November 06, 2014 09:31 AM
Sales reps are given territories, and in those territories are accounts that they are responsible for. When they plan for the quarter, it’s referred to as account planning. Their goals are set in terms of the companies or accounts that they manage.
But when it comes to the actual conversations they’re having, reps are not standing outside of a physical building yelling at it. Their sales conversations are with actual people. A company doesn’t sign the purchase order; a pe...
November 05, 2014 09:49 AM
Have you ever had a conversation like this after a sales call?
“I think these guys are going to buy!”
“What? Were you in the same meeting I was in?”
“Yes, they said they care about productivity challenges.”
“Yeah – but didn’t you catch what is going on there because of the merger?”
A bit of an exaggeration – but many times in internal debriefs there is a disconnect between what the client...
November 03, 2014 09:48 AM
As the year winds down, B2Bs are starting to talk about trends: what has worked, what hasn’t, what are plans for next year? Several sources this year have commented on the popularity of video as a content marketing tool. And we’re very familiar with stats that support its versatility and how widely video is being consumed.
It comes as no surprise then, that Software Advice’s recent B2B Demand Generation Benchmark Report falls right in step with the video marketing fanfare&...
October 30, 2014 09:22 AM
Last week, I read a pretty compelling post from Adrian Davis (@thesalesoracle) on the Salesforce blog titled, Three Reasons Why Your Sales Enablement Efforts Will Fail. I recommend checking out the post for yourself, but for those eager to get to the meat, it makes a good case for why automation will ultimately destroy the very necessary human elements that lead to closed business.
But while Adrian’s post focused on ways your sales enablement efforts could fail, it got me thinking...
October 29, 2014 09:35 AM
Self-assessments are never an easy task. And when you’ve completed the process, how can you be sure you have an accurate perception of yourself and your work? A great way to keep yourself in check is to counterbalance your self-assessment with input on the same criteria from peers or customers. That is, have someone else grade you.
In facilitating this exercise for sales reps and buyers, Forrester Research found an alarming discrepancy between the grades reps gave themselves versus th...