DiscoverOrg Sales

JANUARY 2, 2019

As customers , we got used to the big-data treatment – fast. Highlights include a contracting tech stack, increased emphasis on customer experience , and renewed focus on preventing churn. We don’t have a crystal ball, but here’s what we’re expecting in 2019: Prediction #1: B2B will get serious about customer engagement data.

Data 196

Data Intent Data Intent Customer 196

Sales 2.0

FEBRUARY 15, 2023

Paul gives an example from his experience where “I was able to sit down with a customer and show them “here’s all the usage. You’re getting lots of value but let me show you what a top 5% customer looks like.” and free up time for managers to coach the reps on how to add more value in their territory for better outcomes.”

Conversion 195

Conversion Amdocs Territories Forecasting 195

LeadFuze

OCTOBER 11, 2023

Navigate these waters with ease – join us as we chart out a course through the vast ocean of best sales training podcasts. Welcome aboard as we chart out a course through the vast ocean of best sails training podcasts. In fact, sales training podcasts are emerging as a preferred learning tool for many professionals in the field.

Training 52

Training Webinar Metrics Industry Resources 52

Partners in Excellence

MAY 6, 2021

It would be unacceptable for them not to have territory plans, maximizing the growth within their territories. We invest millions in software tools to help do these things, we invest additional millions in training to do these things, we invest thousands of person hours in account and territory planning.

Territories 162

Territories Maximizer Compensation Account 162

Zoominfo

OCTOBER 12, 2022

When Sarena Wing took on a new international sales territory, she was excited to get started. Wing was able to lean on ZoomInfo’s Chorus conversation intelligence solution and its SalesOS platform to analyze successful deals and perform lightning-fast research on her new territory and team. Luckily for her, that era is over.

Analysis 130

Analysis Territories Scale SalesForce 130

OpenSymmetry

JANUARY 27, 2016

A critical element that is relatively new is territory optimization and we will examine the case for this in this article. In order to maximize performace at the 100m, athletes train and diet – you will find that some do it through drugs, but that is like lying to the customer. Customers grow, go out of business, or diversify.

Territories 40

Territories SalesForce Incentives Incentive 40

Janek Performance Group

APRIL 17, 2024

They can be instrumental in accelerating revenue generation and fostering customer relationships. Market Insights and Feedback Customer intelligence Feedback loop BDRs serve as frontline ambassadors for the company. In addition, BDRs relay customer feedback and market trends to internal teams. However, marketing is different.

Outsourcing Services 118

Outsourcing Services B2B Lead Rank Sales Qualified Lead 118

Steven Rosen

JANUARY 5, 2018

Strategy #4 is have your sales reps develop their own territory business plans. Well, it has to be customer specific as you are building down to the customer level. Plan to Succeed. I hope you have enjoyed our video series so far in terms of strategies to Crush your Sales Numbers. 3 Critical Factors to Plan to Succeed.

Strategy 224

Strategy Territories Quota Video 224

Alice Heiman

OCTOBER 11, 2023

Your loyal customers might just have the answers you seek. Believe it or not, expanding within your existing customer base can yield better returns than braving new territories. CEOs should focus on insightful data interpretation, emphasizing process-oriented coaching, adept tech use, and consistent training.

GoldMine 84

GoldMine Survey Territories Ideal Customer Profile 84

Mindtickle

OCTOBER 24, 2022

Some think great sellers are born , but more often than not, they’re made through virtual sales training, teaching, practice, and support. Below we outline 10 skills your sales team can develop with help from a virtual sales training platform. Time management. Technology use. Relationship building. Effective communication. Negotiation.

Top of Funnel 52

Top of Funnel Training Negotiation Buyer 52

Corporate Visions

JULY 2, 2020

You can think of training and enablement programs as similar waves along a continuum. The first wave in training and enablement is represented by traditional Learning Paths , the original development programs. The Second Wave: Territory Plans. The First Wave: Learning Paths.

Sales Enablement 105

Sales Enablement Webinar Metrics Territories Top of Funnel 105

Sales and Marketing Management

MAY 24, 2018

Author: Tim Riesterer Most training and learning efforts are based on clusters of competencies, supported by a curriculum or catalog that gets scheduled on interest and availability. And then think about how well your training program can or can’t respond to them. In the old days, training was primarily an offline activity.

Territories 185

Territories Margin Training Pipeline 185

Steven Rosen

JANUARY 28, 2024

She delves into the significance of collaboration with both customers and internal teams, emphasizing the need for trust and effective communication. Key Takeaways: Collaboration is essential in sales, as it allows salespeople to leverage the expertise and resources of their internal teams to serve their customers better.

Video 156

Video Sports Decision Maker Quota 156

MTD Sales Training

JUNE 20, 2018

Here are a few tips: Divide your territory in a way that makes sense. One of the first steps to effective territory management is to have a concrete view of current customers, potential customers, competitors’ activity, and the location of all of these. Some examples are: ‘Friends’ within the customer/prospect.

Sales Qualified Lead 120

Sales Qualified Lead Leads Marketing Qualified Lead Territories 120

Steven Rosen

APRIL 15, 2021

One of the issues I see is that sales managers don’t receive any formal training on conducting an effective quarterly business review, nor do sales managers usually share best practices on running a QBR with their peers. The purpose of such a meeting is to review the last quarter’s performance and to discuss plans for the next quarter.

Territories 336

Territories Quota Coaching Sales 336

Partners in Excellence

SEPTEMBER 21, 2023

Looking at prospecting and conducting sales calls–sellers are spending 33% of their time engaging with customers/prospects. For example customer meeting preparation, deal negotiation and closing are critical to getting the work done with customers. Stuff happens, both with our customers and within our own organizations.

Territories 81

Territories Examples Negotiation Meeting 81

The Pipeline

DECEMBER 16, 2011

The REAL Problem with Sales Training. Stored in Guest Post , Productivity , Sales Leadership , Sales Success , Sales Training , e-book , execution. It seems that every week we are being told that sales training is not working in a very high percentage of cases – 85-90% was one statistic I read just yesterday. JF Corporation.

Pipeline 230

Pipeline Training Twitter Hiring 230

SBI Growth

DECEMBER 5, 2013

Having an enterprise-wide Customer Master File (CMF) is the ideal first step. CMF’s provide a unified view across the organization of your customers. Sales, Finance, Marketing and Customer Service need this alignment. All your data is rolled-up to a common definition of the customer. All interactions align to this view.

Top of Funnel 296

Top of Funnel Territories Scale Segment 296

Hubspot Sales

FEBRUARY 12, 2024

This sets the foundation for long and healthy relationships, ensures you’re building a quality customer ecosystem, and decreases churn. Signs You Should Disqualify Their company's size is much larger or smaller than your typical customer. Their company's revenue is much higher or lower than your typical customer.

Hubspot 115

Hubspot Sales Process Buyer Churn 115

The Pipeline

OCTOBER 3, 2011

Customer Hot Potato – Sales eXchange – 117. Stored in Attitude , Business Acumen , Communication , Customer Care , Proactive , Sales eXchange , execution. With so many opportunities to ensure customer satisfaction, it is a wonder how some companies keep blowing it. Customer Care. January 2008. December 2007. Book Notice.

Pipeline 227

Pipeline Customer Demand Generation Agencies Hiring 227

Partners in Excellence

MARCH 4, 2024

He just wanted to build a business and help his customers. In other words, help customers to buy better. I started to sell because I was building a new business alone without any prior sales training. territory manager or something like that. He got into selling, without really intending to do so.

Coaching 77

Coaching Data Territories Lead Rank 77

Adaptive Business Services

JANUARY 24, 2024

Better customer relationships. We not only want to secure new customers, we need to increase business with our existing clients. Rep training. These also become a fast-track training blueprint for new hires. Customers vs. prospects. By territory. Revenues are the lifeblood of your business. Organization.

CRM 71

CRM Revenue Company Hiring 71

Showpad

JANUARY 8, 2021

The onboarding phase that begins when a new employee in their first 30 days should focus on essential aspects of sales — identifying prospective customers’ needs, communicating effectively, understanding and overcoming objections and so on — through the lens of your unique organization. Case studies will be perfect for this purpose.

Hiring 52

Hiring Training Sales Enablement Case Study 52

The Pipeline

SEPTEMBER 19, 2011

25% Increase in Sales Training ROI – Sales eXchange – 115. Some aspects of sales training are easy to measure others not so, but it is a fair question when I am asked what they can expect from an ROI standpoint. Companies have shown selectivity with other training or development programs. Given that, why train them?

ROI 243

ROI Pipeline Training Twitter 243

Lessonly

MARCH 16, 2020

How does sales training software simplify your long-term training efforts? The companies with the best sales training programs understand this concept. They set their own sales training agenda. During this learning curve, the train does not slow down. Intentional training methods. Territories change.

Software 26

Software Software Training Territories 26

The Pipeline

FEBRUARY 3, 2012

Stored in Attitude , Business Acumen , EDGE Sales Process , Metrics , Productivity , Sales Success , Territory Alignment , execution. By shrinking your territories, strategically where it make sense. logically shrink territories. logically shrink territories. Not all sales people have the same skills.

Pipeline 212

Pipeline Territories Harvest Cold Calling 212

Hubspot Sales

DECEMBER 30, 2020

Mature lead routing models take multiple factors into account, like deal value, territory or geography, use case or specialization, or a combination of multiple factors by a lead scoring system. Unless you’re in a highly niche industry, chances are your business attracts more than one type of customer.

Lead Rank 100

Lead Rank Lead Scoring Sales Qualified Lead Leads 100

Partners in Excellence

SEPTEMBER 14, 2023

Time available for selling is the time sellers spend preparing for a customer interaction, the interaction itself, and the follow-up from that interaction. Sellers have responsibilities outside just engaging customers. There is training, enhancing their skills in engaging customers. Then keep that time sacred.

CRM 129

CRM Proposal Maximizer Up-Sell 129

SBI Growth

JANUARY 19, 2014

But you’re worried: How long will it take for them to be Customer ready? Mature organizations typically have a robust training program. However, much of this training is wasted on corporate policies and internal systems training. To gain traction quickly, reps need to learn about their customers. Common Objections.

Hiring 275

Hiring Policies Territories System 275

SBI Growth

OCTOBER 29, 2013

Your Customer — What has changed and how this impacts your plan. To make matters worse, everybody in the planning sessions (finance, product, training, HR) has never made a number. 1 — Customers & Prospects: The most important thing is your customer/prospect. Territory, leads, compensation plan and their boss.

Territories 308

Territories Compensation Buyer Google 308

Sales Training Connection

SEPTEMBER 13, 2012

Recently it has gained a renewed notoriety so we thought it might be a good bit of framing to use to discuss the increasing need to revamp ones sales force to be better aligned with ones customer base. Set the customer as a trigger. These reasons stem from shifts in the customer base.

Training 108

Training Hiring Territories Sales 108

Janek Performance Group

MARCH 12, 2024

Many companies tend to underestimate the importance of guidance, training, and support for their new hires, and that tends to be detrimental. Ask questions like, “How would you handle a customer’s price objections?” And don’t stop at testing them with sales-rep-to-customer interactions.

Hiring 62

Hiring Sales Talent Compensation Lead Rank 62

HeavyHitter Sales

AUGUST 12, 2012

Here’s one of my recent Harvard Business Review articles titled “What’s Wrong With Your Sales Training Program.”.   Somehow, “successful” sales training has become associated with a thick binder of material the salesperson lugs home from the class (never to open again). It’s Not Based Upon Win-Loss Customer Interviewing.

Training 122

Training Decision Maker Lead Rank Segment 122

SBI Growth

APRIL 21, 2013

Every time there’s a territory rezoning he bellyaches. Or If you chop up my territory, I’ll look somewhere else. Because of this, prospects and existing customers don’t get the same level of service. How to Spot Them: Look at the number of prospects in each territory. He mostly gets his way. He is spread too thin.

Territories 303

Territories Quota Engineering Resources 303

SBI Growth

AUGUST 10, 2012

When you built your new product, you most likely did most or all of the following: Conducted market research to understand the problems of your customers. Trained the sales force and channel partners on the new product. This is very different than product training. Set territory revenue/unit goals by product. They should.

Sales Enablement 267

Sales Enablement Tools Territories Campaigns 267

Partners in Excellence

DECEMBER 1, 2020

One of the managers on the call told this story, “I went to the university and got all sorts of training that was very powerful (he was getting a degree in computer science), the problem was, I had a lot of knowledge, but it didn’t help me much in doing my job. It will vary based on where the customer is in their buying process.

Sales Enablement 88

Sales Enablement Territories Face-to-face Maximizer 88

The Sales Hunter

MARCH 7, 2014

Do you or your friend ever suffer any of the following conditions: A hesitation to answer the phone when a customer is calling. Hesitation to call customers and especially to call prospects. An uneasiness about asking for the order out of fear the customer may turn you down. You think all customers are stupid.

Cold Calling 226

Cold Calling Territories Consultative Selling Motivation 226