Xactly

AUGUST 13, 2018

Sales territory mapping software offers more benefits than sales managers may realize. As a result, organizations can design balanced, fair territories that maximize sales coverage and prioritize top prospects and existing customers. See if your sales territories have room for improvement. Take Assessment. Download Guide.

Territories 70

Territories Software Software Benefit 70

Vengreso

JUNE 16, 2022

Without a doubt, research supports the benefits of a virtual instructor-led training (VILT) program. The data shows from sales managers to sales teams, selling skills delivered in a virtual setting equals better information retention rates, less disruption to daily activities, and near elimination of travel costs.

Benefit 59

Benefit Training Retention Ideal Customer Profile 59

Sales and Marketing Management

OCTOBER 9, 2019

But AI-powered new lead gen tools, such as Salesforce’s Einstein, are replacing customer-mining tasks, leaving salespeople free to pursue prospects and other high-value tasks. Bringing the benefits of the gig economy into your sales and compensation strategy will reap rewards. travel incentives). 96% of U.S. 96% of U.S.

Lead Rank 254

Lead Rank Incentives Incentive Nonprofit 254

Pipeliner

MARCH 8, 2019

A sales process is “a set of repeatable steps that a salesperson takes to take a prospective buyer from the early stage of awareness to a closed sale,” according to one definition. A primary benefit of a sales process is that it prescribes a plan for successfully completing a selling engagement. Well stated.

Travel 71

Travel Sales Process Hiring Guidelines 71

SugarCRM

FEBRUARY 2, 2022

Lead management is an umbrella term that describes the entire process of identifying prospective customers interested in your services, tracking and following up with those potentials, and nurturing them to increase the chance they make a purchase. Prospects would include parents with students who are that age and the students themselves.

Lead Management 49

Lead Management Lead Rank Lead Scoring Sales Qualified Lead 49

Sales and Marketing Management

JUNE 29, 2020

Prospects need you to acknowledge their new realities; don’t glaze over the facts. Your prospects’ buying patterns and priorities have changed, so previously compelling offers may seem irrelevant and insensitive. Here are three strategies for remaining relevant and attracting prospects: 1. Reset your sales approach.

Lead Rank 177

Lead Rank Lead Scoring Leads Marketing Qualified Lead 177

SendBuzz

APRIL 25, 2023

This reliance on digital solutions allows for more structured processes, less travel for inside sales reps, and easier organization compared to outside sales teams. Reduced Expense – Inside sales have lower implementation costs as sales reps do not have to travel, resulting in reduced expenses. What is B2B Outside Sales?

Outside Sales 52

Outside Sales Inside Sales B2B Face-to-face 52

Sales and Marketing Management

AUGUST 28, 2020

Here are some ways that sales teams can remain productive and maximize opportunities with prospects. . One of the most apparent challenges when working remotely is making that all-important connection with a prospect. If you’ve reached this phase in sales prospecting, it’s go time. Virtual Demos and PoCs.

Software 177

Software Software Skype Scale 177

Sales and Marketing Management

MARCH 11, 2019

The more marketing can deliver information that prospective clients actually want and need for making purchase decisions, the better the sales team’s close rate will be — and the better customers’ lifetime values will be. Even with the benefits to gain, creating a collaborative process can be overwhelming. How to Bridge the Gap.

CRM 289

CRM Lead Rank Lead Scoring Data 289

Zoominfo

OCTOBER 30, 2018

It’s no secret, technology has transformed the way businesses communicate with customers and prospects. But, even as the B2B sales process becomes increasingly digital, face-to-face meetings still provide certain benefits that no technology can replicate. The Benefits of Face-to-Face Interaction in Sales. Let’s get into it!

Face-to-face 225

Face-to-face Sales Process Skype B2B 225

Xactly

JULY 12, 2018

Download our executive guide, "Optimizing Sales Territories for Strategic Advantage," to see how optimized territory planning can help companies maximize return on sales resources, shorten the planning process, and reduce travel inefficiencies. It’s imperative to know who your customers and prospects are and where they live.

Territories 45

Territories Software Software Benefit 45

The ROI Guy

AUGUST 19, 2014

Are your sales and channel reps struggling to effectively communicate the unique value of your solutions to prospects? Value Map™ It is important to have a framework to help your team derive the best differentiating benefits. Benefit Categories? If you answered “Yes”, you are not alone.

Benefit 81

Benefit Scale Telecommunications Lead Rank 81

The Pipeline

JUNE 19, 2014

To be specific, appointments where the prospect had accepted the appointment both verbally on the phone, and then again accepted the electronic invite (Outlook or Google) you e-mailed. The conditions usually related to distance, travel time, or effort. “If If I’m travelling more than 45 minutes, then I always confirm.”.

Cold Calling 325

Cold Calling Face-to-face Travel Account 325

Sales and Marketing Management

DECEMBER 14, 2020

Successful virtual selling is dependent upon using modern technology to nurture prospects, share information, conduct demos and host meetings. In the pre-pandemic world, an in-person meeting was an event: It involved travel, hotel stays and client dinners. Another challenge posed by virtual selling is engaging multi-tasking prospects.

Face-to-face 156

Face-to-face Conference Ideal Customer Profile Hotels 156

The Pipeline

MARCH 6, 2017

Those of you who have participated in my events or webinars, know that early on I encourage people who prospect for a living, to take pride in what they do rather than apologize for it. Many shy away from the term hunting, saying it not a pretty picture, and says something negative to and about the prospect.

Ideal Customer Profile 210

Ideal Customer Profile Travel Discount Webinar Metrics 210

Zoominfo

JUNE 11, 2021

Sales leaders who are thinking ahead will focus their reps on the advantages of technology and how hybrid work schedules will influence prospecting. Census Bureau Intent data and buying signals will not only keep you ahead of competitors in a pressure-filled race, but will also unearth new prospects that didn’t exist a year ago.

Intent Signal 130

Intent Signal Strategy Cold Calling Sales Qualified Lead 130

Zoominfo

JUNE 11, 2021

Sales leaders who are thinking ahead will focus their reps on the advantages of technology and how hybrid work schedules will influence prospecting. Intent data and buying signals will not only keep you ahead of competitors in a pressure-filled race, but will also unearth new prospects that didn’t exist a year ago. Prospect with video.

Intent Signal 130

Intent Signal Strategy Cold Calling Sales Qualified Lead 130

Janek Performance Group

DECEMBER 6, 2021

For the rest of us, it’s time to make a list and check it twice and qualify the prospects that are naughty or nice. Take the path less traveled and double down on your outbound efforts. One of the biggest benefits of prospecting during the holiday season is fewer gatekeepers. Don’t follow the herd.

Sales Qualified Lead 118

Sales Qualified Lead Decision Maker Gatekeeper Call-back 118

Sales and Marketing Management

JUNE 29, 2020

This “agile onboarding” approach uses online content, eLearning, video and web conferencing to sequentially prepare new reps for various career milestones (first prospecting call, first discovery call, first presentation, etc.). Group travel is down, but not out. Click on any of the articles below to read more from our special report.

Construction 156

Construction Policies Travel Coaching 156

Sales Hacker

APRIL 15, 2020

It’s been six weeks since you gave your prospect a demo. Your worst fears are realized… Your prospect has ghosted you faster than your last Hinge date. For sales professionals in particular, it’s become far more normal for prospects to drop out of the picture after a seemingly great conversation. And then, poof.

Prospecting 96

Prospecting How To Call-back Face-to-face 96

Hubspot Sales

MAY 14, 2019

If you don't believe in your product, it's likely the prospect won't believe in it either. prospecting, cold calls, and trade shows) when prospects ask questions like, " What company are you with? " In sales, a USP should be used as a verbal tool -- the unique selling proposition is best used in conversation with a prospect.

Hiring 123

Hiring How To Travel Cold Calling 123

Hubspot Sales

AUGUST 2, 2023

Sending cold emails, leading prospects through sales calls, and following up all take time and articulation. In this post, we’ve compiled step-by-step instructions for how to write a sales pitch with ChatGPT, plus our favorite ChatGPT pitch prompts to get you started engaging prospects in no time. Keep the tone direct and witty.

How To 84

How To Insurance Insurance Travel 84

The Pipeline

MARCH 12, 2019

To create genuine conversation, you first need to disrupt the path the buyer is on when you initially prospect them, and right through the cycle. Avoid your product; focus on how they relate to the contribution you make to their direct benefit. It is about the road they see themselves travelling. A good question is a speed bump.

Travel 229

Travel Buyer Trends Relationals 229

SBI Growth

APRIL 6, 2013

When Sales Operations decides to take on a territory analysis , we care about 3 things: Determining the number of accounts, prospects and total potential for each rep. How many ideal company prospects are located in their territory? Step 3: Map customers and prospects. Determine where each prospect and customer is located.

Territories 323

Territories Lead Rank Lead Scoring Compensation 323

Highspot

JANUARY 14, 2024

Ways Virtual Selling Can Benefit Your Business Virtual Selling Best Practices and Tips Virtual Selling Tools Virtual Selling Challenges What Is Virtual Selling? This method allows them to connect with global clients without travel, fostering a convenient customer experience. It’s about doing more selling and less traveling.

Quota 52

Quota Face-to-face Ideal Customer Profile How To 52

Zoominfo

OCTOBER 30, 2018

It’s no secret, technology has transformed the way businesses communicate with customers and prospects. But, even as the B2B sales process becomes increasingly digital, face-to-face meetings still provide certain benefits that no technology can replicate. Let’s get into it! The close rate for in-person meetings is 40% ( source ).

Face-to-face 130

Face-to-face Sales Process Skype B2B 130

Allego

NOVEMBER 17, 2020

But how can you make a mandatory training both engaging and effective, especially during a global pandemic that has reduced travel and restricted in-person training? Read on to learn new tactics you can implement to certify sellers without travel, boost engagement, and deliver successful compliance training. Step 1: Broadcast.

Training 71

Training Pharmaceuticals Travel How To 71

Hubspot Sales

SEPTEMBER 8, 2023

With softphones, you can call a client, prospect, customer, or colleague from anywhere, as long as you have internet service, a microphone, and a speaker. Softphone Benefits Best Softphones How Does a Softphone Work? Softphone Benefits Softphones save you money. Thankfully, modern technology can help. billion by the end of 2033.

Enterprise 93

Enterprise Enterprise Software Software 93

Zoominfo

JULY 6, 2021

Tom represents the old world of sales, which was limited by location, highly based on geography, and heavily reliant on how well he could persuade his prospects. Inside sales became prevalent in the 1980s when companies wanted to sell large volumes of their products without having to travel. The Rise of Inside Sales.

Lead Rank 147

Lead Rank Ideal Customer Profile Inside Sales Outside Sales 147

Hubspot Sales

AUGUST 14, 2023

So when they're presenting to a prospect, they hastily speed through the support slide in their presentation deck. Prospects can pick up on lapses in confidence like that, and those moments — those quick gaps in assurance, authority, and assertiveness — allow value leaks to come to the surface. Remain composed when you get here.

Closing 124

Closing Proposal Negotiation Discount 124

Hubspot Sales

FEBRUARY 7, 2023

From tracking down new prospects to qualifying leads, sales requires ongoing and concerted efforts to see success. Rejection comes with the territory, from prospects choosing another vendor to cold calls hanging up because they have no interest in the conversation. That puts sales in the bottom 5% of careers. You hate rejection.

Cold Calling 110

Cold Calling How To Hiring Travel 110

Julie Hanson

OCTOBER 13, 2020

Here are some considerations: The Benefits of Authenticity. Instead of vendor-to-prospect, it becomes more human-to-human. Selected with good intention, this beachy backdrop is now doing more for travel agencies than it is doing for your sales presentation. But which should you choose? When to Use a Virtual Background.

Face-to-face 166

Face-to-face Intent Travel Video 166

Janek Performance Group

SEPTEMBER 29, 2021

You know the stereotype–the aggressive closer who is a road warrior with lots of overnight travel and is part of the old boys club. The modern salesperson is collaborating with prospects with digital tools virtually and not physically traveling to the prospect’s place of business as often.

Hiring 118

Hiring Travel Promotion Sales Leadership 118

Hubspot Sales

JANUARY 11, 2023

When it comes to events, many small business owners and sales reps struggle with the same challenge: Getting prospects and customers to attend. Yet, in-person or virtual event participation is often a critical component of networking, building relationships, and offering value to prospects ahead of a sale.

Transportation 122

Transportation Marketing How To Webinar Metrics 122

Hubspot Sales

FEBRUARY 3, 2021

Her first piece of advice had to do with establishing trust and authority with prospects. She advises all aspiring inside sales reps to be themselves around prospects. When it comes down to it, prospects are people that want to hear from other people. Let your prospects see that beautiful mug of yours.

Inside Sales 128

Inside Sales Hubspot Outside Sales Scale 128

Sales and Marketing Management

NOVEMBER 13, 2020

Author: Zameer Baber and Garrett Kephart As organizations consider how their operations need to change in a post-COVID world, many are rethinking how their B2B sales teams will operate as many may no longer want – or are able – to travel to meet their clients. 53% of companies plan to increase or maintain their digital spend despite COVID.

B2B 177

B2B Strategy B2C Revenue 177

Zoominfo

MAY 12, 2020

A little research on your prospect will help you understand what an “awesome opportunity” means to them. But take time to explain how this position benefits the career growth of the candidate, and how it fits into the grander goals of the company. One of the best sales techniques is to have prospects sell to you.

Hiring 278

Hiring How To Networking Salary 278