How technology and outbound calling overcomes quota failure and turns losers into winners!
Failure to make quota is sad. Sad for the reps that fail, sad for the CFO that has to figure out how to pay the employees and sad for the sales manager that will be fired after he or she fires those that fail. It’s a losing situation unless it can be turned around. During this program, Peter Gracey, CEO of QuotaFactory tells us how to use technology and outbound calling to turn losers into winners. The host is Jim Obermayer.
Some of what you'll learn:
- “Turn-arounds”, Peter says, ”Start at the top of the funnel."
- Doubling a salesperson's efforts , Gracey says, is often doubling what doesn't work.
- Peter talks about the reasons for quota failure (Hint: it is usually outside of the reps control).
- He says you must focus on marketing and sales development.
- Gracey asks, "How successful are the marketing campaigns? "
- Do the inside sales development people have a sales rhythm?
Why it's important:
Doubling a salesperson's efforts, Gracey says,
is often doubling what doesn't work.
Sales Lead Management Association
About Peter Gracey
Peter Gracey is the CEO and Co-Founder of QuotaFactory where he is responsible for company vision, growth and success, and servicing client and partner relationships while focusing on product management. He enjoys helping sales and marketing execs to streamline their prospecting process and surpass quota. Peter is also an Adjunct Professor of Sales and Marketing for the University of Massachusetts Amherst. Connect with Pete on LinkedIn and follow him on Twitter to join in on sales development discussions and industry updates.
About QuotaFactory
QuotaFactory is the leading prospect relationship management (PRM) platform and outsourced sales development services company. Our PRM empowers sales development reps to execute account-based selling techniques and strategies using a phone-driven prospecting plan. This results in a higher number of fully qualified leads for closing reps to both increase and develop a true sales pipeline that is accurately forecasted. Whether you decide to have our internal team handle the entire process for you, or empower your team with our technology, we put reps in the best position to increase your monthly conversions to forecast by up to 60%. Contact QuotaFactory Today!
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QuotaFactory
313 Boston Post Road West
Marlborough, MA 01752 781-702-6990
This blog is supported by the generous sponsorship of ClickPoint Software, VanillaSoft and Goldmine CRM Software
