy spending their hard-earned money.

Extrinsic 104

Extrinsic Drivers/motivators Intrinsic Commission 104

Sales Hacker

MAY 26, 2021

The focus is on things like reporting, territory management and later stage tasks such as contract negotiations and finance approvals. Communicating with sales leaders to design sales territories, identify and prioritize ideal customer accounts, and ensure that opportunity is balanced across territories and individual reps.

Territory 69

Territory Objectives and Key Results Finance Cross-sell 69