What is a territory plan? A territory plan is a strategic plan for how you set yourself up to achieve your sales quota. Before the internet, a territory plan would be defined by a geographical location. Today’s territory plans also…
AI is already influencing sales AI or Artificial Intelligence applies machine learning techniques to solve problems. Machine learning is based on the concept of computers being able to learn and adapt through analysing patterns and trends in data. Sales organisations and sales teams are…
Lunch and Learns can be used as a fun, less intrusive and less formal way to communicate an idea or pitch a solution to an existing problem. A Lunch and Learn is a learning session set up by an organisation…
What is Sales Prospecting? The term ‘Sales Prospecting’ means to connect and build a relationship with a prospective client. Inbound sales prospecting is when prospective clients approach the company through various channels such as the company website and email marketing…
What is Account Based Selling? Account based selling (ABS) is a B2B sales strategy where a defined list of specific companies, referred to by salespeople as ‘accounts’ are targeted. They are often accounts that a company has pre-existing connections with.…
From the many sales qualification frameworks in use across the sales profession, we think these 5 are the best. First though, let's make sure we understand what sales qualification is and why it's essential. What is sales qualification? Before a…
As a B2B sales person, you will have come across the term 'buyer center' at some point in your career. But, what does it really mean? Are you familiar with all of the unique roles that reside within it? Learn…