The first year of developing a new sales territory is a daunting task--especially in dog-eat-dog industries. The traditional advice is to train quickly on product, grab a customer list, start calling for appointments, discover opportunities, and close deals. In fact, almost every sales model out there is based on nothing more than "opportunity" management. But jumping straight to opportunity will have new salespeople--or veterans developing new territories--chasing their tails for the first year or two.
As Sales Hunting: How to Develop New Territories and Major Accounts...
The first year of developing a new sales territory is a daunting task--especially in dog-eat-dog industries. The traditional advice is to train qui...
The first year of developing a new sales territory or establishing new customers is a daunting task--especially in dog-eat-dog industries. The traditional advice is to train quickly on products, grab a customer list, start calling for appointments, discover opportunities, and close deals. In fact, almost every sales model out there is based on nothing more than "opportunity" management. But jumping straight to opportunity will leave salespeople chasing their tails and coming up short on payday.
With an emphasis on basic sales skills that have been refreshed for today's generation of...
The first year of developing a new sales territory or establishing new customers is a daunting task--especially in dog-eat-dog industries. The trad...