Sales Hacker

APRIL 16, 2018

9) Territory planning and territory creation [33:30]. Kiva Kolstein : We started from Maplewood, New Jersey. Kiva Kolstein : We landed in Rockland County, New York. Thinking about pricing strategy and customer segmentation and territories as we realized there was an appetite for access to experts.

Territory 40

Territory Cross-sell Up-sell Objection handling 40

Sales Hacker

OCTOBER 7, 2021

Using her 20+ years of trench experience in B2B tech sales and support, Anita teaches sales professionals around the globe how to leverage key principles of human psychology to help buyers make a decision in the seller’s favor. Trial, error, and forgiveness are key to building a performing sales org. It was a game-changer in my career.

Sales 130

Sales Start-ups Up-sell Cross-sell 130

Heinz Marketing

FEBRUARY 11, 2019

And what I was finding is that about 90 percent of the problems that we were discussing were result of being completely overwhelmed and confused by hacks, by tips, by all the different tricks that people have out there. And so as we’re talking, I started talking to him about, like “hey, I see you’re from New Jersey.

Pipeline 61

Pipeline Sales Healthcare Up-sell 61

Salesforce

MARCH 1, 2024

Sometimes, you see better results when reps compete against one another, so brainstorm ways to gamify your SPIFFs for a little added fun. For this reason, businesses must be mindful of budget constraints when allocating funds for SPIFF purposes. Back to top ) What is the difference between a SPIFF and a SPIV?

Commission 52

Commission Teamwork Objectives and Key Results Territory 52

Salesforce

MARCH 7, 2024

Here are a few of the most common you’re likely to come across: A high number of decision-makers: Gartner found that an average of six to 10 people have a say in complex B2B transactions, each with their own concerns, objectives, and priorities. You’ll need to craft proposals that work for everyone with a vote.

Contract 59

Contract Negotiate Objectives and Key Results Legal 59