Zoominfo

MAY 11, 2020

But don’t forget about your sales territory plan. What is a Sales Territory Plan? A sales territory refers to a geographical location that is assigned to a specific sales rep or sales team, for the purpose of targeting prospects within that area. Why is Sales Territory Planning Important?

Territories 100

Territories Outsourcing Services Buyer Ideal Customer Profile 100

SBI Growth

DECEMBER 28, 2012

Make a New Year’s resolution to build territories that are market-centric in 2013. Today’s post explores designing sales territories based on your customers and prospects. For a step-by-step guide on how to do this, Download the Territory Design Whitepaper Here ! How Market Focused Are Your Territories?

Territories 303

Territories Marketing Analysis Segment 303

SalesforLife

JUNE 13, 2019

There’s no question that sales pros—especially territory-based sellers—have a weakness in a key skill. Let me explain, these sales pros are typically given a geographic territory or a specific vertical – but their weakness is that they lack the understanding that they need to treat their territory as if they’re the CEO of that territory.

Territories 105

Territories Segment Account Intent 105

Xactly

AUGUST 13, 2018

Let’s cut to the chase–if you’re not using data to drive your sales territory mapping, your territories might be hurting your sales performance more than they are helping it. Sales territory mapping software offers more benefits than sales managers may realize. See if your sales territories have room for improvement.

Territories 70

Territories Software Software Benefit 70

Showpad

MAY 12, 2022

They designed new industry research methods that include both customers and sales reps. They overhauled their sales enablement platform, building resource hubs around specific industries. She was exploring new territory and charting the unknown. . Building sales enablement—one industry at a time.

Industry 98

Industry Sales Enablement Hiring Telecommunications 98

Hubspot Sales

NOVEMBER 20, 2023

That’s why branching into new territory is more important than ever. But you don’t want to expand into new industries while increasing costs, losing time, and ultimately, costing your business sales. 5 Ways Your Team Can Use AI to Sell Into New Industries 1. 5 Ways Your Team Can Use AI to Sell Into New Industries 1.

Industry 95

Industry Top of Funnel Decision Maker Demographics 95

Sales 2.0

MAY 1, 2023

Disrupting the traditional sales model Scott sees AI disrupting some traditional sales models like geographic territories. He says, “what if [my account coverage was] based on my personal relationship map or my own experience in terms of the industries, or where I have done deals and I have worked with customers?” Do you agree?

Scale 221

Scale Top of Funnel Territories Sales 221

Sales 2.0

OCTOBER 25, 2021

Territories : Sales territories need to be designed to support these goals and strategies. Territory design can take in several factors as inputs such as geography and industry coverage, how the skills of the team match the needed coverage, and how equal each territory is to the others.

Territories 396

Territories Compensation Scale Decision Maker 396

DiscoverOrg Sales

OCTOBER 27, 2016

Rather than react to inbound leads or simply start at the top of a list and work my way down, I analyzed my territory before I began. My goal was never about just hitting quota, but rather to generate the most revenue possible from my territory. Because of that, I could identify the several hundred accounts within my territory.

Territories 120

Territories Account Ideal Customer Profile Analysis 120

Crunchbase

AUGUST 2, 2021

Your quota isn’t getting any smaller, and your territory isn’t getting any bigger. So, how do you find more qualified leads in your territory, faster? But, there’s good news for you: Crunchbase can help you find accounts in your territory that match your ICP and find the right contacts at those companies.

Ideal Customer Profile 64

Ideal Customer Profile Sales Qualified Lead Territories Leads 64

Xactly

AUGUST 2, 2018

The sales territory is a geographical area that is managed by a sales rep or sales team. A territory can be defined by sales potential, history, geography, or a combination of the above. The objective is to make sure sales territories are balanced to help increase revenues. . Take Assessment.

Territories 68

Territories Demographics Travel Distribution 68

Understanding the Sales Force

JULY 27, 2022

We can name them: Account Executive, Territory Manager, Business Development Rep, Sales Development Rep, Account Manager, Key Account Manager, National Account Manager, Channel Manager, Application Engineer, Sales Consultant, Inside Sales, Outside Sales, and more.

Top of Funnel 296

Top of Funnel Sports Territories Outside Sales 296

SBI Growth

AUGUST 29, 2018

It’s December 25th, 2018. You are sitting around the Christmas tree with your wife, two kids and black lab—Duffers. You hear the crackle of the fireplace as another log gets added to the fire. The kids are smiling from ear.

Territories 184

Territories Compensation Revenue Industry 184

Xactly

JULY 12, 2018

Your sales territories are geographical areas managed by a sales rep or sales team. A territory can be defined by several factors, but most commonly, territories are mapped based on sales potential, sales history, geography, or a combination of factors. Download Guide. The Right Data for Customer Segmentation.

Territories 45

Territories Software Software Benefit 45

Xactly

JULY 12, 2018

Your sales territories are geographical areas managed by a sales rep or sales team. A territory can be defined by several factors, but most commonly, territories are mapped based on sales potential, sales history, geography, or a combination of factors. Download Guide. The Right Data for Customer Segmentation.

Territories 50

Territories Demographics Travel Distribution 50

SBI

JANUARY 31, 2020

TechTarget Priority Engine Email Alerts Help Sales Teams Take Immediate Action on the Best Opportunities in Their Territory. Delivered weekly, Priority Engine Email Alerts are customized by recipient and can dynamically be aligned by sales rep territory or a defined list of ABM accounts. Industry News. Opportunity Management.

Engineering 74

Engineering Territories Opportunity Intent 74

Understanding the Sales Force

OCTOBER 25, 2023

Even worse, some of these ineffective salespeople lead their sales teams in revenue because they inherited the biggest and best accounts, well-established large territories, have years in their industry and/or territory and are viewed as an expert.

Outsourcing Services 193

Outsourcing Services Territories Proposal Sales Methodology 193

Steven Rosen

JANUARY 28, 2024

Helen Fanucci, a sales veteran with over 25 years of experience in the high-tech industry and author of “Love Your Team: A Survival Guide for Sales Managers in a Hybrid World,” talks about the importance of collaboration in sales. She explores the challenges of building effective collaboration within sales teams.

Video 156

Video Sports Decision Maker Quota 156

Steven Rosen

MARCH 4, 2021

Declining sales have not only forced the industry to reduce the number of sales reps but has also created the need to better focus on customer needs. By moving greater decision-making into the regions and territories, the ability of sales managers and sales reps to make strategic business decisions becomes even more important.

Territories 194

Territories Survey Coaching Sales Management 194

SugarCRM

MAY 11, 2023

Top 8 Ways Manufacturers are Using CRM to Revolutionize Their Industry 1. Streamlining Operations—Even For Niche Sectors Manufacturers often operate in niche markets, serving specific industries or customer segments. Manufacturing is one of SugarCRM’s largest industry vertical markets.

Industry 26

Industry CRM Construction Lead Rank 26

Sales Hacker

DECEMBER 9, 2022

Sales leaders often evaluate prospects and existing customers based on readily available information — order history, and firmographic data (company location, size, industry, etc). Start your sales planning efforts with account segmentation to fill your territories with fruitful opportunities and increase your sellers’ ability to hit quotas.

Lead Rank 97

Lead Rank Territories Lead Scoring Quota 97

Partners in Excellence

MARCH 5, 2024

They come from varied industries ranging from motorcycles and extreme sports, professional services, software/SaaS. medical devices, semiconductors, industrial products and others. Some have run multi-billion sales organizations and companies, some are managing their own territories selling millions a year.

Sports 110

Sports Territories Maximizer Industry 110

OpenSymmetry

MARCH 16, 2016

The Territory & Quota Management Revolution – New Incentive Compensation Platforms Blazing the Trails to Greater Efficiencies. Growing up, my father was a career sales person that seemed to cover a broad array of industries and products. Territory Definition and Modeling. Territory Definition and Crediting.

Territories 40

Territories Quota Incentives Incentive 40

SBI Growth

FEBRUARY 16, 2018

Territory potential, industry dynamics, and the skill-set of the sales team are not taken into consideration. When setting a yearly quota, all too often leadership defers to a top-down approach. Reps get overwhelmed and nothing gets achieved. Here is what.

Quota 222

Quota Territories Industry Ideal Customer Profile 222

Alice Heiman

NOVEMBER 8, 2023

It was some uncharted territory, but they dove right in. Jarrod shares the fascinating story of how Noble Studios discovered their niche in the competitive travel and tourism industry. Twenty years ago, a couple, sat with their laptops at their house and launched a business. Who knew where they would be 20 years later.

Tourism 144

Tourism Scale Travel Pivotal 144

The Pipeline

SEPTEMBER 21, 2021

This can be a million places based on industry, geography, and other basic demographics, again there are loads. Think of it as being multilingual, they only speak one of the three languages spoken in their territory. While there is not one thing, no holy grail, there are consistent habits. Where The Buyer Is At.

Buyer 345

Buyer Demographics Video Territories 345

Selling Energy

AUGUST 14, 2023

One of the challenges we face in our industry is how to convey the value of our products and services without overloading our prospects with the technical complexity of our offerings. So, how do you keep them engaged and interested without crossing the line into “overwhelming” territory?

Face-to-face 76

Face-to-face Territories Industry Prospecting 76

Understanding the Sales Force

SEPTEMBER 11, 2023

Whether that’s in a territory, over the phone or by Zoom or Teams is less important than not having to drive to an office. Target Earnings is attractive and at or beyond the top range for your industry and/or geography, you will be able to pry away some passive applicants and most active applicants. If your On.

Hiring 203

Hiring Top of Funnel Company Funnel 203

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 ). Let’s start with the pros.

Quota 70

Quota Revenue Lead Rank Territories 70

Sales 2.0

APRIL 21, 2018

You get to “take charge” of a new “greenfield” territory for your company? There’s a whole new part of the country (or new industry) that no other rep is covering. So, if you’re in a new sales job, or if you’ve been assigned a new territory, what should you do? Have you experienced this in your sales career? They are “all set”.

Territories 150

Territories How To Prospecting Revenue 150

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. Industry Growth Rate. Industry type. 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. How will you respond?

Construction 323

Construction Ideal Customer Profile Territories Lead Rank 323

Nutshell

MARCH 5, 2024

The simplest round robin approach is assigning each lead to a random sales rep without considering factors like industry, territory, or company type. For example, if you get a lead in a given industry, you could randomly assign that lead to one of your three sales reps who work with that industry.

Distribution 77

Distribution Lead Rank Lead Scoring Sales Qualified Lead 77

Sales 2.0

JUNE 9, 2018

Congrats you have a brand-new “greenfield” sales territory! My suggestion when you’re dropped into the desert (sorry “greenfield territory”) look for some of those 22,500 people that are willing to help you. Most of the time business owners and marketing and sales managers define sales territories by classic demographics. “We

Territories 150

Territories Demographics Social Media Cold Calling 150

SBI Growth

MAY 18, 2013

Here’s an example: Top Territory Todd: Todd has exceeded quota the past 5 years. Yet he has 3x the average territory potential in his patch. His boss does not want to split his territory. But place him in an equal territory and watch him flounder. Ned was given the smallest territory and worst customers.

Territories 303

Territories Hiring Quota Sales Leadership 303

Zoominfo

JULY 19, 2022

ZoomInfo customers who use AWS can now receive ZoomInfo’s industry-leading B2B data directly in Amazon Simple Storage Service (S3), significantly improving data quality while eliminating the time-consuming process of cleaning datasets by hand. For many teams, managing data quality remains an obstacle that demands significant staff time.

Data 130

Data Marketing Lead Rank Ideal Customer Profile 130

Zoominfo

NOVEMBER 1, 2022

For sales professionals in highly specialized industries such as medical equipment, it can be even harder. As one of many reps, Roberts works closely with his colleagues in other territories to avoid overlap on specific accounts and route potential deals to the best possible rep. Selling in today’s economy is tough enough.

Prospecting 130

Prospecting Hiring Face-to-face Intent Data 130

Hubspot Sales

SEPTEMBER 18, 2023

These could be industry changes, a new funding round announcement, a merger, or a prospect getting a new role. Broadly speaking, any industry change can be considered a trigger event and indicate a channel for making a sale. Industry Newsletters : Keeping up with industry news can really pay off.

Social Media 104

Social Media Google Hiring How To 104