Tony Hughes

FEBRUARY 22, 2018

Then viable territories and targets, the right levels of support, training and enablement tools, demand generation leadership, and remove internal roadblocks. The first boss I fired was good person and we remain friends today but he could not provide me with a viable territory. What more could you possibly ask for?

Sales Management 86

Sales Management Hiring Demand Generation Agencies Territories 86

SBI Growth

NOVEMBER 23, 2013

Hunters assume a generalist role in a territory. Presentations, sell sheets, and demand generation all need to be updated with Challenger messaging. Here are five big questions to ask: Is my sales team structured appropriately to handle The Challenger Sale? Many sales organizations have a Hunter-Farmer/Geographic structure.

Sales Methodology 308

Sales Methodology Demand Generation Demand Generation Targets Face-to-face 308

SBI Growth

DECEMBER 19, 2013

For example, you may recognize that you have a massive demand generation problem. Some territories were great and some were horrible. There are three dimensions across which you should assess potential initiatives: Level of Effort. Probability of Success. Possible Return. You may have developed a plan to close the gap.

How To 303

How To Incentives Incentive Demand Generation 303

SBI Growth

JUNE 4, 2013

Most comp issues are not about comp – they are really territory or quota problems. Demand Generation and Lead Management. It makes no sense. You have some good hunches now about what’s broken. Why wait and delay your team’s comp plans again? If you dig in now you can review these items in the right sequence. Talent Management.

Hiring 308

Hiring Lead Rank Lead Scoring Demand Generation 308

Sales and Marketing Management

FEBRUARY 22, 2021

Here are lessons from two of our key programs last year that we plan to incorporate into our 2021 demand generation strategy: Revamped Webinars. Still, virtual events were unchartered territory. The survivors learned to be scrappy, reprioritize on the fly and pay close attention to customer needs and motivations.

Webinar Metrics 177

Webinar Metrics Lead Rank Marketing Qualified Lead Cancellation 177

SugarCRM

JUNE 6, 2023

Such tools consolidate data regarding dealers, territory, market, and fulfillment in a user-friendly, easy-to-use interface for dealers and manufacturers. Simplify Supply Chain Management Manufacturing companies usually have complex customer supply chains, from demand generators to material specifiers, fabricators, and distributors.

Enterprise 26

Enterprise Enterprise CRM Territories 26

Zoominfo

JANUARY 5, 2023

A few years ago, companies looking to expand into new markets and territories might see a big budget as the surest sign of a serious campaign. At ZoomInfo, our demand generation team engages hundreds of thousands of global customers and prospects every month using our MarketingOS platform. Find out how today.

Cost per Lead 130

Cost per Lead Demand Generation Demand Generation Targets Lead Rank 130

The Pipeline

FEBRUARY 15, 2012

Stored in Business Acumen , Coaching , Demand Generation , Hiring Sales Talent , Planning , Sales Force Alignment , Sales Leadership , Sales Management , Sales Strategy , Sales Success , Sales eXchange , execution. Demand Generation. Territory Alignment. February 2008. January 2008. December 2007. Book Notice.

Pipeline 223

Pipeline Hiring Demand Generation Demand Generation Targets 223

The Pipeline

FEBRUARY 22, 2012

Stored in Attitude , Business Acumen , Buying Process , Demand Generation , Lead Management , Prospecting , Sales 2.0 , Sales Strategy , Sales Success , Sales Technique , Sales Tip , Video , execution. Demand Generation. Territory Alignment. January 2008. December 2007. The Pipeline Renbor Sales Solutions Inc.s

Pipeline 216

Pipeline Prospecting Sales Qualified Lead Demand Generation 216

The Pipeline

AUGUST 8, 2011

One that permeates many aspects of sales, starting at planning and territory alignment, right down to day-to-day tactical aspects of sales. Demand Generation. Territory Alignment. Specifically, the tendency to talk long-term, but act short-term; the effect of which is usually negative on results. Book Notice. Book Review.

ACT 244

ACT Pipeline Top of Funnel Hiring 244

SBI Growth

FEBRUARY 18, 2014

You’ve had an open territory for some time. Marketing / Demand Generation Campaigns / Lead Management. It’s every Sales Manager’s struggle. Getting quality candidates through the interview process has been slow going. You finally found an A-player. HR is done with the new-hire training. Product Knowledge.

Hiring 202

Hiring How To Buyer Persona Demand Generation 202

Partners in Excellence

MAY 27, 2014

Bluebirds are parts of what happens with every sales person and in every territory. As sales professionals it is our responsibility to maximize our revenue, share, and growth within the territory. We establish account and territory plans to help us do this. However, we can’t build a plan based on bluebirds.

Territories 88

Territories Forecasting Demand Generation Demand Generation Targets 88

Mereo

APRIL 2, 2020

At Mereo, we have developed a unique approach to revenue performance that leverages the inherently interdependent operational disciplines of demand progress, solution marketing, solution management, sales operations and sales enablement. We have touched on demand generation , solution marketing and solution management these past weeks.

Sales Operations 45

Sales Operations Revenue Territories Compensation 45

Zoominfo

FEBRUARY 23, 2021

Although buyer personas are typically considered marketing territory, they’re also critical to the prospecting process. Consider the following statistics ( source ): Companies who exceed lead and revenue goals are 4 times as likely to use personas for demand generation compared to those who missed lead and revenue goals.

Ideal Customer Profile 208

Ideal Customer Profile Prospecting Strategy Top of Funnel 208

Mereo

NOVEMBER 15, 2023

This is especially true in large organizations’ field marketing and demand generation efforts — or in those practicing account-based marketing and sales. Do they align to a market program or a selling territory?

Lead Rank 41

Lead Rank Marketing Commission Retention 41

SugarCRM

MAY 18, 2023

For more complex demand generation tasks, your CRM should empower your Marketing department to run multi-channel, multi-phase drip nurture campaigns. Still, usually, these are included in dedicated Marketing Automation software. Look into software that can automate this process.

Lead Management 40

Lead Management Lead Rank Marketing Qualified Lead Lead Scoring 40

The Pipeline

DECEMBER 7, 2011

Demand Generation. Territory Alignment. Book Notice. Book Review. Business Acumen. Buying Process. Cold calling. Communication. Communication Strategy. Customer Care. Dependability. Don't Wait. EDGE Sales Process. EDGE Selling. Emotional Intelligence(EQ). Funnel management. Saturday Sales Tip. Sell Better. Social Buying.

Pipeline 245

Pipeline Cold Calling Webinar Metrics Hiring 245

The Pipeline

NOVEMBER 16, 2011

Demand Generation. Territory Alignment. Book Notice. Book Review. Business Acumen. Buying Process. Cold calling. Communication. Communication Strategy. Customer Care. Dependability. Don't Wait. EDGE Sales Process. EDGE Selling. Emotional Intelligence(EQ). Funnel management. Saturday Sales Tip. Sell Better. Social Buying.

Pipeline 240

Pipeline Cold Calling Hiring Compensation 240

The Pipeline

OCTOBER 26, 2011

Demand Generation. Territory Alignment. Book Notice. Book Review. Business Acumen. Buying Process. Cold calling. Communication. Communication Strategy. Customer Care. Dependability. Don't Wait. EDGE Sales Process. EDGE Selling. Emotional Intelligence(EQ). Funnel management. Saturday Sales Tip. Sell Better. Social Buying.

Pipeline 240

Pipeline Lead Rank Lead Scoring Cold Calling 240

The Pipeline

JANUARY 18, 2012

Demand Generation. Territory Alignment. Book Notice. Book Review. Business Acumen. Buying Process. Cold calling. Communication. Communication Strategy. Customer Care. Dependability. Don't Wait. EDGE Sales Process. EDGE Selling. Emotional Intelligence(EQ). Funnel management. Saturday Sales Tip. Sell Better. Social Buying.

Pipeline 253

Pipeline Cold Calling Hiring Compensation 253

DiscoverOrg Sales

FEBRUARY 13, 2019

Sales often uses Location data for territory planning, but Marketers love Location data because it has so many use cases: be more targeted with event promotion (like the Dreamforce happy hour example above). These were super high-value contacts for us that had a high likelihood to already be in the area for Dreamforce.

Ideal Customer Profile 202

Ideal Customer Profile Data Scale Marketing 202

The Pipeline

MARCH 7, 2012

Demand Generation. Territory Alignment. Book Notice. Book Review. Business Acumen. Buying Process. Cold calling. Communication. Communication Strategy. Customer Care. Dependability. Don't Wait. EDGE Sales Process. EDGE Selling. Emotional Intelligence(EQ). Funnel management. Saturday Sales Tip. Sell Better. Social Buying.

Pipeline 210

Pipeline Sales Qualified Lead Cold Calling Webinar Metrics 210

The Pipeline

FEBRUARY 20, 2012

Stored in Attitude , Communication , Communication Strategy , Demand Generation , EDGE Sales Process , Funnel management , Impact Questions , Interactive Selling , Next Steps , Proactive , Sales Strategy , Sales Success , Sales eXchange , execution , qualifying. Demand Generation. Territory Alignment. Book Notice.

Pipeline 218

Pipeline Top of Funnel Hiring Demand Generation 218

The Pipeline

SEPTEMBER 9, 2011

If you are in sales and your mandate is to sell to companies within your geographical territory, you have probably faced a scenario similar to the one that follows. Demand Generation. Territory Alignment. The Pipeline Guest Post – Trevor Stevens. Book Notice. Book Review. Business Acumen. Buying Process. Voice mail.

Pipeline 226

Pipeline Social Media Face-to-face Ideal Customer Profile 226

The Pipeline

FEBRUARY 8, 2012

Demand Generation. Territory Alignment. Book Notice. Book Review. Business Acumen. Buying Process. Cold calling. Communication. Communication Strategy. Customer Care. Dependability. Don't Wait. EDGE Sales Process. EDGE Selling. Emotional Intelligence(EQ). Funnel management. Saturday Sales Tip. Sell Better. Social Buying.

Pipeline 228

Pipeline Top of Funnel Cold Calling Webinar Metrics 228

The Pipeline

JULY 1, 2011

Demand Generation. Territory Alignment. Book Notice. Book Review. Business Acumen. Buying Process. Cold calling. Communication. Communication Strategy. Customer Care. Dependability. Don't Wait. EDGE Sales Process. EDGE Selling. Emotional Intelligence(EQ). Funnel management. Saturday Sales Tip. Sell Better. Social Buying.

Pipeline 181

Pipeline Cold Calling Hiring Compensation 181

The Pipeline

NOVEMBER 23, 2011

Demand Generation. Territory Alignment. Book Notice. Book Review. Business Acumen. Buying Process. Cold calling. Communication. Communication Strategy. Customer Care. Dependability. Don't Wait. EDGE Sales Process. EDGE Selling. Emotional Intelligence(EQ). Funnel management. Saturday Sales Tip. Sell Better. Social Buying.

Sales Qualified Lead 231

Sales Qualified Lead Pipeline Cold Calling Webinar Metrics 231

Sales Training Connection

AUGUST 24, 2011

Ride-Alongs – Marketing leadership, demand generation, product marketing, sales enablement, business development, and product management should each go on at least 6 sales calls a quarter. Make sure the sales calls are with different sales reps, in different territories and industries, and at different stages in the sales cycle. .

Marketing 67

Marketing Demand Generation Targets Demand Generation Territories 67

The Pipeline

JANUARY 17, 2012

Demand Generation. Territory Alignment. Book Notice. Book Review. Business Acumen. Buying Process. Cold calling. Communication. Communication Strategy. Customer Care. Dependability. Don't Wait. EDGE Sales Process. EDGE Selling. Emotional Intelligence(EQ). Funnel management. Saturday Sales Tip. Sell Better. Social Buying.

Influencer 222

Influencer Pipeline Hiring Top of Funnel 222

The Pipeline

OCTOBER 7, 2011

Troy Babcock is a relatively new sales person, with a territory in the mid-west, and ambition that stretches far beyond. Demand Generation. Territory Alignment. I tend to spend more time at the top and “out there” About Troy Babcock. Book Notice. Book Review. Business Acumen. Buying Process. Cold calling.

Pipeline 210

Pipeline Top of Funnel Cold Calling Territories 210

The Pipeline

MARCH 28, 2011

Fearing that if they “lost” the rep they would somehow be behind, the vacant territory syndrome. Ask me, they would be better off with a vacant territory than having these under performers who are likely not aware of opportunities in their existing accounts, and have declared their right not to bring on new prospects.

Pipeline 220

Pipeline Twitter Hiring Territories 220

The Pipeline

MARCH 6, 2012

Demand Generation. Territory Alignment. Book Notice. Book Review. Business Acumen. Buying Process. Cold calling. Communication. Communication Strategy. Customer Care. Dependability. Don't Wait. EDGE Sales Process. EDGE Selling. Emotional Intelligence(EQ). Funnel management. Saturday Sales Tip. Sell Better. Social Buying.

Pipeline 212

Pipeline Hiring Top of Funnel Cold Calling 212

The Pipeline

JANUARY 28, 2012

Demand Generation. Territory Alignment. Book Notice. Book Review. Business Acumen. Buying Process. Cold calling. Communication. Communication Strategy. Customer Care. Dependability. Don't Wait. EDGE Sales Process. EDGE Selling. Emotional Intelligence(EQ). Funnel management. Saturday Sales Tip. Sell Better. Social Buying.

Pipeline 215

Pipeline Social Media Cold Calling Hiring 215

The Pipeline

FEBRUARY 29, 2012

Demand Generation. Territory Alignment. Book Notice. Book Review. Business Acumen. Buying Process. Cold calling. Communication. Communication Strategy. Customer Care. Dependability. Don't Wait. EDGE Sales Process. EDGE Selling. Emotional Intelligence(EQ). Funnel management. Saturday Sales Tip. Sell Better. Social Buying.

Pipeline 212

Pipeline Hiring Cold Calling Webinar Metrics 212

The Pipeline

JANUARY 23, 2012

Most in sales are comfortable with planning on an annual level, territory level and account level. One can argue that not all of these type planning are necessary for all sales, there is one that applies to all, and is generally practiced by the least number of reps. Demand Generation. Territory Alignment.

Pipeline 220

Pipeline Top of Funnel Hiring Webinar Metrics 220

Zoominfo

JUNE 6, 2019

Although buyer personas are typically considered marketing territory, they’re also critical to the prospecting process. Consider the following statistics ( source ): Companies who exceed lead and revenue goals are 4 times as likely to use personas for demand generation compared to those who missed lead and revenue goals.

B2B 100

B2B Top of Funnel Buyer Persona Prospecting 100

Hubspot Sales

JUNE 28, 2019

As you'll read below, sales operations includes everything from lead management, sales strategy, and territory structuring and alignment to process optimization, compensation plans, sales automation, training, and data analytics and reporting. Territory Definition. Download Our Free Sales Conversion Rate Calculator and Guide.

Sales Operations 95

Sales Operations Hiring Lead Rank Territories 95