Sales is one of the most difficult professions in the world. There are so many variables in what we do on a daily basis it’s hard to keep everything in line. Here are some common challenges we all face and some actionable tips on how to address them.
1. Getting caught...
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The role of the
sales rep is shifting from transactional reps who present information, to Challenger reps who teach customers how to improve their
businesses. Differentiation on features and benefits no longer works.
Why?
Customers believe your brand and products are good –...
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“With every mistake and failure, not only mine, but of those around
me, I learned what not to do.” – Mark Cuban
Sales
leaders have one task above all others: make the number. This task is accomplished as a result of dozens of big decisions throughout the year. The trick when making those...
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Even though leading-edge, web-based technologies have done a lot
to increase the speed and efficiency of prospecting activities in recent years,
the basics of prospecting haven’t changed in decades: analyze your territory,
create an account plan, identify high probability targets, qualify...
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Building a first-rate customer service organization often falls on the shoulders of the VP of Customer Service; noticeably absent in the process are figures like the VP of Sales. Before the onset of social media and the era where a single consumer could broadcast his feelings to the entire world,...
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Trends show that we’ve entered into an age of
buyer empowerment. Our prospects now have the ability to research offerings and
make decisions independent of communication with sales reps. Some reports state
that the average buyer is nearly 70% through the sales process before they
contact a...
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As part of our jobs in Sales, we get to work with really incredible startups and witness their development at every stage. Some of those starts are trying to scale as they grow and others are just trying to find the shortest path to being successful. That said, almost every startup...
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To get more tips and best pratices about segnmentation and territory planning, read our 7 Tips for Account Planning Ebook.
Segmentation is an integral component to the territory planning process . When managers are drawing the lines, market segments are just as important as...
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The truth about building teams is that every one of your hires is not going to be a rockstar from day one. There will always be employees who close more deals, bring in more new business, and manage relationships better than other employees. But instead of giving up on those employees who don’t...
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