Hubspot Sales

FEBRUARY 12, 2024

The prospect is not in your sales territory. you ask them to read a specific piece of content or do an exercise to teach them something, and they don’t do it). Their company's revenue is much higher or lower than your typical customer. Their vertical market (i.e. industry) does not fit your target market.

Hubspot 115

Hubspot Sales Process Buyer Churn 115

The Pipeline

NOVEMBER 7, 2016

Beyond specific activities, this needs to include an overall annual territory plan; key account plans; prospecting plans; and most importantly at a minimum monthly activity plans, although it would not kill you to have one that continuously covers the next two weeks.

Wireless 303

Wireless Face-to-face Pipeline Distribution 303

The Spiff Blog

FEBRUARY 9, 2023

These functions include territory management, goal setting, capacity modeling, forecasting, sales performance improvement, seller experience, and countless other exercises that set a business up for success– or failure. In fact, optimizing territory design can increase sales by 2 to 7% each year ( source ).

Quota 70

Quota Revenue Lead Rank Territories 70

Sales Hacker

FEBRUARY 6, 2023

In most organizations planning is treated as a static exercise, but there is a better way. When the plan is in alignment with execution, your territories remain optimized and sellers are focused on the best opportunities. Furthermore, transparent territories and quotas keep sellers happy. What is the holdout for that sales rep?

Hiring 83

Hiring Policies Territories Commission 83

Allego

JULY 14, 2022

After that, they are released to their territories and don’t receive any further systematic training until the next national sales meeting six to 12 months later. In addition, frontline managers can provide coaching and exercises for their teams on their own schedules. Training became more “just in time” rather than “just in case.”

Hiring 116

Hiring How To Exercises Coaching 116

SBI Growth

FEBRUARY 4, 2014

There was a change to your territory. The problem is they don’t know the details of your territory like you do. The exercise has provided you a list with your top target accounts. Amaze your manager with your new territory insights. It’s that time again. Now your manager is in town to spend the next two days with you.

Construction 216

Construction Ideal Customer Profile Territories Lead Rank 216

Sales and Marketing Management

JUNE 24, 2019

Most sales territories are divided according to a region. While this exercise can be a painful, it's important to ask openly and honestly what the issue was. Also, it helps companies to better calculate the number of salespeople they need based on how many visits and calls have to be made every year. Use heat maps.

Customer 238

Customer Churn Segment Media 238

Sales Hacker

DECEMBER 1, 2022

Typically, SDRs work from one of two territory models: Static territories based on geography or vertical or business segment. Conversely, in the territory model, you miss out on revenue because some reps have far more accounts than they can ever work. I’ve been an SDR , an SDR director, and now run a sales team at a startup.

Account 77

Account Lead Rank Ideal Customer Profile Territories 77

Crunchbase

MARCH 13, 2023

Make smarter territory choices Hard times mean hard choices. For teams with reduced headcounts, that usually means better territory planning. It’s time for sales teams to take a good, hard look at their territory activity data and make a new plan for their smaller workforce.

Territories 59

Territories Churn Face-to-face SME 59

Shari Levitin

JUNE 14, 2023

When just one or two employees engage in positive daily rituals such as gratitude exercises, and small acts of kindness, the entire culture is affected. It requires the ability to be alone in thought at times and the necessity of going out and conquering wild new territories. The guide replied, “Absolutely, after all, she is a hunter.”

ACT 62

ACT Territories Cold Calling Exercises 62

Sales and Marketing Management

AUGUST 30, 2018

Coaching should not be an exercise re-iterating the destination – to win the game or to achieve quota. And it shouldn’t be an exercise in ramping up the urgency – to run faster on a soccer field or to panic more in a sales territory. What good coaching looks like. Increasing their skills.

Coaching 166

Coaching Sage How To Quota 166

The Pipeline

OCTOBER 17, 2011

We often do an exercise with teams centered on expectations of roles, the frontline reps and their managers. Sales eXchange – 119 – We often do an exercise with teams centered on expec… [link]. Sales eXchange – 119 – We often do an exercise with teams centered on… [link]. Territory Alignment.

Pipeline 220

Pipeline Hiring Exercises Twitter 220

Understanding the Sales Force

JUNE 4, 2014

While persistence has always been important in sales, we are in uncharted territory. Watch this one-minute video for a quick exercise you can do - the results might be jaw-dropping. I thought it would be helpful to expand on item #5, Persistence, because selling requires more persistence than ever before. Stop giving demos.

Territories 268

Territories Exercises Video ACT 268

Alice Heiman

SEPTEMBER 5, 2018

How much can you increase revenue inside existing territories with existing products? . How much can you increase revenue inside existing territories with new products? . How much can you increase revenue in new territories with existing products? . How much can you increase revenue in new territories with new products? .

Sales Goal 106

Sales Goal Top of Funnel Territories Funnel 106

Partners in Excellence

SEPTEMBER 14, 2023

Look at typical pipeline, deal, prospecting, territory, account reviews. We led some “design thinking,” exercises, developing an approach where they could accomplish more in each interaction. If no one is attending your meetings, take that as a hint that you are wasting their time.

CRM 138

CRM Proposal Maximizer Up-Sell 138

Mindtickle

AUGUST 28, 2023

Mobile-ready A mobile-friendly delivery of content and training for reps to complete as they commute across their territories. Ensure this platform supports offline browsing so that reps can access training and content even in remote areas or while commuting across their territory.

Pharmaceuticals 52

Pharmaceuticals Training Collateral Face-to-face 52

Hubspot Sales

APRIL 19, 2019

This is a fun exercise that can get everyone's creative juices flowing. The name serves two purposes: It's based on their sales territory/region. He was randomly looking through zip codes for territory assignments, and his team was in the southwest territory. "I I saw that Anaheim was part of our territory.

Promotion 93

Promotion Territories Hubspot Sports 93

Hubspot Sales

JULY 11, 2019

Sales operations exists to help the team use technology effectively, implement training exercises, align sales and marketing, set territories, evaluate compensation plans, and more. Reps need to prospect, sell, and close -- and that doesn’t always leave a lot of time for administrative or big-picture work.

Hiring 108

Hiring Salary Commission Sales Operations 108

The Pipeline

DECEMBER 31, 2012

Often less than nothing, because they stand in the way of those who could deliver given the chance; but of course the current incumbents – the reps in the territories and those in the legislator – make sure that nothing gets done by anyone. I guess in each case one gets what one pays for.

Energy 241

Energy Territories Exercises Groups 241

The Pipeline

MAY 26, 2016

Sales Manager Survival Guide: Lessons From Sales’ Front Lines , is a book I wish I had way back when I was promoted from being territory rep to sales manager. Too many do try and fake, or want to make it a genteel feel good exercise. But when the subject is one you can relate because you have lived it, it is a bonus.

Sales Management 180

Sales Management Coaching Sports Promotion 180

Mindtickle

DECEMBER 16, 2021

In our Virtual Sales Kickoff Kit , we share a framework for planning a virtual or hybrid sales kickoff, including checklists, event planning tools, pre- and post-work exercise ideas, and advice from Mindtickle’s own sales enablement team. Here are three tips to help get your planning underway today! Unify SKO activities into one platform .

Everest 52

Everest Sales Enablement Territories Exercises 52

SBI Growth

FEBRUARY 1, 2013

This exercise will give you evidence to what you are worth. CEOs know bad leaders with great territories or great products make the number. You deserve credit for the value you create in the sales force. Sales leaders need to reshape the definition of market value. I am regularly asked by VPs what they need to do get the top job.

Hiring 293

Hiring Compensation Promotion Territories 293

The Spiff Blog

OCTOBER 28, 2022

These include exercise incentives, free mindfulness tools, and practical advice about relieving workplace stress. Too overwhelmed and overloaded with work to make the time for things like exercise or mindfulness, even if they do understand the value. Team unity is no longer something that simply comes with the territory.

Commission 78

Commission Lead Rank Lead Scoring Hiring 78

Pipeliner

MARCH 18, 2020

To drill down to selling, let’s do a short exercise. First, think of something positive that enables you to be effective in your organization, your territory or your market. Now, think of something negative that burdens you, your organization, your territory or your market. That was nice, wasn’t it? That was nice, wasn’t it?

ACT 87

ACT Pharmaceuticals Territories Consumer 87

SBI Growth

MARCH 31, 2013

Unfortunately, compensation planning is often an academic exercise. Territory potential and/or Quota calculated incorrectly. A minor correction is needed, but the plan is generally sound. The plan is effective; make improvements next year. Compensation: One Factor Among Many. Benchmark data is purchased toward the end of the year.

Compensation 293

Compensation Incentives Incentive Buyer Persona 293

Xactly

SEPTEMBER 24, 2018

While organizations recognize its importance, most still conduct sales planning as an annual, static, and manual exercise – relying on guesswork not data intelligence. With AlignStar , we provide the industry-leading territory design and planning software. This isn’t an amount you want to leave to gut instinct or past behaviors.

Commission 95

Commission Lead Rank Incentives Incentive 95

BrainShark

AUGUST 24, 2022

Territory Management. Quick Tip: Consider role-playing exercises involving a hypothetical buyer who is pushing for price concessions or has deal demands specific to your industry. Territory Management. Ensure your sales reps are engaged in the right messaging based on their territories. Communication. Prospecting.

Social Media 62

Social Media Territories Face-to-face Negotiation 62

The Pipeline

SEPTEMBER 25, 2013

Our work continues to bear fruit, we stop sharpening our cold calling skills and sharpen our referral skills, and completely stop exercising our cold calling muscles, and let’s face we are all happy not having to do the dreaded task.

Cold Calling 282

Cold Calling Outsourcing Services Wireless Harvest 282

Mindtickle

APRIL 16, 2020

Luckily sales readiness technology such as MindTickle can assist with soliciting feedback from the field team and managers, account planning and pre-meeting territory reviews. Business reviews should not be an anxiety-inducing exercise for sellers…far from it. Consideration #1.

Face-to-face 78

Face-to-face Territories Exercises Video 78

Showpad

NOVEMBER 4, 2020

We already know that planning for a company event in 2020 will take your team into a new territory that wasn’t necessary to navigate in years past. Many topics at an SKO can be best delivered before the event, allowing the SKO to focus on interactions, activities and exercises. This engagement doesn’t come naturally.

Exercises 69

Exercises Buyer Persona Retention Survey 69

SBI Growth

FEBRUARY 18, 2014

You’ve had an open territory for some time. Ensure that the onboarding process is not a passive exercise that can be shirked. 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. Impart skills from real?life

Hiring 202

Hiring How To Buyer Persona Demand Generation 202

SBI

AUGUST 27, 2019

The salespeople we thought were going to be in a role or territory are gone. Your careful segmentation exercise is stale on day one. In the time it took us to plan, segment, and deploy, the world changed. New accounts have been created. This is 2019. You are still planning in Excel.

Segment 94

Segment Ideal Customer Profile Account Demographics 94

Mindtickle

AUGUST 28, 2020

Best next action or takeaway that the rep can expect to take back to their territory as a result of the session. Furthermore, we put together role-play exercises so the field felt more confidence around that theme. An opportunity to ask the presenter a question based on the topic they were planning to present. Lessons to Remember.

Territories 105

Territories Exercises Video Intent 105

Closer's Coffee

APRIL 10, 2019

Pilates is a corrective exercise regimen created by Joseph Pilates originally named Contrology. I learned about top athletes seeking to balance their bodies and move more efficiently by hiring Pilates instructors to take them through a regimen of corrective exercises. Swim, Bike and Run all in one event.

Exercises 75

Exercises Hiring Software Software 75

The Pipeline

NOVEMBER 13, 2014

If you are in a more transactional sale, a new rep to the company, in a new territory, referrals will have limited utility early on. Like overweight people looking for that magic pill, instead of understanding that the magic pill combined with regular exercise and activity will always deliver a slimmer tummy, and healthier state.

Cold Calling 292

Cold Calling Social Media Decision Maker Lead Rank 292

The Pipeline

DECEMBER 21, 2015

They decided not to run the piece, and to quote: “The premise being that predictions aren’t a super useful exercise would cast a bad light on the rest of the posts on our blog that are predictions”. This will impact reps’ individual plans for their territories and accounts, as well as their execution.

Forecasting 120

Forecasting Territories Exercises Account 120

criteria for success

DECEMBER 1, 2021

It’s not enough to conduct a one-time exercise to identify your ideal targets. Is there an opportunity for expansion, such as a new territory or a complementary offering? How will marketing support sales with LinkedIn targeting ? As you work with marketing, you’ll be able to continually refine your targeting. Update Your Targets.

Buyer Persona 98

Buyer Persona Ideal Customer Profile Buyer Trade Show 98