Selecting the right cadence is essential for successful business development. Too many attempts in a short period can butcher your brand and come off as pestering. Not enough attempts, then you can miss opportunities due to not having the professional persistence to...
A high quality plan will: Help your sales team have effective call lists Increase KPI’s Bring more purpose to outreach Increase speed and progression through data While it is easy to realize that you need a good territory management plan, it can be difficult to craft...
We all enjoy a good road trip. However, the way of the road trip has changed significantly. In the past, a map planned your route. Today, GPS and smartphones make your trip more efficient, helping you avoid traffic and other problems that could sidetrack your...
We look for efficiency and effectiveness in all we do: our morning routine, our route to work, even our trips to the grocery store. We stick with these drilled-down processes because they deliver us the results we need, in the shortest amount of time. They’re...
[vc_row][vc_column width="1/1"][vc_column_text] Business Development Strategy Throughout history, military and political leaders have used a strategy of divide and conquer to attack more efficiently, overtake nations and win political office–breaking the path...
[vc_row][vc_column width="1/1"][vc_column_text]Our last post, Are Your Sales Representatives the CEOs of their Territories? touched on the 3T’s every sales representative needs to have in order to really take ownership of their territory. This one will take it one...
[vc_row][vc_column width="1/1"][vc_column_text]Are your sales representatives the CEOs of their territories? Do they posses the right combination of vision and attention to detail? More importantly, have they been given the tools and the systems necessary to empower...
[vc_row][vc_column width="1/1"][vc_column_text]Too many business leaders spend too much time thinking product, not sales – and certainly not sales processes and support. Ask them what they are doing to grow their bottom line and they’ll tell you they hired a few reps...
[vc_row][vc_column width="1/1"][vc_column_text]Territory management is the development and implementation of a selling strategy that defines the plan and purpose for systemically covering your territory or accounts. Done right, it is a wide scale plan that pulls...