Congrats you have a brand-new “greenfield” sales territory!
Unlimited opportunity, untouched accounts, no other reps vying for your business. Not to mention our products are the most awesome thing ever invented. Boy, you are going to coin it in!
Not!
Let me translate. [Read more…]
I just finished reading The Challenger Sale. (I know, a bit late but finally done.)
I have to go back and find where they decided to name the type of sales person that is most successful these days “challenger”. I suspect there was some good debate on that name. The prospecting approach recommended in the book could probably better be called “insightful” or “insight-based” or something like that. [Read more…]
I think it’s all about qualified leads. What do you think?
So I’ve tried most forms of sales and marketing techniques now. (I’m getting old/older!) But whichever way I slice it, it all comes back to the revenue bottleneck being qualified leads.
Notice I said “qualified leads” not “leads”. “Leads” are not that useful. [Read more…]