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Elements of Sales Territory Mapping

Elements of Sales Territory Mapping

Posted by Anthony Iannarino, Jan 12, 2023
Territory mapping is an important component of sales performance management. The optimal sales territory mapping for your company and your goals may be terrible for another company.
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How and Why to Use an Open-Ended Question

Posted by Anthony Iannarino, Jan 11, 2023
To achieve different outcomes inside the sales conversation, you need to ask different questions. Because it is helpful to ...

How to Measure Sales Manager Performance

Posted by Anthony Iannarino, Jan 10, 2023
Sales leaders and sales managers spend time looking at their sales team's performance. What they learn by managing ...

The 10 Sales Training Courses You Need Now

Posted by Anthony Iannarino, Jan 09, 2023
The first book I published was titled The Only Sales Guide You'll Ever Need. I wrote it because I recognized that B2B sales ...

How to Make Time for Sales Coaching

Posted by Anthony Iannarino, Jan 08, 2023
When asked about whether they provide sales coaching, sales managers will often explain they don't have the time to do so. ...
3 Big Shifts

5 Advanced Sales Training Programs for Next-Level Sales Pros

Posted by Anthony Iannarino, Jan 07, 2023
44% of salespeople give up after one “no.”

15 Critical Sales Techniques You Must Master

Posted by Anthony Iannarino, Jan 06, 2023
The word technique means you have a way of doing something to produce an outcome. Because success is individual, it is ...

What Is a Good Customer Acquisition Cost?

Posted by Anthony Iannarino, Jan 05, 2023
The answer to the question “What is a good customer acquisition cost?” will be different across companies. One company's ...

How to Train Your Sales Team

Posted by Anthony Iannarino, Jan 04, 2023
B2B selling has never been easy, but in our current environment it is more challenging than ever. The contacts you sell to ...
sales-hustler

How to Elicit Buyer Intent in the Sales Conversation

Posted by Anthony Iannarino, Jan 03, 2023
Some buyers make their intent known, sharing what they want and why. They are transparent about their intentions. Other ...

7 Critical Steps Your Sales Outreach Strategy Needs

Posted by Anthony Iannarino, Jan 02, 2023
More prospects, more sales. Right? Not always.

The Five Things You Need from Your Sales Champion

Posted by Anthony Iannarino, Jan 01, 2023
A first meeting is not automatically an opportunity. You need more evidence before you can consider a first meeting to offer ...

How to Build an Effective Sales Outreach Strategy

Posted by Anthony Iannarino, Dec 31, 2022
Success in sales requires an effective outreach strategy. The more effective your outreach, the greater the number of ...
Sales Manager Challenge

The 7 Basic Elements of Sales Performance Management

Posted by Anthony Iannarino, Dec 30, 2022
Salespeople have a sales process that guides their approach to creating and winning deals. Sales managers have a cadence to ...

Selling and Complex Buying Behaviors

Posted by Anthony Iannarino, Dec 29, 2022
Selling used to be easier. As a salesperson, you might have called on a decision-maker once or twice. Often, you and your ...

7 Reasons You Need Net New Business

Posted by Anthony Iannarino, Dec 28, 2022
Every sales leader or sales manager is responsible for growing their company's revenue. To grow, you need net new business. ...

What is a Positioning Statement

Posted by Anthony Iannarino, Dec 27, 2022
In a time when there are too many sales organizations chasing too few prospective clients, differentiation is difficult. ...
sales-accelerator-team

5 KPIs for Sales that Measure Sales Effectiveness

Posted by Anthony Iannarino, Dec 26, 2022
You might have a huge dashboard spread across two or three screens. You might also have a cluster of gauges that measure ...

Top 5 Financial Advisor Sales Training Programs for 2023

Posted by Anthony Iannarino, Dec 25, 2022
As a financial advisor, your clients invest in you, not just your service.

The Sales Manager's Guide to Opportunity Management

Posted by Anthony Iannarino, Dec 24, 2022
To reach your goals as a sales manager, you need your team to hit their targets. Hitting those targets requires them to ...

How to Calculate Your Closing Ratio

Posted by Anthony Iannarino, Dec 23, 2022
On LinkedIn and other social media platforms, you will find advice like "Don't close deals, open relationships." This ...
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