Heavy Hitter
FEBRUARY 11, 2017
This study group was segmented into four geographic regions resembling a typical sales organization as shown below. West region : Alaska, Arizona, California, Colorado, Hawaii, Idaho, Montana, Nevada, New Mexico, Oregon, Utah, Washington, and Wyoming. In which region of the country were salespeople most successful last year?
Partners in Excellence
AUGUST 30, 2022
As sellers, our job is to find or initiate new opportunities with customers in our territory. It may be with existing customers, helping them grow and expanding our relationship, it may be finding new “logos,” to expand our coverage in the territory. We prospect, qualify, and pursue opportunities within our territories.
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Salesforce
MAY 13, 2024
territory) If your company meets the SBA’s definition of a small business, many government programs offer resources and local assistance for you to turn your dreams into reality. While staying close to home may be your first instinct, a change of venue may prove to be financially advantageous.
Salesforce
MARCH 6, 2024
There’s no better feeling than closing a deal after a tough price negotiation. Ask open and closed-ended questions Open-ended questions require salespeople to actively listen to prospects, while closed-ended questions force prospects to answer — succinctly. Everyone is smiles, satisfied with the deal.
Salesforce
MARCH 12, 2024
(More on how these fit together below.) ( Back to top ) Why it’s important to track sales velocity Monitoring your sales velocity helps you accurately track the time it takes for your team to close deals. To find your deal value, divide your generated revenue by the number of deals closed. 1/4 = 0.25
Salesforce
MARCH 11, 2024
Account-based selling (ABS) is a sales approach that prioritizes building relationships with high-value account holders so you can quickly close big deals. Other benefits include: Higher conversion rates: ABS can help you land larger clients and close better deals. Watch the demo What is account-based selling?
Salesforce
MARCH 8, 2024
It offers just enough incentive for support staff — like those in finance or service — to go that extra mile and close deals when possible. This pay mix also works for industries with longer sales cycles, like telecommunications and financial services.
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