Membrain

JULY 1, 2020

The practice often starts with dividing potential customers into groups according to firmographic criteria such as geography, size, and industry. In sales and marketing, we often talk about customer segmentation in the context of prospecting.

Customer 135

Customer Segment Groups Industry 135

Sales 2.0

OCTOBER 9, 2020

What I mean by this is that it’s easy to get people from other geographies to help you. By doing so you will (a) sell more, (b) get a bigger commission check, and (c) be less stressed. Not a bad combo. Flat world. These days it’s a very flat world (ignore those globe things).

Account 385

Account Scale Social Media Small Business 385

SalesFuel

MARCH 28, 2024

She targeted a sizeable list of potential clients who were looking to build a new home in a specific geography. An experienced and successful realtor friend expressed frustration with her recent email campaign. She’s well-respected and her sales skills list includes working with builders to represent the interests of prospective buyers.

Hiring 114

Hiring Social Media How To Hubspot 114

SBI Growth

AUGUST 12, 2014

An excerpt: "Building global leadership is by far the most urgent [trend]: Fully 38 percent of all respondents rated it “urgent” Companies see the need for leadership at all levels, in all geographies, and across all functional areas.". Talent Management Human Resources Sales Leadership Sales Development Leadership Development'

Sales Leadership 296

Sales Leadership Survey Trends Resources 296

Partners in Excellence

NOVEMBER 20, 2023

” “Wisdom isn’t knowing about physics or geography. I was struck by the following from David Brooks’, How To Know A Person: The Art of Seeing Others Deeply and Being Deeply Seen.” Wisdom is knowing about people.

Data 105

Data Objections Tools Industry 105

Understanding the Sales Force

FEBRUARY 26, 2018

We work with companies in more than 200 industries, from startups to multi-billion dollar corporations, that call on every possible vertical and decision maker, in nearly every geography across the globe.

Training 185

Training Decision Maker Revenue Industry 185

Sales 2.0

JANUARY 24, 2020

A good start if you have a handful of clients is to try to find some commonalities in your existing clients and then go look in those places for more “somewhat ideal clients”. Some obvious characteristics to look for: Industry. Size of company. Technologies used. Other suppliers they work with. These are classic “demographic” characteristics.

Prospecting 195

Prospecting Demographics Travel Segment 195

Sales and Marketing Management

NOVEMBER 22, 2017

companies will likely need on-the-ground sales teams planted in foreign geographies to expand revenues and support overseas customers – particularly if your sales are high touch, require extensive post-sales support or involve regulatory considerations. Post some openings on jobs boards in your chosen geography to test the market.

Hiring 180

Hiring Scale Microsoft Policies 180

SBI Growth

FEBRUARY 4, 2014

Geography (Region). Geography (Travel Time). Additionally they must be measurable using on hand information. Some examples of primary factors are: Company Growth Rate. Industry Growth Rate. Age of Business. Industry type. Size of Company (# of Employees). Annual Revenue. Best practice is to select 4-5 maximum. Propensity to outsource.

Construction 323

Construction Ideal Customer Profile Territories Lead Rank 323

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. As technology continues to advance and commerce continues to globalize, the Toms of the world are dwindling as the Kates multiply.

Lead Rank 147

Lead Rank Ideal Customer Profile Inside Sales Outside Sales 147

Bernadette McClelland

JULY 4, 2023

The last comment is an honest one that could come back to bite me, however what I am about to share is more about me, than cultural geography. . – the coffee is nowhere near as good as Australia. - I see more opportunity.

Collateral 195

Collateral Intent Enterprise Enterprise 195

Sales and Marketing Management

MAY 24, 2018

These situations might include: Troubled territory – What if a particular sales territory or geography is struggling with an aggressive competitor? New product or go-to-market strategy launch – What if you need to take some competitive share or enter a new geography with a new product or program?

Territories 185

Territories Margin Training Pipeline 185

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. Lead Routing by Territory or Geography. Leads are assigned by location, enabling sales teams to divide and conquer regionally.

Lead Rank 100

Lead Rank Lead Scoring Sales Qualified Lead Leads 100

The Sales Readiness Blog

MAY 14, 2020

Given that businesses are starting to re-open at different paces depending on industry and geography, I struggled with this idea of the economy recovering that quickly.

Relationals 97

Relationals Industry Sales Sales Leadership 97

Sales and Marketing Management

MAY 15, 2020

Consider how you can focus your prospecting on certain geographies, demographics or niche markets that may be busy right now. While the number of companies benefiting is undeniably lower than those hurting, focusing on the aspects of your market that may be experiencing growth can make all the difference in your hit rate. Learn To Turn Churn.

Loyalty 296

Loyalty Cancellation Demographics Churn 296

SBI Growth

MAY 23, 2014

A territory can be a list of accounts or a geography). When taking the corporate number and building quotas, you should focus on two goals: Match the quota to the territory potential. (A Match the quota to the skills of your sales reps. Your focus should be on getting both accomplished before rolling out to your team.

Quota 292

Quota Territories Case Study Resources 292

Mereo

JULY 15, 2021

Sales teams across geographies were speaking different languages and telling disparate stories to customers. Likewise, Adstream leadership across geographies intimately knew their sales teams, which we tapped into to develop sales methodology and frameworks to unify the organization.

Sales Methodology 61

Sales Methodology Advertising Advertising Trends 61

SBI Growth

JANUARY 13, 2014

Set up meetings with managers in the geography last year. Consider secondary factors such as geography or sales cycle length. Respect their time and ask if you can assist them in some way. Offer to buy them a drink at the upcoming sales kickoff meeting. And then expense it of course). Ask for insights on key customers and prospects.

Territories 335

Territories Ideal Customer Profile Call-back Decision Maker 335

Nimble - Sales

JULY 1, 2020

Geography is another customer attribute worth paying attention to while working with your CRM […]. Customer relationship management (CRM) software is all about building business relations with your current and potential customers. The post How a CRM Can Help You Cash In on Hyperlocal Marketing appeared first on Nimble Blog.

CRM 108

CRM Marketing Software Software 108

Hubspot Sales

JUNE 14, 2019

Accounts and opportunities can be divided by: Geography/territory. by geography/territory, product/service line, customer/account size, or industry/vertical segment). In the chart below, he lays out the pros and cons of four commonly used structures. Product/service line. Customer/account size. Industry/vertical segment.

Territories 90

Territories Segment Sales Talent Account 90

Understanding the Sales Force

FEBRUARY 3, 2016

It's not that I enjoy ripping articles apart, it's just that I don't have any tolerance for authors who either don't know what they are talking about, don't have any science backing them up, or use examples that can't be replicated across industries, markets and geographies. Shall we dig in?

Hiring 120

Hiring Industry Examples Marketing 120

Fill the Funnel

MAY 17, 2017

You could find groups for business, professional development, education, hobbies and geography amongst other areas. I was always a big fan of LinkedIn Groups but Facebook Groups have changed my mind. I’ve written about their benefits over a dozen times here on Fill the Funnel.

Facebook 124

Facebook Groups LinkedIn Top of Funnel 124

Sales 2.0

SEPTEMBER 25, 2019

The framework has three elements: Prospect profile and contact data : know who you are targeting (business types, geography and type of people in the company) Trigger events : listen for changes in these firms and industries and be there when they happen Relationships : build and use relationships to get you in the door (way more easily).

Quota 170

Quota Call-back Small Business Small Business 170

SBI Growth

FEBRUARY 4, 2014

Geography (Region). Geography (Travel Time). Additionally they must be measurable using on hand information. Some examples of primary factors are: Company Growth Rate. Industry Growth Rate. Age of Business. Industry type. Size of Company (# of Employees). Annual Revenue. Best practice is to select 4-5 maximum. Propensity to outsource.

Construction 216

Construction Ideal Customer Profile Territories Lead Rank 216

Product Management University

MARCH 30, 2023

In direct B2C marketing, market segmentation usually involves segmentation based on demographics, behavior, geography, and so on. revenue, number of employees) and geography (e.g., Using industry, size and geography, sizing a market is pretty straightforward. healthcare, retail), size of the organization (e.g.,

Segment 52

Segment B2B Marketing Hiring 52

Sales 2.0

JUNE 2, 2018

A good start if you have a handful of clients is to try to find some commonalities in your existing clients and then go look in those places for more “somewhat ideal clients”. Some obvious characteristics to look for: Industry. Size of company. Technologies used. Other suppliers they work with. These are classic “demographic” characteristics.

Prospecting 170

Prospecting Demographics Travel Segment 170

Product Management University

FEBRUARY 5, 2020

Ideally, you’d use all three components, but many companies use only size and geography, or industry and geography because of the nature of their products or services. Market segments typically consist of the following three components. Industry, e.g., healthcare, retail. Size – large, medium, small or tier 1, tier2, tier 3.

Segment 52

Segment Marketing Retail How To 52

Repsly

JUNE 2, 2020

Offering in-store support for your brand from coast to coast, or even in just a few key geographies, is essential, and sending your sales reps to do routine audits and merchandising can give your brand a big advantage — but supporting so many stores is expensive. and many of them are among the busiest stores in the country.

Opportunity 77

Opportunity Vendor Retail Field Sales 77

Sales and Marketing Management

AUGUST 3, 2017

In addition to the convenience of being able to provide training and coaching across geographies, mobile video rectifies many issues companies face when it comes to learning, such as: Knowledge Retention. We are living our day-to-day lives, dependent on mobile devices, so it only makes sense our professional lives follow suit.

Video 180

Video Face-to-face Distribution Hiring 180

The Pipeline

SEPTEMBER 2, 2020

These three elements have proven to be consistently successful in 15 plus years, in all geographies, across various industries and markets. You can throw all the charm and good looks at it while giving it the old school try. But in the end, it will prove to be Not Good Enough, just look at the numbers.

System 316

System Prospecting Quota Decision Maker 316

Adaptive Business Services

JUNE 8, 2022

If you can’t get in front of a customer – Is that them, geography, or you? COVID and geography permitting. Assume that they are in charge if you don’t know who actually is and they will defer and send you to the right person, generally. Honestly, it is so easy to email when we should be pushing to get face-to-face.

Prospecting 71

Prospecting Lead Rank Lead Scoring Face-to-face 71

Zoominfo

AUGUST 17, 2020

Geography is Fun. Web conferencing was an immediate need for many businesses, but as the timeline till “return to normal” stretches to “indefinitely TBD,” companies continue to move more functions online. As lockdown measures moved across the country, technological adoption followed suit. increase in adoption.

Face-to-face 246

Face-to-face Software Software Trends 246

Zoominfo

JUNE 16, 2021

Consider asking the following questions: Geography: Where is your prospect located? Use as many variables as possible. The more information you can learn about your prospects, the more you can personalize your outreach. Industry: What industry are they in? Size: How big is their company? What about their department?

Ideal Customer Profile 130

Ideal Customer Profile Prospecting Scale Guidelines 130

Sales 2.0

SEPTEMBER 8, 2018

Who you target : How do your results change based on the industries you target, the titles you target, the geography, the size of company? How can you reduce your time searching for them so you are more efficient? Test to find your sweet spot.

Top of Funnel 240

Top of Funnel Sales Qualified Lead How To Referrals 240

SBI

MAY 10, 2018

Our game-changing solution allows a Sales Leader to: Ensure sales force is optimized across all geographies and product groups industries. Optimizes sales force to specifics of specific geographies or segmentations. Base sales resource decisions on data and fact rather than estimates and SWAGs.

Forecasting 139

Forecasting Sales Forecasts Hiring Territories 139

SBI Growth

AUGUST 6, 2012

Do you know which product, geography, industry or company type has the highest growth opportunity?” You need to know which geography, industry and product represent your short-term wins versus your resource-consuming opportunities. ” Oliver: “Absolutely” Dan : “Great.

Opportunity 316

Opportunity Strategy Banking Territories 316

SalesProInsider

JANUARY 24, 2024

Sports, world news, the geography you are in, etc. (or season or specific player) Yes, I went “there” – chatting about the weather or sports. LOTS of people want to talk about weather – or anything that is happening now! are common topics for a reason.

Sports 62

Sports Conversion Networking Travel 62