Podcasts about territory management

In this episode of the Revenue Builders Podcast, hosts John McMahon and John Kaplan are joined by Marcello Gallo, Chief Revenue Officer at Sigma Computing. The discussion dives into Marcello's extensive experience in enterprise sales leadership, including his non-traditional path, lessons from leading roles at various companies, and the importance of structure, mentorship, and continuous learning. Marcello shares valuable insights on transitioning from technical roles to sales, territory management, and the significance of aligning with customer needs to drive value. The conversation also emphasizes the importance of having a growth mindset, understanding customer environments, and leveraging product-market fit for sustained success.ADDITIONAL RESOURCESLearn more about Marcello Gallo:https://www.linkedin.com/in/gallomarcello/Download the CRO Strategy Checklist: https://hubs.li/Q03f8LmX0Read Force Management's Guide to Increasing Company Valuation: https://hubs.li/Q038n0jT0Enjoying the podcast? Sign up to receive new episodes straight to your inbox: https://hubs.li/Q02R10xN0HERE ARE SOME KEY SECTIONS TO CHECK OUT[00:01:53] Marcello's Journey into Enterprise Sales[00:08:13] The Importance of Structure in Sales[00:28:37] Navigating Major Accounts and Complex Sales[00:34:32] Understanding the Champion's Role in Sales[00:35:15] Building Strong Relationships with Champions[00:37:59] The Importance of Predicting and Preparing for Objections[00:39:14] Role-Playing and Preparation Techniques[00:40:05] Leadership and Helping Teams Get Unstuck[00:42:03] Lessons from Climbing the Corporate Ladder[00:43:21] The Value of Enablement and Territory Management[00:46:20] Adapting to Market Changes and Customer Feedback[00:53:59] Choosing the Right Opportunities and Taking Risks[01:04:50] Sigma Computing's Growth and OpportunitiesHIGHLIGHT QUOTES“If you can't bet on yourself, who can you bet on?"“Knowledge is courage.”“You get delegated to those that you sound like.”“Hire the people commensurate to the territory that you have open.”“Don't confuse position with opportunity.”

Are you buying a franchise to own a business, or are you just getting another job?  In this episode, Erik Van Horn and Jeff Herr challenge potential franchisees to think beyond just becoming employees in their own business. He explores the key difference between buying a business and merely buying a job and why it's crucial to understand this distinction. Erik shares practical advice for future franchise owners, emphasizing the importance of building effective systems, understanding territory management, and having the right leadership in place. If you're planning to buy a franchise, you must learn how to scale smartly, leverage profit-sharing models, and avoid common mistakes that can trap you into working in your business rather than on it. Discover how to turn your franchise into a true business venture!! “Anything can be semi-absentee if you hire the right people to do the work that you're not doing." ~ Erik Van Horn   In This Episode: - Jeff's background as a franchisee - Building franchise equity with the right mindset - Success strategy: focus on strengths, hire for weaknesses - Tracking KPIs for franchise success - Are you attracting the right customers? - Networking with local businesses for growth - Collaboration with complementary businesses - The impact of hiring the right manager for your business - How hard are you working on your business? - Final thoughts from Erik and Jeff   Resources: 

In this episode, John Kaplan and John McMahon talk through each stage of sales management and the important responsibilities that must be mastered at each role.From first-line manager to second-line to VP of Sales and all the way up to the CRO, they tackle the key responsibilities at each role and the key factors that go into coaching and developing their teams at every stage. It's a great discussion on how these leadership roles intertwine with the ultimate goal of building a system for revenue success. ADDITIONAL RESOURCESCheck out John McMahon's book, The Qualified Sales Leader: https://www.amazon.com/Qualified-Sales-Leader-Proven-Lessons/dp/0578895064Enjoying the podcast? Sign up to receive new episodes straight to your inbox: https://hubs.li/Q02R10xN0Force Management's Manager Enablement Resources: https://hubs.li/Q02Vt_xM0HERE ARE SOME KEY SECTIONS TO CHECK OUT[00:01:02] Key Responsibilities of Sales Reps[00:03:46] Challenges of First Line Sales Managers[00:07:03] Territory Management and Fairness[00:11:35] Recruiting and Developing Talent[00:19:46] The Role of Second Line Managers[00:36:07] A Learning Experience in Management[00:38:07] The Impact of Attrition on Sales[00:41:12] Why Sales Reps Fail[00:50:28] The Importance of Time Management[00:55:01] Responsibilities of a CRO[01:04:32] Critical Metrics for Sales SuccessHIGHLIGHT QUOTES[00:07:01] "Management needs to have deep insights into the accounts and the reps. Without that, it's all just guesses." – John McMahon[00:18:16] "If you're a good recruiter, you meet spouses and friends of your hires. You have to zip them up in a body bag if you fail them, and that's serious." – John Kaplan[01:13:37] "Critical activities, proactive processes, and understanding why we're measuring people on these metrics are key components for driving success." – John Kaplan[01:12:51] "It's all about building and maintaining a collective sense of urgency and careful management of quotas and recruiting timelines." – John McMahon

In this episode, JT reconnects with Joe McDonald, VP of Sales at Jasper Engines, to explore the role of data in driving sales success. Joe shares how Jasper Engines transformed their approach to territory management, optimized customer interactions, and implemented data-driven decision-making. They discuss practical strategies for managing retiring sales reps, maximizing market penetration, and fostering a culture of accountability within the sales team. Tune in for actionable insights on leveraging data to build winning sales teams.Highlights:The Role of Data in Driving Leadership Decisions at Jasper EnginesStrategic Market Penetration and Territory ManagementManaging Retiring Reps with Innovative Pilot ProgramsDefining and Tracking Sales Presentations for Maximum ImpactAdvice for Sales Leaders on Data-Driven Sales ProcessesAbout our guest:As VP of Sales at Jasper Engines, Joe McDonald has led his team through significant growth, using data-driven insights and forward-thinking leadership to drive sales success. With decades of experience, Joe has a deep understanding of the challenges sales leaders face and how to overcome them. Don't miss his expert advice in this episode. Connect with Joe on Linkedin!And learn more at mapmycustomers.com/podcastLevel-up your field sales strategy at mapmycustomers.com

In this curated episode of the Revenue Builders Podcast, John McMahon and John Kaplan dive into the transformative potential of AI in sales with insights from James Underhill, Senior Director for Sales Innovation at MongoDB. The discussion covers how AI can enhance sales productivity across the funnel, from territory management to post-sale processes. James shares his experiences and strategies for using AI to help sales reps focus on what truly matters—building strong relationships and driving revenue.KEY TAKEAWAYS[00:01:19] The importance of reframing customer problems to build trust.[00:01:54] AI's role in contextualizing top-of-the-funnel data.[00:02:40] Middle-of-the-funnel AI applications: CRM and knowledge management.[00:03:19] Bottom-of-the-funnel AI uses: Renewal, upsell, and customer usage insights.[00:05:16] The distinction between what AI should be used for vs. what it can be used for.[00:06:51] AI as a tool for sales reps and leaders, not a replacement.HIGHLIGHT QUOTES[00:01:19] "When somebody helps to reframe a problem that I have in a way I hadn't thought of, that's when I know this is a great seller."[00:05:16] "It's important to have the tools to augment the information you have, but decisions should still be made by people."[00:06:51] "The value proposition for AI is what it can do for the reps and sales leaders, not to them."Listen to the full episode through this link: https://revenue-builders.simplecast.com/episodes/the-impact-of-ai-on-sales-with-james-underhillCheck out John McMahon's book here:Amazon Link: https://a.co/d/1K7DDC4Check out Force Management's Ascender platform here: https://my.ascender.co/Ascender/Read Force Management's eBook: https://www.forcemanagement.com/roi-of-sales-messaging

Dans l'épisode du jour, je reçois Ugo Basciano, Revenue Ops depuis plus de 6 ans.Auparavant, Ugo est passé chez Charp, Side et Spendesk.Et c'est justement chez Spendesk où il a abordé ces sujets de territories management, en lien avec les enjeux d'hypercroissance de la société.Mais le territory management, c'est quoi ?Eh bien c'est tout simplement l'art de segmenter son business en segment ou micro-segment afin de pouvoir adresser des entreprises avec une proposition de valeur commune et unique.L'objectif ? Permettre aux équipes marketing et sales de s'aligner pour adresser un message clair et précis aux bonnes personnes et au bon moment.Les résultats ? Des performances accrues grâce à une stratégie marketing et commerciale qui permet de mener des actions rapides et très ciblées.Mais en écoutant cet épisode, vous vous rendrez compte que Ugo a bien d'autres cordes à son arc.En effet, avec un tempérament ultra sociable (DISC jaune pour ceux qui connaissent), Ugo a su se créer un réseau et s'entourer des meilleurs pour créer la première formation française sur les métiers Revenue Ops : Albus School.Il en est déjà sa 2ème promotion, avec des retours vraiment très positifs !Une aubaine pour toutes les personnes qui voudraient se former aux métiers Rev Ops, ou mieux appréhender les enjeux et problématiques de ces fonctions émergentes.Pour en savoir +, je vous invite à vous rendre directement sur le site internet de son école : https://www.albus.school/Je vous laisse maintenant en compagnie de Ugo pour écouter notre échange et récupérer toutes ses bonnes pratiques et les adapter au contexte de votre boîte.Et comme d'habitude, si cet épisode vous a plu, faites le nous savoir et n'hésitez pas à le dire à l'invité du jour !Vous pouvez aussi partager cet épisode et le podcast à votre réseau pour nous aider à le faire connaître au plus grand nombre.----------Références :Hébergé par Ausha. Visitez ausha.co/politique-de-confidentialite pour plus d'informations.

James Underhill is the Senior Director of Sales Operations and Strategy at MongoDB. He started his career as a pre-sales engineer at Videology and later spent two years at Twitter as a Revenue Operations Analyst. Since joining MongoDB, James has been promoted four times and now leads the Sales Innovation team.In this episode, John McMahon and John Kaplan are joined by James Underhill to discuss the potential impact of AI on sales. They explore how AI can enhance sales productivity by automating time-consuming tasks and providing valuable insights. James breaks down the different stages of the sales process and explains how AI can be leveraged to improve territory management, discovery, preparation, coaching and forecasting. He emphasizes the importance of combining AI with human skills and highlights the need for curiosity, critical thinking, and a customer-centric approach in sales. The conversation also touches on the potential changes in the buying experience as AI becomes more prevalent in sales.HERE ARE SOME KEY SECTIONS TO CHECK OUT[00:04:42] Importance of combining IQ and EQ in leveraging AI tools[00:08:11] The role of human elements and trust in the sales process[00:11:15] Traditional territory management problem and the use of AI in contextualizing data[00:12:42] AI can assist with knowledge procurement and enablement for new reps[00:14:58] AI can aid in equitable territory management and hold managers accountable[00:21:00] AI can automate the process of gathering foundational information, but reps still need curiosity and hunger to progress in the sales cycle[00:22:21] AI will expose bottom reps and decrease ramp time[00:25:01] AI enables instant coaching and on-demand knowledge[00:34:08] AI can help transfer knowledge and boost productivity in sales[00:46:09] Warm introductions becoming more meaningful in salesADDITIONAL RESOURCESLearn more about aligning customer-facing teams to improve execution: https://forc.mx/48o1jyPConnect and learn more about James Underhill.https://www.linkedin.com/in/james-underhill-ba22313b/https://www.linkedin.com/company/mongodbinc/HIGHLIGHT QUOTES[00:54:42] "Are they planning a merger with another company and they're going to go bonkers? Are they launching a new product? Like it's hard to predict that. And so that's where the human element is really important."[00:55:08] "And now I'm taking that information and then I can have, I can use an assistant of sorts or a tool to help me understand how that translates into what you're going to pay over time. But it's not going to tell me, Hey, James, they're going to bill this over this time period. That's unlikely." 

Are you ready to unlock the secrets to successful sales strategies and go-to-market plans? In this episode of “The Sales Evangelist Podcast,” host Donald Kelly speaks with Hannah Ajikawo, a seasoned sales professional with over 15 years of experience in the industry. Hannah shares invaluable insights into understanding the B2B buyer journey, setting up go-to-market infrastructure, and optimizing sales processes to drive higher deal value. She also reveals the essential elements of a winning sales strategy plan and uncovers the secrets behind successful sales initiatives. Tune in now to discover proven strategies and insider tips that will propel your business to new heights! Hannah's Professional Journey Hannah provides an overview of her rich professional background, emphasizing her extensive career in sales.  Her professional journey spans from prominent global corporations to disruptive startups.  Notably, she shares her experience of working with an AI company in 2011, showcasing her early engagement with groundbreaking technologies and go-to-market strategies. The Evolution of AI Technology Drawing from her experience with an AI company, Hannah recounts her involvement in selling visionary AI solutions to leading B2B information providers.  She elaborates on the groundbreaking nature of their tool, highlighting its potential to automate data processes and generate substantial value for businesses, including a memorable interaction with Google. Sales Strategy Planning Donald and Hannah discuss the importance of developing a strategic sales plan for the quarter, emphasizing the need for meticulous planning, especially for deals with substantial value.  Hannah provides actionable advice, stressing the significance of understanding prospects' budgeting cycles and planning interactions well in advance to align with their financial timelines. Territory Management and Strategic Approach Hannah outlines the strategic approach required for sales territory management, encouraging sales professionals to adopt a CEO mindset when structuring their territories.  She emphasizes the importance of identifying white spaces, key customers, and optimal use cases to streamline the sales process and drive meaningful results. Seasonal Budgeting Cycles Addressing the challenges of seasonal budgeting cycles, Hannah emphasizes the value of nurturing relationships and delving deeper into buyers' experiences within their organizations.  She shares insights into discovering discretionary budgets and leveraging CEO's wallets to drive successful deals, emphasizing the need to build rapport and acquire nuanced knowledge about buyers' capabilities. Hannah Ajikawo shares valuable insights on developing a killer sales strategy plan to set you up for success in your sales endeavors. Her wealth of experience as a career salesperson and go-to-market consultant shines through as she shares practical tips and strategies for sales professionals and organizations alike. If you're ready to revolutionize your sales approach and take your game to the next level, then this episode is a goldmine of actionable advice. Tune in now to gain valuable knowledge that can transform your sales approach and drive remarkable results. “If you have a deal value of over 15 K, you must know your prospect's budgeting cycle period. No matter how strong your value proposition is, it doesn't matter how much they love you or how many of these panels and YouTube videos you watch, or whatever you watch. If they physically cannot get the budget because everything is clocked in, particularly above fifteen K and above, it will be so hard to try and sell to them in that quarter.” - Hannah Ajikawo. Resources Hannah Ajikawo on LinkedIn Sponsorship Offers This episode is brought to you in part by Hubspot. With HubSpot sales hubs, your data tools and teams join a single platform to close deals and turn prospects into pipelines. Try it for yourself at hubspot.com/sales. 2.            This episode is brought to you in part by LinkedIn. Are you tired of prospective clients not responding to your emails? Sign up for a free 60-day trial of LinkedIn Sales Navigator at linkedin.com/tse. 3.            This episode is brought to you in part by the TSE Sales Foundation. Improve your connection on LinkedIn and land three or five appointments with our LinkedIn prospecting course. Go to the salesevangelist.com/linkedin. Credits As one of our podcast listeners, we value your opinion and always want to improve the quality of our show. Complete our two-minute survey here: thesalesevangelist.com/survey. We'd love for you to join us for our next episodes by tuning in on Apple Podcast, Google Podcast, Stitcher, or Spotify. Audio provided by Free SFX, Soundstripe, and Bensound. Other songs used in the episodes are as follows: The Organ Grinder written by Bradley Jay Hill, performed by Bright Seed, and Produced by Brightseed and Hill.

Spring travel season has begun for most admission counselors and recruiters. John McGreal joins Jeremy and they discuss how to plan, implement, and grow as a territory manager. Things you will hear about:02:10 - What it means to be a territory manager in 20248:22 - How to figure out what your “best fit” students look like, and where to find more of them13:04 - What to do when zero students show up to a high school visit20:25 - Big do's and don'ts when you speak to students24:02 - Travel tips to help you be at your best27:22 - Challenges of being a regional recruiter and how colleagues/leaders can support them Guest Name: John McGreal, Dean of Enrollment at Waukesha County Technical College Guest LinkedIn: https://www.linkedin.com/in/johnfmcgreal/Guest Bio: John McGreal currently serves as the inaugural Dean of Enrollment Services at Waukesha County Technical College in Pewaukee, WI.  Previously, he worked for Rockford University, the University of Alabama, and Bellin College. John has also served as the President of the Wisconsin ACAC, chair of the WACAC government relations committee, and numerous other roles related to conference planning and professional development. John's passion is using data to make informed decisions, process improvement, and college access. - - - -Connect With Our Host:Jeremy Tiershttps://www.linkedin.com/in/jeremytiers/https://twitter.com/CoachTiersAbout The Enrollify Podcast Network:Mission Admissions is a part of the Enrollify Podcast Network. If you like this podcast, chances are you'll like other Enrollify shows too! Some of our favorites include Generation AI and The Application with Allison Turcio.Enrollify is made possible by Element451 — the next-generation AI student engagement platform helping institutions create meaningful and personalized interactions with students. Learn more at element451.com. Connect with Us at the Engage Summit:Exciting news — many of your favorite Enrollify creators will be at the 2024 Engage Summit in Raleigh, NC, on June 25 and 26, and we'd love to meet you there! Sessions will focus on cutting-edge AI applications that are reshaping student outreach, enhancing staff productivity, and offering deep insights into ROI. Use the discount code Enrollify50 at checkout, and you can register for just $99! This early bird pricing lasts until March 31. Learn more and register at engage.element451.com — we can't wait to see you there!

https://www.matrixplace.com/sales-mapping-buyers-guideSales Mapping, Routing, and Territory Management software is confusing for many reasons. It all looks similar when you're looking at it, even though the different categories of these apps do very different things. So we published this Buyer's Guide for route planner, sales mapping, and territory management apps for salespeople and sales management to better understand this constantly evolving space.

Welcome to another episode of the Field Sales Guide Leadership Podcast. In this episode, we have a special guest, Austin Green, the SW Regional VP for Jasper Engines and Transmissions based out of Arizona. We're excited to have Austin on the podcast because he's a data-driven leader in the world of field sales, a rarity in an industry often dominated by relationship-based approaches.Austin understands the critical importance of moving beyond spreadsheets and handwritten notes in field sales. He recognizes that relying solely on personal relationships can lead to revenue loss in the long run. We'll delve into Austin's journey into the field of sales, which started with his father's transmission shop in Indiana and eventually led him to his current role as VP at Jasper Engines.We also explore the concept of "coaching tips" and how they've integrated data-driven coaching into their sales processes. Austin shares how they leverage customer engagement data and coaching tips within MMC's platform to provide real-time feedback to their sales reps and help them continually improve.Additionally, we discuss the changing landscape of the field sales industry, including the shift towards servicing larger fleets and regional businesses due to factors like rising interest rates and vehicle costs. Austin emphasizes the enduring value of face-to-face customer interactions in field sales, highlighting that data should enhance, not replace, personal connections.Finally, Austin shares insights into how Jasper Engines and Transmissions has embraced data and analytics, and he offers valuable advice for sales leaders who may be hesitant to adopt data-driven approaches. He encourages leaders to use data to understand what their reps are actively doing and to probe whether their existing strategies are working effectively.We hope you find this episode insightful and informative as we dive into the world of data-driven field sales leadership with Austin Green. Stay tuned for more episodes of the Field Sales Guide Leadership Podcast.LISTEN IF YOU ARE INTERESTED IN…Right tech = easier job. For reps AND managers [14:18]Using data to be a better player-coach [28:22]Data improves your sales process... when used the right way? [39:24]Connect with the guestAustin GreenJasper Engines and TransmissionsConnect with the hostsMary KeoughJT Rimbley Connect With Map My CustomersOn Twitter On Facebook On LinkedIn Subscribe to FIELD SALES LEADERSHIP GUIDE

This season, we're going back to basics. Each week, we'll dig deep into a stage in the recruitment process that admissions counselors need to be trained on. The goal is to help our listeners, Admissions Directors, identify opportunities to improve or enhance the development of their team. Each episode correlates with a module of Lunchcast Leadership - a two-day workshop we offer to admissions offices. For more information, reach out to us at adlunchcast@gmail.com. This week, we are discussing territory management. What should admissions counselors be doing and thinking about at this stage in order to maximize enrollment results? Our influencer guest is Dr. Talia Pennington-Dorcey, Director of College Counseling at Incarnate Word Academy in Houston, Texas. Our practitioner guest is Derek Faase, Director of Admissions at Capital University in Columbus, Ohio. Join us for your most productive lunch meeting all week, as we discuss how admissions counselors can help at this stage in the cycle. --- Send in a voice message: https://podcasters.spotify.com/pod/show/adlunchcast/message

Randy Hazelton's journey into the world of entrepreneurship began in 2008 when he co-founded H&H Hospitality. With his inaugural restaurant launch, Randy embarked on a path of relentless pursuit of excellence that has defined his career. As the driving force behind H&H Hospitality's business development, Randy's leadership has propelled the company into a remarkable trajectory of success in the Food & Beverage industry. Guided by an unwavering determination to see projects through to fruition, Randy has consistently demonstrated a boundless enthusiasm for every endeavor he undertakes. Under his stewardship, H&H Hospitality has achieved remarkable year-over-year growth, evolving into a multi-unit operator with a diverse portfolio of locally cherished, regionally renowned, and nationally celebrated brands. A testament to Randy's unyielding commitment to elevated standards, H&H Hospitality was honored with the prestigious "Restaurant of the Year" award at Atlanta's Hartsfield-Jackson International Airport in 2017. This accolade stands as a reflection of Randy's passion for creating exceptional dining experiences and his ability to drive his team towards the pinnacle of achievement. Before venturing into the world of hospitality, Randy honed his skills in the corporate landscape. He served as a Regional Business Manager in the Professional B2B division of Kimberly Clark Corporation, where he cultivated a keen understanding of strategic business management. His tenure at General Mills was marked by diverse roles encompassing Product Category Management, Sales, Business Development, and Territory Management, demonstrating his versatility and adaptability across various facets of business. Beyond the private sector, Randy's leadership extends into the realms of civic and economic empowerment. His involvement in local and national organizations underscores his commitment to effect positive change in communities. Through his multifaceted roles, Randy continues to inspire others with his dedication to growth, his unwavering pursuit of excellence, and his ability to transform visions into reality. SJS Website: https://thesuccessjourneyshow.com Facebook: @successjourneyshow Instagram: @successjourneyshow

Sean Huckstep is the Chief Sales Officer (CSO) of Sales Rabbit, a technology company that empowers door-to-door and field sales teams to achieve their full potential. When he's not reading, playing soccer, or enjoying the outdoors with his family, Sean is hard at work helping sales teams achieve success through the technology that Sales Rabbit provides.Sean is particularly passionate about helping clients experience their "ah ha!" moment, when they realize how Sales Rabbit's technology can truly help them achieve their goals and make positive changes to their business. He loves to watch as clients catch on to the Sales Rabbit approach, share the company's vision, and experience massive growth as a result.Whether working with new or established teams, Sean is always excited to help them succeed. To get in touch with Sean and learn more about how Sales Rabbit can help your sales team, you can email him at sean@salesrabbit.com or give him a call at (208)473-9416.

Introducing Density64/12/23Looking for a powerful CRM to manage your customers? Look no further than RhinoLeg CRM! With 73 features and starting at just $49.97/month, RhinoLeg is the perfect solution for any business. Developed by Antonio to gather a cult following, RhinoLeg will soon be available on both Apple and Android as apps, allowing you to take your CRM on the go. RhinoLeg also offers $99.97/month and $297/month subscriptions, giving you the power to choose what's right for your business.With RhinoLeg, you'll never have to write your own emails again. Our AI email writer takes care of everything for you. And the more you use the CRM, the smarter it gets. RhinoLeg is like having 40 assistants and 40 salespeople working for you.But RhinoLeg isn't just any CRM. It's a CRM that connects to your social media, finding people similar to those in your CRM and creating a message to send to potential customers. Antonio wants RhinoLeg to write, talk, work, and think for you, making your job easier than ever before.RhinoLeg offers a wide range of features, from contact management and sales tools to marketing and customer service tools. With RhinoLeg, you can segment customers, manage knowledge, track customer journeys, and much more. Plus, RhinoLeg integrates with social media advertising platforms and website analytics tools, allowing you to run targeted ad campaigns and gain insights into customer behavior.So what are you waiting for? Head to www.rhinoleg.com today and sign up for RhinoLeg CRM. Your business will thank you!Focus for Today We are not launched yet. This is not your plan. Your plan is #1 in App Store. How do you get this done? Antonio has been gathering data and being disruptiveToday, he's in beta statusAntonio's Guide to Being DisruptiveGet attention immediately at all costsGather a cult followingServe that cult following wellFix your prototypeGo back to the cult following and serve them well againYou should've been making more money the whole timeMake more moneyThe internet gives you options, which is the best and worst thing to happen to entrepreneurs   How can we make this the Instagram or TikTok of Business.     How can we dominate the cellphone? Do we really need a website? Do we? How can we create 1,000 super fans a day?  How can we get users to log on 2 hours a day? https://sproutsocial.com/insights/facebook-stats-for-marketers/?amp How can we use the 4 major Social Media's to grow like Instagram did? How can we disrupt the Major 4 players like Instagram did? How can we make people look good, like Instagram Filters? Maybe makeover— but this will need to be instantlyHelp women look goodRhinoLeg CRM73 features$49.97/monthAntonio built RhinoLeg to gather a cult followingAfter the website comes out, it will be available on Apple and Android as appsCRM will be available to connect to your social mediaWill find people similar to the people who are already in your CRM and create a message to send to your potential customersAntonio wants the CRM to write, talk, work, and think for youThere are also $99.99/month and a $297/month subscriptionsAI email writerYou don't have to write your own emailsVYBNShort video platform that creates content for youCan digitize your face and avatarSample your voiceTranscribes your scriptsPushes out content for youThe more you use the CRM, the smarter it will getRhinoLeg is 40 assistants and 40 sales people.RhinoLeg FeaturesContacts: The core of any RhinoLeg system is the ability to store and manage customer contact information. This includes basic details such as names, email addresses, phone numbers, and physical addresses.Sales: RhinoLeg systems often include sales tools to help manage the sales process, including lead management, sales forecasting, and sales pipeline tracking.Marketing: RhinoLeg systems also often include marketing tools to help manage marketing campaigns, including email marketing, social media management, and customer segmentation.Customer Service: Many RhinoLeg systems also include customer service tools to help manage customer support requests and issues, including ticket management, knowledge base management, and customer feedback tracking.Analytics: Finally, most RhinoLeg systems include analytics tools to help businesses gain insights into customer behavior, sales performance, and marketing effectiveness.mobile app integrationMobile device access: The ability to access the RhinoLeg on mobile devices, such as smartphones and tablets, for on-the-go productivity and customer management.Lead routing: The ability to automatically route leads to the appropriate sales team member based on specific criteria, such as territory or product expertise.Customer segmentation: The ability to segment customers based on demographics, behavior, or other factors, and tailor marketing and sales strategies accordingly.Knowledge management: The ability to create and manage a knowledge base of product information, FAQs, and other resources to help support teams provide fast and accurate answers to customer inquiries.Customer satisfaction surveys: The ability to send customer satisfaction surveys to gather feedback and identify areas for improvement.Forecasting and trend analysis: The ability to forecast future sales and revenue based on historical data and trends, and analyze market trends and customer behavior to identify new opportunities.Lead nurturing: The ability to automate targeted campaigns and communications to nurture leads and move them through the sales funnel.Multi-channel communication: The ability to communicate with customers across multiple channels, including email, phone, social media, and chat.Contract management: The ability to manage contracts and other legal documents related to sales and customer interactions.Payment processing: The ability to process payments directly within the RhinoLeg, making it easy to track payments and manage customer accounts.Social media engagement: The ability to respond to and engage with customers on social media platforms directly from the RhinoLeg.Customer journey tracking: The ability to track and analyze the entire customer journey, from initial contact to conversion and beyond, to gain insights into customer behavior and preferences.Marketing attribution: The ability to track the effectiveness of marketing campaigns and attribute revenue to specific marketing channels.Field sales management: The ability to manage and track field sales activities, including route planning, appointment scheduling, and order management.Voice-enabled commands: The ability to use voice commands to perform tasks within the RhinoLeg, such as scheduling appointments or updating customer information.Virtual meetings and webinars: The ability to host virtual meetings and webinars directly from the RhinoLeg, allowing for seamless collaboration and communication with customers and team members.Inventory management: The ability to track inventory levels and manage orders and shipments within the RhinoLeg.Customer feedback management: The ability to collect and analyze customer feedback, including surveys and reviews, to improve customer satisfaction and loyalty.Machine learning-based lead generation: The ability to use machine learning algorithms to identify potential leads and recommend personalized outreach strategies.Document automation: The ability to automate the creation and sending of documents, such as proposals and contracts, directly from the RhinoLeg.Integration with social media advertising platforms: The ability to integrate with social media advertising platforms, such as Facebook and LinkedIn, to run targeted ad campaigns and track their effectiveness.Integration with website analytics tools: The ability to integrate with website analytics tools, such as Google Analytics, to track website traffic and behavior and gain insights into customer behavior.Partner relationship management: The ability to manage relationships with partners, including tracking deals and commissions, and collaborating on joint marketing and sales initiatives.Social listening: The ability to monitor social media and other online platforms for mentions of your brand or competitors, and track sentiment and engagement.Gamification: The ability to use game-like mechanics, such as rewards and badges, to motivate sales teams and encourage healthy competition.Artificial intelligence: The ability to use AI and machine learning algorithms to automate tasks, provide personalized recommendations, and predict customer behavior.Predictive analytics: The ability to use historical data to predict future trends and behaviors, and make data-driven decisions.Sales coaching: The ability to provide training and coaching to sales teams, using analytics and feedback to identify areas for improvement.Business process automation: The ability to automate routine tasks and workflows, freeing up time for sales and support teams to focus on more important tasks.Data visualization: The ability to create visualizations and dashboards that make it easy to understand complex data and identify trends and patterns.Artificial intelligence-powered chatbots: The ability to use AI-powered chatbots to provide customer support and answer frequently asked questions.Social media integration: the ability to manage social media accounts from within the RhinoLeg software, schedule posts, track engagement, and monitor brand mentions.E-commerce integration: the ability to integrate with e-commerce platforms, manage orders, and track customer interactions across channels.Document management: the ability to store and manage documents related to customer interactions, such as contracts, invoices, and proposals.Calendar management: the ability to schedule and manage appointments, meetings, and tasks within the RhinoLeg software.Customizable dashboards and reports: the ability to create customized dashboards and reports that show key performance metrics and provide insights into sales and customer behavior.Collaboration tools: the ability to collaborate with team members on customer interactions, such as sharing notes, tasks, and files.Email marketing: the ability to create and send email campaigns to targeted customer segments, track open and click-through rates, and measure campaign effectiveness.Referral tracking: the ability to track referrals from existing customers and measure the effectiveness of referral programs.Integration with phone systems: the ability to integrate with phone systems to log calls, track call duration, and record call notes.Localization: the ability to support multiple languages and currencies, and adapt to local business customs and regulationsContact management: A central database for storing and managing customer information, including contact details, demographics, and communication history.Sales Team and Customer Opportunity ManagementQuantifying the opportunities that your sales team has with customers is a relatively basic feature of RhinoLeg. Referred to as lead scoring, it allows users to identify the customers that are most likely to convert. This helps streamline sales/marketing teams, improve efficiency and optimize your sales process.Lead management: Tools for tracking and managing leads throughout the sales funnel, including lead capture forms, lead scoring, and lead nurturing workflows.Sales pipeline management: A visual representation of the sales pipeline, including stages, tasks, and deal value. This can help sales teams stay organized and focused on closing deals..Mobile app: A mobile app that allows users to access their RhinoLeg data from anywhere and stay connected with their customers on-the-go.Sales Analytics. On the subject of reporting, sales analytics is one of the most valuable features of a RhinoLeg. Users can create better sales campaigns in the future by analyzing the hard data of past campaigns. RhinoLeg helps you collect data from social media, polls and website traffic, then analyze it — all with the same software.Sales Forecasting. A large part of customer relationship management is determining a metric for success. Forecasting lets you create a benchmark by which you can determine whether your results are actually on par with your efforts. You can also use this data to determine where you need to direct future efforts.Email Client Integration. You can now gain all of the automation and the organization of a dedicated email client inside of your RhinoLeg user interface. Don't depend on Outlook or IBM notes — find a RhinoLeg that will do double duty for you. Then when a customer calls needing support, your reps can easily pull up their previous interactions and information to give them the best care possible.Workflow and Approvals. One of the ways in which your company will instantly increase its efficiency is by optimizing workflows. RhinoLegs can facilitate optimization by automating processes like data collection, data analysis, marketing campaigns and other tasks that were previously done manually. They also offer reporting and analytics to help users identify problem areas in order to improve them.RhinoLeg Data/File Storage. In order to maximize the usefulness of data, it must be properly stored. One of RhinoLeg's key features is a proprietary method of data storage so users can pull up the data in an efficient manner. RhinoLeg stores and manages all your sales-related files like proposals and quotes. It also offers safeguards to protect and backup this important data to prevent losses and security breaches.Files Sync and Share. RhinoLeg functions as the synchronization platform for many of your outside programs. Upload emails from Outlook, sync with Google Drive, import spreadsheets and more. Because of the sharing features of RhinoLeg, you can view all of your feature set from one platform.Inside Sales Console. The platform for increasing sales performance through a more efficient UI is known as the inside sales console. RhinoLeg systems offer optimized UI and data analytics to further streamline and improve the customer experience.Sales Performance Management. Among other RhinoLeg system features, sales performance management offers a range of benefits to sales teams. Managers can easily see what aspects of the sales team are performing well and which need improvement. Data can be organized by sales rep or by other quantifiers. You can manage the performance of sales partners from the platform to ensure your team is performing at its best. By identifying problem areas with concrete data, they can be more efficiently addressed.Marketing Automation Integration. Marketing automation allows you to more efficiently and strategically target audiences that are likely to be interested in what you're selling. A good RhinoLeg platform will allow you to control the terms of automating parts of your marketing program selectively.Chat Integration. The chat feature is priceless to a modern user. By integrating a chat program like Olark or LivePerson directly from your RhinoLeg, you can chat with employees, partners and provide customer support, all from the same UI.Product Level Quotes. A RhinoLeg functions as an inventory database for your products. Keep up with quotes for the products that you sell individually. Find out which products are doing well with customers and where sales are lost. Access this information from handheld devices, desktops and more.Campaign Management. Campaign management features allow you to manage your entire sales campaign from a single UI. This includes campaign ROI, scheduling, analytics and more. A RhinoLeg combines analytics tools with data collection software, then gives you and your employees numerous access points.Customization Options. Customization is one of the more basic RhinoLeg features, but it has far-reaching implications. The more customization, the more flexible the RhinoLeg. It's crucial to know your needs when it comes to customization before making a purchase. Will the software grow with your organization? Does it have the capability to adapt to and integrate with existing software used by your organization? Can it incorporate desktop productivity tools? Can it change when you need it to? If you answered no to any of these questions, you may need to find more flexible software.Social Media Management Integration. Dedicated SMM efforts can be managed from the RhinoLeg UI. Integrate management platforms like Oktopost and Hootsuite to streamline your social media management and allow multiple team members to work together from different access points.Case Management. Online case management allows you to manage confidential information in a secure environment. You can keep sensitive information of your customers and leads away from prying eyes that might use their data for identity theft or other harmful activities. This is essential to avoid cybersecurity issues and data leaks. The last thing any business needs is to get in trouble due to data security issues!Customer Service Automation. As the name states, RhinoLeg software is about managing relationships with your customers. Users can manage each customer case individually to improve customer satisfaction levels and track, close and reopen existing cases. It delivers automated services to personalize client communications. You can create a consolidated knowledge base of support information for quick access.Tracking. This RhinoLeg feature helps you keep track of customer journeys from the first point of contact to purchase and after-sales interactions. You can also monitor business-specific metrics like lead source, win rate and customer lifetime value.Project Management. Missing meetings is such a bummer, right? Instead of jotting down important dates in an Excel spreadsheet, RhinoLeg's project management capabilities make it easy to manage meetings with clients.With real-time alerts, you stay in the loop for upcoming events as well as any changes made to sales documents by your team members. Quickly overview your pending projects, so you don't miss any deadlines.Territory Management. You can route leads and accounts according to the customer's location. RhinoLegs let you segment accounts based on "territories" — geographical location, product type or even industry. Create hierarchies based on countries, states, cities and zip codes.Support this podcast at — https://redcircle.com/the-secret-to-success/exclusive-contentAdvertising Inquiries: https://redcircle.com/brandsPrivacy & Opt-Out: https://redcircle.com/privacy

Many businesses organize their sales teams into territories based on geography, demographics, or other criteria. Your company has also decided to jump on the sales territory management bandwagon to ensure better outcomes. But how can you ensure you continue hitting your monthly sales quota under this new arrangement? Your experience and your prospect's willingness to […]

Become a Big Fish in a Small Pond The Problem:  You struggle to sell your branded products because… You're not the brand leader:  In most markets, there is one company that has spent more time, resources, and money to become the brand leader.  They rightfully deserve brand recognition.  However, it's tough to sell into this […]

We are finally back and ready to share our wisdom (at least humor us, we feel we are slightly educated here)! This week we start our A-Z with A-D(ead)- trust me you'll understand after listening. Sit down, pour some tequila and lets get this business started!Welcome to Season 3 !

Too many sales reps treat territory sales planning reactively. Many sales reps get a call from clients, jump in the car, and drive off. They aren't managing their territory. How can they reduce reactivity? By time blocking. Block in different areas of your territory to visit on different days to help yourself stay organized. You can also time-block different segments to look at different verticals or disciplines. Rick Denley believes the key to success is proactive planning. Because if you don't have a good plan, success will become further out of reach. Hear more of his thoughts on territory sales management in this episode of Sales Reinvented! Outline of This Episode [0:48] Why is territory sales planning underrated?  [1:31] Reduce reactivity in territory management by time-blocking [2:40] Rick's ideal territory sales territory plan [3:35] The attributes of a great territory sales manager  [5:17] Tools, tactics, and strategies, to improve sales planning skills [6:30] Top territory sales planning dos and don'ts [9:00] Align knowledge and expertise in your territory Rick's ideal territory sales plan Rick notes that you need to start by analyzing the market and your segment of customers. Then you need to identify the business environment that you're working with. You likely have different verticals and different types of customers.  Rick also suggests performing a SWOT analysis of the market. What are the strengths, weaknesses, opportunities, and threats? What is your position in the marketplace? Where do you want to spend more time? Where should you spend less time? How you use your time is vital.  How are you organizing your time and efforts throughout your territory to make sure that you're focusing where you need to? If you're looking to grow and find new business, that dictates a different territory management approach than if you're maintaining existing accounts.  With very few exceptions, the 80/20 rule applies—you get 80% of your business from 20% of your clients. So you have to cover that 20% so you don't lose business. It takes far more effort to get new customers.  Rick's favorite territory management tool: SmartDraw Rick suggests utilizing SmartDraw to map out your territory. It's software that helps you build a visual representation of your territory. This allows you to focus on where you're spending time and where your business is coming from geographically. You can also color-code it to see what verticals the business is coming from. When account reps move things around or the organization changes, it's easy to make any edits in this software tool.  Top territory sales planning dos and don'ts Rick shares his favorite territory management tips: Time block: Time block a month ahead so you know where your focus will be each day. You will look professional and organized. Set growth goals and establish targets within your territory. You want to drive more sales but need to do that by setting realistic goals. Maybe a portion of your territory isn't well covered. Plan to go there one day a week for the next three months. Develop a strategy map with your sales territory, targets, and goals. Create a strategy and use software to visually map it out.  Review and track your results so you can measure success in your territory and categories. Create a visual map to show where business is coming from and growing. Align territories with a sales rep's knowledge and expertise When Rick was in sales leadership, he was working closely with 12 sales reps. They were in the process of shifting them to different territories. Rick acknowledges that it was painful. People don't like change.  They had to map out each of their accounts. Back in the day, that meant physically mapping them out on a map of Canada. They had different stick pins for different organizations and industry verticals.  They understood that aligning sales reps with knowledge and expertise in a specific industry with the clients who were the best match was key. Too many sales reps are given territories that they can't handle. So they assigned food and beverage to one rep, pharmaceutical to another, and so forth. They saw tremendous results from aligning specialties with client needs. You have to be open and flexible to change within territories—don't act like you own it. Things will change on an ongoing basis. The customer needs to be first. Secondly, it can be good to get others involved in your territory to maximize the amount of revenue you can generate from it.  Resources & People Mentioned  SmartDraw Connect with Rick Denley Connect on LinkedIn Follow on Twitter Connect With Paul Watts  LinkedIn Twitter  Subscribe to SALES REINVENTED Audio Production and Show notes by PODCAST FAST TRACK https://www.podcastfasttrack.com

Leadership and sales management need to be bought into the process of territory management and the thoughtfulness it takes to do it well. If they embrace it, the mindset cascades down to the individual contributor that's managing the territory.  Santino Pasutto emphasizes that salespeople need to take time to plan out their territory and understand their numbers. If you're allowed the time to measure twice and cut once, it will expedite the outcomes everyone is looking for.  Santino shares the unique ways that territory management directs his steps in this episode of Sales Reinvented. Don't miss it! Outline of This Episode [0:42] Why is territory sales planning underrated? [1:14] How to reduce reactivity with territory planning [2:11] Santino's ideal territory sales plan [5:15] How to determine penetration rates [6:54] Attributes and characteristics of a great territory sales planner [8:31] Tools, tactics, and strategies to improve territory management [11:01] Top 3 territory management dos and don'ts [14:35] How territory management directs your steps Santino's ideal territory sales plan Santino notes that your plan boils down to the product or service that you're selling. Some salespeople sell agnostic products whose client base is broad and varied. Others have a very narrow and prescriptive client base. If you're in the healthcare space, your targets are likely hospitals. It's easy to determine who to approach. But if you sell a service that a plethora of businesses can benefit from, your ICP is far different.  Who is going to use your product or service? What is their ICP? You have to determine their firmographic information. How many employees do they have? How do you access them? What industry are they in? Where do you sell well and what do those clients look like? Pinning down the ICP within your geography is key.  Then you must look at buyer personas. Who are you selling to within the accounts? What problems are you solving for them? Santino looks at his existing territory and the margins and penetration rates within those accounts. He looks for where he gets the most bang for his buck.  Which accounts are the most growable? Which are the most at risk? This helps him determine where to prioritize his time. He doesn't want to spend a lot of time focusing on accounts that are transactional or low-margin. It's all about looking for a mutual fit where you can earn a fair margin. How to determine penetration rates If you're selling to a hospital, you could correlate the revenue to the number of beds they have. What's the revenue per operating unit of a business? Use that as a rule of thumb. Look at the number of beds with other accounts and look at your revenue as a percentage of that. How does that compare to an account where you believe you have all their work?  Determining penetration rates helps you establish a benchmark with known accounts where you have a 100% share of wallet. You use that benchmark to compare to similar accounts to estimate your wallet share in them.  What are the attributes and characteristics of a great territory sales planner? Listen to hear Santino's thoughts. Tools, tactics, and strategies to improve territory management Santino emphasizes that sales professionals need LinkedIn Sales Navigator. Santino uses it to define ICPs and identify buyer personas. Santino also uses job boards to look for buyer personas by their titles. He'll read their job descriptions to learn how his product or service helps them address their everyday tasks.  You also need to calculate the opportunity that you have in each account. You have to leverage the data available to you to scale your territory, sell effectively, and have high win rates. To do that, you have to focus on where you sell the easiest and the most. Look back at your accounts and look at the ICP, revenue, and margin in those accounts. You will see a sweet spot—hone in on it.  How territory management directs your steps Santino had taken over a territory in the medical device world managed by a top rep. The market penetration within key accounts was solid. Santino had to find somewhere to grow, so he started looking for the easiest accounts to grow into. Leadership felt his time was spent in rural accounts. But Santino realized the effort to sell into those accounts wasn't the best use of his time.  So Santino looked at key accounts and how he could double down on growth. They were overly focused on top-line growth and not enough on the quality of that growth, i.e. the margin. Santino would have had to sell 2–3x the amount to rural accounts to achieve the same bottom line he was earning in larger accounts. One deal in one of these accounts was equal to 10–20 deals in the potential rural accounts.  So he decided to drip campaign smaller rural accounts and hone in on larger city accounts. His risk was higher because the opportunities were fewer but the sales process was the same. He'd rather spend six months on one deal than several smaller deals. How did his plan play out? Santino shares the whole story in this episode. Give it a listen! Resources & People Mentioned LinkedIn Sales Navigator Connect with Santino Pasutto Connect on LinkedIn Connect With Paul Watts  LinkedIn Twitter  Subscribe to SALES REINVENTED Audio Production and Show notes by PODCAST FAST TRACK https://www.podcastfasttrack.com

This week we are joined by Jules Ouroumis who is currently employed as the Brand Specialist for Flor De Cana Rum. Jules is originally from the Greater Toronto Area and joins the show this week from Pickering, Ontario. Before Jules discovered the world of fine wine and spirits, Jules played hockey for Brock University. Jules started her career when she graduated from Brock University and moved out west to British Columbia. Jules landed a job at arguably one of the most beautiful wineries in Canada, Mission Hill. Jules started as a Sommelier/Server at their fine dining restaurant ‘The Terrace'. Jules quickly fell in love with sales and the Industry itself as she eventually became a territory manager for the Mark Anthony Group. Jules also continued with positions in Key Accounts and Territory Management. Jules career has taken her to Whistler, Kelowna, Vancouver and Toronto. She has represented brands such as Moet & Chandon, Rodney Strong, Veuve Cliquot, Buffalo Trace and Hennessey. Jules has sold the range from fine wines to that bourbon that should be on your bar cart - she has sold it all! Several years ago while on a backpacking trip to Nicaragua, Jules discovered Flor De Cana Rum - one of the most sustainable rum brands on the planet! When an opportunity eventually arose to work with Flor De Cana Rum - Jules jumped at the chance and has not looked back since. Jules loves to talk about all things Flor De Cana - make sure you check her out at one of her many upcoming Flor De Cana appearances at an establishment near you! Links @thelegendofjulesz @flordecanarum @sugarrunbar @babylonsistersbar Little Mushroom Catering @littlemushroomcatering @the_industry_podcast email us: info@theindustrypodcast.club Podcast Artwork by Zak Hannah zakhannah.com

David Gerber is a new Uncle, a Starbucks loyalist, golf enthusiast, and someone who is incredibly driven by his ‘why.' At 14, Dave and his family suffered the tragic loss of his father to cancer just 6 short months after his diagnosis. He went on to play baseball at a D1 school, Creighton University, where despite not being a top recruit he ended up setting records as their Closer. After school he was drafted to the Seattle Mariners and recognized as one of the top player leaders in the organizations but after injury and release in 2019, Dave had to redefine his dreams. He took his lessons learned into Sales and Territory Management where he has built successful businesses in Connecticut, Nebraska, and Iowa. Dave has learned to defy the odds through the ability to bet on himself and lead others around him to do the same. Dave is no stranger to meeting adversity and overcoming it. We talked all about his journey, from losing his father at age 14, to getting unexpectedly drafted to the MLB after college, to how he got his career lined up after baseball and everything in between. If you liked this podcast, go check out Episode #7 with Tommy Edman or Episode #13 with Kelsey Plum Timestamps: 6:52 - why Dave says that his life really started at age 14 after his dad passed away 13:46 - how true adversity gives us the opportunity to define ourselves 15:34 - what role his dad still plays in his life today 17:42 - how Dave went from barely making his college team to setting school records 25:35 - Dave's "why" and how it helped him succeed as a pitcher in baseball 34:10 - how Dave was watching the MLB draft on TV and unexpectedly got drafted 40:17 - how Dave responded when he was told that his baseball career was over 46:23 - how Dave fought for a job after being told no, and ended up accepting the role with $58 in his bank account 50:57 - when to go up to bat for yourself and how you can fight for your opportunities 55:44 - finding balance between work and play

This episode is sponsored by Inogic.   Microsoft MVP and Inogic co-founder Roohi Shaikh joins the podcast to discuss geoanalytics, solution development, product management, and the needs of the Dynamics 365 CRM community. Inogic's product lineup includes its flagship, Maplytics, but it also includes over a dozen other apps, many of which cover relatively simple use cases that add efficiency and boost productivity. But as she exlains, simple does not always mean easy. Apps that boost productivity can help everyone from the small to very large Dynamics customers. We also talk about how Azure services now play a part in R&D and what Microsoft customers think about using the public cloud.   Show Notes: 1:30 - Roohi's professional background and history with co-founding Inogic 3:45 - The history of Maplytics, Inogic's flagship product 5:45 - Roohi's approach to product management and development 7:30 - What kinds of organizations use Maplytics with Dynamics 365/CRM? 9:00 - Interesting industry cases for geoanalytics 15:00 - The Maplytics roadmap: live tracking, geo-fencing, and more 16:15 - The implementation model for Inogic apps and the impact of the pandemic on deploying solutions 18:30 - More on building a product roadmap and developing new product ideas 24:00 - Outlook on virtual and physical conferences 26:00 - Roohi's plans for the future of Inogic 27:00 - Working with Azure infrastructure   About Inogic : Inogic has a suite of 15 Microsoft Preferred Productivity Apps on Microsoft AppSource. Be it App Integrations, streamlining Document Management in Dynamics 365 CRM/CE, improving productivity with its suite of 1 Click Apps or simply visual representation of data using Visualization Apps – Inogic has always been a hub of distinct and innovative solutions for Dynamics 365 CRM / Dataverse (Power Apps). Its flagship product Maplytics™ is a geo-analytical mapping app that provides seamless Maps and Dynamics 365 CRM integration with features like Territory Management, Radius Search, Appointment Planner and Routing within Dynamics 365 / Dataverse (Power Apps) across all devices. A preferred app on Microsoft AppSource, Maplytics helps businesses around the world plot, plan and analyze their CRM data on a rich and interactive map interface within Dynamics 365 CRM.

This episode focuses on the value and strategy of analyzing your business marketplace.  This session will help you create a new plan for monitoring your drive time, territory incomes, location of key referral sources and what might be some of your best planning options. Louis takes you through the process of defining key customer areas and reducing non revenue producing drive time.  Anyone on your staff who travels outside of the office will find this program valuable in their planning their work day. Time is money and Louis will help you make the most of your time in the field. 

- O que Territory Management - Porque a Salesforce recomenda a migração para o Territory Management 2.0 - Melhorias de performance e eficiência - O que ganhamos - Múltiplas arvores hierárquicas - Clone de Território - Auditoria - Integração com Chatter Chatter - O que perdemos - Integração de previsões customizadas - Quando o Territory Management 1.0 vai morrer (30 de Junho 2021) - Depois dessa data - Configuração será desativada - Acesso a UI e API serão desativados Documentação: https://help.salesforce.com/articleView?id=000318370&type=1&mode=1 Acompanhe as live de segunda a sexta às 21:41, saiba mais em https://souforce.cloud/lives Siga-nos no Instagram @iFernandoSousa & @Anellinv & @souforce Blog: https://souforce.cloud Cursos: https://cursos.souforce.cloud Telegram: https://t.me/souforce

#180 - Territory Management - Transmitido ao vivo em 20/03/2020 - O que é? - O que ele afeta? (Conta, Contato, Oportunidade, Caso, Objetos Filhos, Custom apenas Master detail) - Estrutura de Territory Managment (Geograficamente ou não) - Hierarquia de Territory - Beneficios - Melhorar o compartilhamento das contas (Dependendo do seu negocio) - Relatórios de vendas com base nos territorios - Transferir o territorio do usuario sem tirar o acesso a antigas oportunidades - Afeta Forecast - Versão 1 do Territory Managment vai morrer Acompanhe as live de segunda a sexta às 21:41, saiba mais em https://souforce.cloud/lives Siga-nos no Instagram @iFernandoSousa & @Anellinv & @souforce Blog: https://souforce.cloud Cursos: https://cursos.souforce.cloud Telegram: https://t.me/souforce

Send Us Your Feedback & Suggestions! Voicemail: 608.492.0321 (Note please tell us in your message if you do NOT want your voicemail to be included in the podcast). Email: wizardcast@thewizardnews.com Website: https://thewizardnews.com/wizardcast_home/contact-us-wizardcast Salesforce Spring 20 release is here and is it full of goodness. We take a quick overview of some of the features we're excited, think are noteworthy, or simply just confuse us. Check out our overview of what's growing in your Salesforce org this Spring Show Overview 0:00 The Blue Box 1:24 Introduction 2:23 Knock Knock Joke 3:00 Spring 20 3:45 Retiring Features Customizable Forecasting and Territory Management 4:30 Custom settings and Custom Metadata visibility & other Critical Updates 9:20 In-App Guidance Generally Available 11:00 Same Site Cookie 12:25 Opportunity Scores 14:45 Clone Opportunity with related records 16:25 Edit Account Opportunity team related list 16:50Enhanced related list 18:00 Territories on Account Reports and Advance currency management in lex 20:00 Email Threading in Activity Timeline 20:40 Task Queues! 23:10 Hover Case popup 24:00 URL hacks are back in Lightning... kind of 27:50 Einstein Article Recommendation GA 29:45 Report Preview toggled OFF by default 30:27 Filed to Field Filters 30:56 Report Subscriptions as attachment 31:25 Count Unique Values 32:15 New Mobile App & Configuration 33:00 Before Save Flows 34:00 System-Mode Flow 37:20 Outro Thanks intern Susan Thayer 38:55 Back to the Episode! Links in This Show Flow with Product Manager Jason Teller and Shannon Hale FEEDBACK You can ask your questions, make comments, bad jokes, and your requests! Contact Us via Website https://thewizardnews.com/wizardcast_home/contact-us-wizardcast Leave a Voicemail 608.492.0321 (Note please tell us in your message if you do NOT want your voicemail to be included in the podcast). Email wizardcast@thewizardnews.com HELP US SPREAD THE WORD! We'd love it if you could please share #WizardCast with your twitter followers. Click here to post a tweet! Amazon Alexa Skill - REVIEW US ON APPLE PODCASTS! Review Us Support the show! WizardCast Merchandise Store Shop On Amazon Libsyn podcast hosting:  Get a free month with promo code: podmagic Other Ways To Support Participate In The Show! Share an IdeaExchange idea for our Ideas Highlight episodes! http://bit.ly/ideahighlight Share a question for Parker Harris http://bit.ly/parkerquestions Ways to subscribe to The WizardCast Click to Subscribe via iTunes/Apple Podcasts Click to Subscribe via Google Podcast App Click to Subscribe via Stitcher Subscribe via RSS music & sound effects https://freesound.org/ Audio and Music provided by: Cherry (Instrumental Version) (Josh Woodward) / CC BY 4.0 Sounds from: http://www.freesfx.co.uk episode!

Matt Olson discusses the importance of having a strategy to manage sales territories at City Wide

Part of the huge April wave of feature releases for Dynamics 365, were some license tweaks and a some new license types. I already discussed the new Dynamics 365 for Marketing license here, but in this post, I want to focus on the new Dynamics 365 Sales Professional License. A Little History Bear with me, but we need to take a short walk down memory lane to get back to today. When Dynamics CRM Online first launched in 2011 it was aggressively priced at $44/user/month. Compared to Salesforce this was a real bargain. It was also one offering that included multiple workloads, including Sales and Service. Some time later the price was increased to $65, or $50 as an addon to Office 365. I think there was some customer concern that the price was actually too low for the product to be very good. If the competing product is more than double, then this must be a lesser product. When the brand consolidation to Dynamics 365 took place, the Sales app was renamed Enterprise Sales app and the price shot up to $95. Still less than Salesforce, but not so much less that customers were leery of it. To offset this jump several "transitional" licenses were introduced to "step up" existing customers over time. In addition, a new "Promo" license was introduced specifically for Small and Midsized Businesses (SMB) Sales at $40. Shortly after that a second SMB Sales and Service license was added for $65. The sale of these "promo" licenses to new customers ended the first of this week. Evolution of Business Edition to Pro You may have heard the term "Business Edition" floating around, and in fact it still pops up on some Microsoft documentation that has not yet been scrubbed. Business Edition was conceived as a plan for SMB Customers. The first, and only, product that launched under the Business Edition concept was a light version of NAV that had been SaaSified. In the pipeline were also Business Edition Sales App, Service App and a new Marketing App. These "Apps" were intended to be lower cost (+/- $40), and would have limited features, parsing out the Enterprise stuff that SMB did not need. Seemed like a great idea! But, well into the development of the Business Edition apps, Microsoft had an epiphany. "Why develop a specific app to target a customer by size? We should really focus on a solution that targets users with simpler needs, regardless of size." As big a fan of the SMB idea as I was, I could not argue with this logic, and it still worked for SMB, even if SMB was no longer the specific target. For the Marketing App, this meant any size customer could use it, if it met their needs, and why not. But what happened to this Simpler Business Edition Sales App that was being built? The idea of a limited App for users with more basic needs still made sense, regardless of customer size. But did it still need a specific "simplified" App? Could they not just use the same sales app as Enterprise, with some limitations placed on it? It is certainly one less thing to support. And the Dynamics 365 Sales Professional License was born. It is a new app, but it is the same app as Enterprise, but with some limitations placed on this new app. Limitations are fair, since it is priced at $65 vs $95. So as you absorb the information below, remember, there is a difference of $30/user/month. Limitations Whenever you attempt to apply any kind of limits to anything, partners and customers will bitch and complain. Nevermind that it costs less.. "why can't it cost less, and be the same as the full priced one?" This seemed to be the prevailing argument that I was hearing, which makes no sense at all of course. "Why isn't the Big Mac on the Dollar Menu?" I get that nobody likes limits, but even Mercedes Benz sells a shitload of their entry-level vehicles... so clearly there is a market. The better question to ask, is how many of my customers' users can fit within these limits, allowing me to help lower their total cost... where it makes sense. This is really no different than the exercise we undertake for the Team Member license, a severely restricted, but very low cost, license. Who can get by with it? I watched Microsoft over the last year or so, tweak and fiddle with these limitations, trying to get the recipe just right. They needed to balance providing enough capabilities, while not so many capabilities that they cannibalize the full Enterprise license/app. Clearly there will be some cannibalization, but there is an alternative goal.  To revisit the Mercedes Benz analogy, some people who bought the entry-level car, might have bought a more expensive Mercedes if it did not exist. However, most of the buyers of that entry-level car would probably not have bought a Mercedes at all, if the entry-level did not exist. Mercedes opened up their brand to an entirely new audience, many of which will upgrade from the entry-level car eventually. So let's dive into these "limitations". Excluded Completely There are quite a few features of the full Enterprise Sales License/App that are not included at all in the Sales Professional License/App. A few that you should be aware of, that might help your decision process are, Sales goals and Territory Management. For most SMB customers this will not be an issue, but for larger customers these may be important. A few of the other completely excluded existing features are Social Engagement, Gamification, Voice of the Customer (surveys) and Mobile offline Synchronization. A brand new feature called Dynamics 365 for Sales Intelligence is also not included. One more item that is not included, that could be a key point, depending on your plans, is PowerApps. This one bothers me a bit for SMB, as I saw PowerApps coming not play there in the near future. But Microsoft can always adjust this later if it makes sense. The Case for a New Case The Customer Service capabilities of Dynamics 365 are quite significant. They are also part of a separate license/app. A license that might make sense for your Customer Service Organization, but what about the occasional case that needs to be created by a Salesperson. A missing part, or some other issue the customer shared with the Salesperson. The Salesperson certainly does not need the full Customer Service capabilities, but they do need some way to engage and initiate simple cases. Microsoft recognized this need and created a new "Lite" case management capability, specifically for this scenario. It is included with either the Professional or Enterprise Sales license/app. A Salesperson can create, assign and resolve these types of cases themselves, without needing the full-blown Customer Service license. This is an important factor to consider. Specific Limits Microsoft took a two-pronged approach to the Sales Professional limitations. The first was to completely eliminate some features that they felt their target user would not need. The second was to apply some "limits" to other features. This is probably where most of the partner controversy came from. But again, partners would like a full-blown product at a lower cost, because it's easier to sell. Duh. This is also the area where Microsoft spent the most time refining. I recall a conversation where someone on the team told me, and I am paraphrasing here, "We can always raise a limit that is determined to be too low, but we could not easily lower one that was too high". So consider this a test for a brand new license/app, if it does not accomplish the goals, Microsoft can adjust the levers. Freaking out is not required... yet. Custom Entities are limited to a maximum of 15. Business Process Flows are limited to a maximum of 5. Custom Workflows are limited to a maximum of 15. You can install a maximum of 10 3rd party apps (ISV solutions). Each entity can have a maximum of 2 forms. You are also limited to 5 custom reports. I will take credit for the 2nd form, as I reacted almost violently to an earlier plan with a single form. There are some further caveats to understand. 3rd party ISV solutions do not count against the limits of custom entities, process flows or workflows... however those third party apps may be subject to those limits in their own solution. I am seeking clarification on that now. But, if that is the case, then an ISV solution that you install, could itself have no more than 15 custom entities, 5 business flows or 15 workflows. Why might this be the case? Because partners and ISVs are sneaky. Without these limits an ISV would just backfill a customer's Sales App with all of the things that were limited out, and we're right back to cannibalization of the full product license. That's cheating. But again, I am seeking clarification, and will update this post when I get the official public answer. How will this work? This is a question I posed to Microsoft. You can mix-and-match Enterprise Licenses with Professional Licenses. This got my head spinning. If half of my users have limits, and the other half do not, how does that work in a single instance? With different App modules. So beyond just a specific license for Sales Professional, there is also a specific app for Sales Professional. A person who has an Enterprise Sales License can access a Sales Professional app, however, they will be subject to the same limitations, because the Limitations are being applied at the app level. This particular caveat will make you think a little harder about this. Why have an Enterprise Sales license at all for a Sales Professional app? The thinking here is that an Enterprise customer might have people in multiple roles. For example a full app for the main business unit, and maybe a Sales Pro app for another business unit, as one example. An Enterprise user could access both; a Sales Pro user could not access all of the mothership from their app. How will these limits be applied to the Sales Pro App? It will be your responsibility to not expose within your Sales Pro App, any more capabilities than are allowed. Eventually, there will be some telemetry to let you know if you strayed out-of-bounds. Of course, Microsoft will have this telemetry also, so cheaters beware. Upgrading For many customers the Sales Professional License/App will be a great long-term solution. For others, it will be a great introduction. So there will absolutely be circumstances where a customer who started on the Sales Professional License/App will want upgrade to the Enterprise Sales License/App. What does that look like? Simple, just apply an Enterprise Sales License to the user, and give them access to the Enterprise Sales App. This is way better than an earlier discussed concept of separate instances. So that's all I got on the new Sales Professional App. I'll update this post when I have the other answers. Update: 04/09/18 I got the answer from Microsoft. While it was discussed previously, there is no limit on the size of the actual solutions that are installed from AppSource, just a limit on the number of them.

Every sales rep has conversations, but not every sales rep knows how to have conversations. In this episode, Chris Orlob, Director of Product Marketing at Gong.io, explains what he discovered with his team analyzing over 250,000 sales conversations. In This Episode You'll Learn: Reps can win more by increasing prospect talk time by 11% on discovery calls Keep company overview to two minutes or less to increase win rates The importance of listening for competitors mentions early How and why to use risk reversal language How pushing for 3-4 price mentions increase win rates Links and Resources Mentioned in This Episode: Gong.io Research InsideSales.com Research The Sales Acceleration Group Gabe Larsen Facebook

Imagine with me for a minute, it's the end of your month or quarter and so you want to make sure you give it your all so you tell your sales team to come in Saturday and Sunday. Have you ever done that? I know I have but it is the right thing to do? In this episode, Gabe Larsen, Head of InsideSales Labs discusses research on the closing deals on the weekend compared to weekdays. In This Episode You'll Learn: The win rate is 73% higher on weekdays than weekends Deal size on weekdays is 83% higher than it is on weekends. Tuesday is the best day to close a deal Links and Resources Mentioned in This Episode: LinkedIn Post The Sales Acceleration Group Gabe Larsen Facebook

A cadence is a sequence of activities that increases contact and qualification rates. In the past there has been four key pillars of a cadence but in an account-based model if you're not using the 5th pillar you've in a bad place. Gifting or sending direct mailers is the 5th pillar and it's a key aspect to winning in an account-based model. In this episode, Braydan Young, co-founder of Sendoso, talks about the idea of gifting and what companies should be thinking about to run this play successfully in an account-based sales approach. In This Episode You'll Learn: What is the idea of gifting or sending direct mailers as part of the sales process What are some of the best gifting ideas in sales and how can you use them Where should you use gifts in the sales process Links and Resources Mentioned in This Episode: Sendoso.com Braydan's LinkedIn The Sales Acceleration Group Gabe Larsen Facebook

Every organization struggles with training and on boarding. In this episode, Lauren Bailey, president and founder of Factor8, talks about her three tips to turn inside sales organizations to rockstars. In This Episode You'll Learn: The importance of cutting your training time in half Making sure your training is custom to your situation Using call recordings as game film Links and Resources Mentioned in This Episode: Factor8 Youtube Channel Lauren's LinkedIn The Sales Acceleration Group Gabe Larsen Facebook

Every organization has a structure but not many organizations know what structure is optimal to maximize revenue with their unique situation. In this episode, Dan Perry, principal at SBI, discusses research and his learnings regarding optimal organization structures. In This Episode You'll Learn: The Seven Organizational Design Models Designing an Org Model for Your Business Emerging Best Practices on Inside Sales Org Models Links and Resources Mentioned in This Episode: Sales Benchmark Index InsideSales.com Sales Acceleration Facebook Group Gabe Larsen on Facebook

In sales you never really know if you're a leader or a follower. Often we want to please everyone which ends up pleasing no one. Yes isn't always the answer. In this episode, Brad Childress, sales expert, discusses how to move from being a sales concierge to a sales leader. In This Episode You'll Learn: Don't believe the current thinking that the customer is 67% through their buying process when they engage Trade, Don't Give Win or Lose Early Don't confuse "Like" with "Preference" Commit to the "Sales Bill of Rights"

Let's talk tools for a minute. I'm not talking about the usual. I know you know those just like I do. I go to a lot of the same events you do and I hear the same message from the same vendor so let's skip the usual and go to something else. I want to talk about random tools. Ones you've never heard of. In fact, that's probably my goal, if by the end of this rant you say to yourself that you've not heard of at least of of these tools then I've done my job. Let's dive in. In This Episode You'll Learn: Sendoso.com KZOInnovations.com LetterFriend.com FaxPipe.com

Most people sell features. A select few sell benefits but Anthony Iannarino teaches companies to sell something greater than that. People don't buy products, people buy people and until sales reps start prescribing to prospects what is required to win, they will never reach their full potential. In this episode, Anthony Iannarino, discusses the secrets of how to sell better starting now. In This Episode You'll Learn: What you need to do to sell better now Your product isn’t enough Experience isn’t enough ROI and outcomes aren’t enough You are not all that different from your competitors The direction from which you enter a sale defines you How you sell is more important than what you sell Links and Resources Mentioned in This Episode: The Sales Blog

If you have not heard of the Corporate Executive Board (CEB), you're missing out. CEB is a fantastic research and best practice organization that has revolutionized the way way we think about sales and marketing. One of the leaders at CEB is Matt Dixon, the author of the Challenger Sale. Matt is responsible for authoring a book that has really changed the way people look at sales. In this episode, Matt explains some of his thought around the Challenger Sale - how the book came to be and what companies should should with the information. In This Episode You'll Learn: What is the Challenger Sale How the Challenger Sale was created How organizations should start using this information

Proposals are an important part of the sales process but wasting time writing proposals for the wrong people or handing the process of proposal writing inappropriately, can cost sales people a lot of time. In this episode, author Colleen Stanley, talks about three key concepts sales people should focus on to make the proposal process a success. In This Episode You'll Learn: The importance of knowing who you target How to stop confusing a the idea of a customer wanting a better price with idea of a customer pain How to develop soft skills to be more assertive Links and Resources Mentioned in This Episode: Colleen's LinkedIn

Sales development is a popular term for lead development reps or people who handle the prospecting part of the sales process. In this episode, the master Kraig Kleeman, discusses key trends driving this important role. In This Episode You'll Learn: Great sellers are not born they are developed Onboarding is key Cracking the code on the enterprise Understanding the limitations of social selling Unlocking a lot of cash Links and Resources Mentioned in This Episode: Kraig's LinkedIn

Malcolm Gladwell is the man. He runs a podcast called the The Revisionist History. His 3rd episode talks about why smart people do dumb things and we thought, in sales, smart people do dumb things. The InsideSales Labs team recently released a research report called, " Time-Based Closing Strategies: The High Cost of Procrastination." The report quantifies the age old debate of sales reps closing deals on the last day of the month. In this episode, we discuss why people do dumb things and introduce some of the findings of our research report. In This Episode You'll Learn: About Malcolm's Podcast What really happens on the last day of the month regarding the number of deals, deal sizes, and win rates How much bad behavior at the end of the month is costing companies Links and Resources Mentioned in This Episode: Research Report Malcolm's Podcast LinkedIn Article

Every company wants to move up stream and catch bigger fish but not every company can. Selling to bigger companies requires a different strategy and mind-set than selling to small companies. In this episode, Leslie Venetz, VP of Sales at Carpathia talks about his experience of selling and winning in the enterprise. In This Episode You'll Learn: The importance of defining your target companies How to not be afraid to pick up the phone and call How to effectively deal with gatekeepers

Antiquated systems, processes, data structures, and ideologies plague sales and marketing. If we do not optimize our sales and marketing technology stack to empower a formulaic approach that seamlessly manifests itself as clearly defined business results, we will not create sustainable and predictable growth for our organizations. In this episode, Dan Murdoch Director of Demand Generation, talks about the Harmony Theory and how sales and marketing can work together to drive success. In This Episode You'll Learn: Defining the assembly line to revenue Building the optimized technology stack Employing an ABM, Omni-Channel surround sound strategy Implementing industry leading sales and marketing operations Defining clear divisions of labor to move leads down the funnel Employing the Harmony Metric as a means of prioritization for sales action (A weighted avg metric of Lead score + Account Fit score + Contactability score)

Hiring is broken and if you're like most leaders you're not sure how to fix it. Great resumes, well-dressed candidates, and firm handshakes just don't cut it but what does? In this episode, Ross Rich, Managing Principal, Selection Strategies, Inc. shares with us the secrets of his life's work - discovering and using a data-driven approach to hiring sales superstars. In This Episode You'll Learn: Blending art & science in sales hiring Identifying key performance metrics Mining for performance data Incorporating data-driven attributes into the interview process Links and Resources Mentioned in This Episode: 59: Your Hiring Process is Broken: Lesson from the Movie MoneyBall 15: Creating a Performance-Driven Culture w/Shea Stringert @AdRoll LinkedIn Posts

Sales and marketing have always been known as the odd couple but that doesn't mean it's okay. How can you bring two things together that often don't naturally go together? In this episode, Gavin Harris, VP of Sales of SalesFusion, breaks down the relationship of sales and marketing and discusses how these two functional areas can effectively work together to achieve success. In This Episode You'll Learn: The importance of speed-to-lead How great organizations think about scoring leads How prioritization drives success

This guy is the real deal. Aaron Ross made his fame and fortune at Salesforce.com where he helped Salesforce scale to 100million dollars. For years his book, Predictable Revenue," was called the bible of "Silicon Valley" and it has helped many companies achieve top success. In this episode, Aaron shares with us some of the genius of his latest writings about how CEOs can break revenue plateaus. In This Episode You'll Learn: Use your challenges to power change, not avoid it Seeds, nets, spears,: which is best for you Specialize your people or time Practice getting to the painful truth

When you think of the marketing cloud you think of full automation. Lead routing, lead scoring, lead research, lead nurturing. The list goes on and on. In the world of hiring it's different. There is little to no technology and the concept of predictive analytics is non-existent. It's not right but it is the way it is and it's time we recognize it and change it. In this episode, Gabe Larsen, the Director of InsideSales Labs discusses a data-driven approach to hiring using lessons from the movie MoneyBall. In This Episode You'll Learn: The MoneyBall story - Billy Bean and the Oakland A's The concept of using data in the hiring process like the Oakland A's did What talent is and how it can be used to objectify the hiring process Links and Resources Mentioned in This Episode: 15: Creating a Performance-Driven Culture w/Shea Stringert @AdRoll 18: How the World’s Top Tech Companies are Killing It with Sales Development w/Leaders from Apttus, Salesforce, Docusign, and Hubspot LinkedIn Post Accelerate: InsideSales.com's Executive Summit Account-Based Virtual Workshop

In this episode, Marcello & Shari discuss the different elements that go into territory management, & why managing your territory well is so important. Marcello introduces some of the key concepts that he focuses on such as: Routing, Resources, Research, Right Timing/Frequency, & Reason to Go Back.

Not long ago, a few of us here at the office started debating what was the most popular sales related movie. Surprisingly, there was not a clear winner. I was shocked at some of the movies that people mentioned as I didn’t really considerer them a movie related to sales. After a lot of discussion we decided we'd finalize the debate with a research study. Why not ask a few hundred sales people what their favorite sales related movie was and once and for all see if we couldn’t settle the debate. So we did. We gathered a list of a handful of sales related movies and sent a survey out to a mix of sales positions. We had 433 people respond. The top three sales movies were...you'll have to listen to find out. In This Episode You'll Learn: What the highest and lowest rated sales movies Links and Resources Mentioned in This Episode: LinkedIn Post

If you've not heard of Tom Hopkins, you're probably not a great sales person. Tom wrote a revolutionary book in 80's called 'How to Master the Art of Selling'. Since then Tom has revised that book and written another book called 'When Buyers Say No'. In this episode, Tom talks briefly about the importance of communication skills and the proper steps to selling and how to serve your clients well. In addition, Tom talks about the word "No" and how it can be a fork in the road if sales reps treat it right. In This Episode You'll Learn: The importance of goals The most important thing in selling How to think about "No" in a different way Links and Resources Mentioned in This Episode: Tom Hopkins LinkedIn

Bob Burg is the coauthor of the international bestseller, The Go-Giver and a much sought-after speaker at sales and leadership conferences. In this episode, Bob discusses his book the Go-Giver and talks about how companies both large and small are not only of much greater value to their customers; they are also significantly more functional, and profitable by using the Go-Giver method. In This Episode You'll Learn: Five Laws that will bring you both personal effectiveness and professional success. The difference between price and value…and why that’s so vitally important to understand. One golden nugget of advice from a “drive-by mentor” totally shifted Bob’s perspective and played a big role in his success. Why asking if something will make money isn’t a bad question…it’s just a bad “first question.” Links and Resources Mentioned in This Episode: Bob Burg's Website

Qualification is a lost art. Most people try to move too quickly to the presentation so they can talk about themselves and how great they are. In this episode, Mark Hunter, discusses keys to qualification and how reps can win if they qualify the right way. In This Episode You'll Learn: How to qualify quickly The key of asking open ended questions The importance of finding a critical need and building on it Links and Resources Mentioned in This Episode: InsideSales Labs Research The Sales Acceleration Show Recognized as Top Podcast

2016 has come and gone and it's time to reflect on what actually happened. Here are some of the highlights: The Olympics were awesome, there were some crazy tech acquisitions, a couple of important sports spells were broken, and of course Donald Trump was elected president. But, that's not all. Some fun things happened with InsideSales Labs and we wanted to tell you about it. In This Episode You'll Learn: Our highlights from 2016 Some of the cool things InsideSales Labs has been working on Links and Resources Mentioned in This Episode: LinkedIn Article with Links InsideSales Labs Research The Sales Acceleration Show Recognized as Top Podcast

2016 has come and gone and managers and reps are preparing for 2017. The end of the year provides a time to reflect and review on what went well and what can be improved. In this episode, author, speaker, and strategist, Andy Paul, discusses 2017 and what reps and managers should do to make it a success. In This Episode You'll Learn: Biggest sales challenge facing sales reps The importance of understanding the psychology of decision making Where deals are won or lost in competitive sales Advice for heading into 2017 Links and Resources Mentioned in This Episode: AndyPaul.com Inside Sales Top Challenges Study Andy Paul Blog: Top Five Sales Books Recommend by Experts

In sales we all have those moments. Moments we can't forget for the rest of our lives and usually it's because those experiences were incredibly embarrassing. In this episode, we talk about our most embarrassing moments and some of the lessons learned. In This Episode You'll Learn: Some of our most embarrassing moments Lessons learned from these experiences A few tips to make sure you don't make the same mistakes Links and Resources Mentioned in This Episode: LinkedIn Post: What Are Your Most Embarrassing Sales Moments? Here Are My Top Two

Coaching is something that people talk about but rarely do. Why? Is it because it's hard? Is there no technology to support coaching activities? In this episode, Tom Lavery CEO of Jiminny, discusses why and how companies can start creating a culture of coaching. In This Episode You'll Learn: What great organizations do to create a culture of coaching Where leaders should spend time coaching How to develop sales people in the ways they learn How companies are measuring performance Links and Resources Mentioned in This Episode: 31: Creating a Culture of Coaching by Using Call Recordings w/Steve Richard @ExecVision_io 27: The Secret to Selling in the Enterprise: Navigating the Path to Power 26: Owning the Sales Conversation w/Josh Harcus @TeamHuify

Enterprise AI has reached a tipping point with enterprise sales. Whatever you call it – machine learning, predictive analytics, artificial intelligence, cognitive computing – this phenomenon is dominating our newsfeeds. In this episode, CEO of InsideSales.com, Dave Elkington presents his thoughts A.I. and how it can effectively be used in the sales process. In This Episode You'll Learn That Meaningful AI requires Three Crucial Elements: Math – Algorithms that look for patterns in data in order to predict future outcomes. Data – Information that continually feeds the math, making it smarter and more accurate. Applications – Software that turns predictions and prescriptions from the math into improved outcomes by integrating into activities and workflows. Links and Resources Mentioned in This Episode: What Is AI? Setting the Record Straight A Day In The Life Of A Millennial Sales Rep: Why A.I. Is Causing A Sales

We all have sales development teams but we don't all have sales and sales development teams that work well together. In this episode, Kristin Agnelli, Sr. Director of Lead Development at PGI, discusses what's she learned to do to make these teams work successfully together. In This Episode You'll Learn: The importance of strategy – Sales is the customer of the sales development team. What does sales need, more volume or better leads? An agreement always needs to be there if you’re building a new team or taking on an existing one. The need for alignment - When sales realigns compensation and territories at the beginning of every year it’s best to mirror their set up and change SDR structure/comp if needed. The purpose of service level agreements – SLAs make easy for sales to partner with the SDR team, and likewise make it easy for SDRs to get their job done. Set up your backend technology stack to support your deliverable and put some SLAs behind different expectations.         Why you have to have accountability – Both the SDR team and sales teams are accountable for different activities throughout the process. Links and Resources Mentioned in This Episode: 3: Lessons Learned from Scaling a 100 Person Sales Development Team at Apttus w/ Kent Venook The Definition of Sales Development Posts by Gabe Larsen on the InsideSales.com Blog

Ever wondered how to create a winning culture based on performance? In this Episode, Shea Stringert, Sr. Director Platform Sales at AdRoll, discusses how he's helped Adroll achieve successful growth by creating a capacity model for hiring, a culture based on performance not politics, and a structured training program to progress reps in their careers. In this episode you'll learn: How to attract and hire the best talent Key KPIs you'll need to build a capacity model A phased-approach for skills training and milestone achievement The importance of systems and tools in your optimization journey Links and Resources Mentioned in This Episode: Shea's LInkedIn Profile Episode 3: Lessons Learned From Scaling A 100 Person Sales Development Team Episode 14: Using Sales Operations to Drive Productivity

Overview There are a lot of buzzwords in the sales acceleration space: big data, gamification, social selling, etc. Although we may use these terms not everybody understands what we are referring to. In this episode, we define what Sales Acceleration means and discuss important topics that will be addressed on this show around the areas of Demand Generation, Sales, and Sales Operations. Definition of Sales Acceleration Marketing and marketing automation owns the idea of generating leads and lists. CRM’s own the opportunities and the idea of closing deals. Sales Acceleration increases the velocity of your sales process. Demand Generation Key topics we'll discuss in this show around demand generation include: Generating leads and lists, building a content strategy, developing offers, scoring prospects, and building campaigns. Sales Key topics we'll discuss in this show around sales include: sales structure, hiring, prioritization, cadence, motivation, pipeline management and forecasting Sales Operations Key topics we'll discuss in this show around sales include: compensation, sales, process, territory management, sales acceleration technology,

Sales Management Workshop - Information To Help You Develop Your Sales Management Skills Michael Carter SMW_017 Sales Territory Planning, Design, and Territory Management Territory planning For Sales Success Territory planning, the design of your territories, and how those sales territories are managed is crucial to sales management success.  In this podcast the goal is to give you a chance to look at the territory planning process. What is Territory Planning, Territory Design, and Territory Management? We’re talking about […] SMW_017 Sales Territory Planning, Design, and Territory Management