Hubspot Sales

JULY 3, 2018

Sales Territory Plan. Assess Territory Quality. One of the essential pillars of a successful business is a robust and organized sales territory strategy. Studies show that effective territory management can increase overall sales, improve customer coverage, and reduce costs. What Is a Sales Territory?

Territories 123

Territories Lead Rank Lead Scoring Top of Funnel 123

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

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

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

Janek Performance Group

APRIL 17, 2024

Typically, these professionals are tasked with identifying and qualifying potential leads and initiating contact with prospects. Some of the top include: Lead Generation and Qualification Prospect identification Lead qualification Effective BDRs excel at identifying potential leads within target markets or industries.

Outsourcing Services 118

Outsourcing Services B2B Lead Rank Sales Qualified Lead 118

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

Janek Performance Group

AUGUST 29, 2023

The truth about salespeople who are reluctant to prospect boils down to two things: First, they are reluctant to prospect because past attempts resulted in failure. Second, they don’t know what to say to prospects. Prospecting reluctance can be the silent killer of sales careers.

Prospecting 62

Prospecting Hiring Face-to-face Pipeline 62

Xactly

JULY 18, 2018

In order to manage your sales performance, you need effective sales territory mapping. Sales territory design must be a thoughtful process that involves data and a balancing act to ensure every sales rep has adequate sales potential within their territory. Use Data-driven Intelligence to Map Territories. Download Guide.

Territories 45

Territories Travel Hiring Guidelines 45

Janek Performance Group

JULY 12, 2018

You’ve just been awarded a sales territory by your sales leadership team. In tandem with our most recent white paper on Developing an Effective Sales Territory Model , we want to share some best practices that help you maximize the revenue from your turf. Now it’s up to you to properly nurture and grow that area to drive sales.

Territories 59

Territories Maximizer Sales Leadership Revenue 59

Xactly

JUNE 13, 2018

Effective territory design is the basis of strategic sales planning. Balanced territories allow you to set fair quotas, which have a huge impact on your incentive compensation and success of your salesforce. Ultimately, if your sales territories aren’t optimized, you hinder sales reps’ motivation and performance.

Territories 49

Territories Travel Webinar Metrics How To 49

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

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

Tenbound

APRIL 19, 2024

Who is using video successfully in their prospecting? It is also important that the Sales/Business Development Team and Leadership value their Sales Partners for their territory knowledge, sales expertise, guidance to the SDR, and goodwill. What’s the best cold call opener? Which subject lines and email templates are working?

Territories 45

Territories Cold Calling Pipeline Webinar Metrics 45

The Pipeline

JUNE 5, 2013

The more territory, the more accounts I get, the better I will do”. Yet often the opposite is true, more often than not, less is more in sales accounts and territories. When I asked them what can be done to hit their goals, all but one suggested that we add accounts to their territories that were homeless due to a recent departure.

Territories 303

Territories Top of Funnel Account Funnel 303

Partners in Excellence

SEPTEMBER 21, 2023

Looking at prospecting and conducting sales calls–sellers are spending 33% of their time engaging with customers/prospects. We need people to think about their territories, their customers, their opportunities, their goals. And there are a number of other activities that are critical to enabling those meetings.

Territories 81

Territories Examples Negotiation Meeting 81

Partners in Excellence

AUGUST 16, 2017

Most of what we do in territory development and management applies to what we do in ABE. The most fundamental aspect of ABE is that it provides a structured approach to prospecting. In our accounts, just as in our territories, mindset matters. Have we maximized the opportunity within our current customers in the account?

Account 52

Account Prospecting Territories Account Based Marketing 52

Partners in Excellence

SEPTEMBER 14, 2023

There are meetings to develop and execute strategies to respond to specific customer and prospect issues. Look at typical pipeline, deal, prospecting, territory, account reviews. Three final things on maximizing selling time. How do you thoughtfully and effectively maximize the impact of your selling time?

CRM 132

CRM Proposal Maximizer Up-Sell 132

Partners in Excellence

FEBRUARY 8, 2022

There are surveys for sellers covering things like prospecting, pipeline management, closing, sales process. As sellers, we have to manage our territories and accounts. We have to find as many opportunities as we can within those territories/accounts. For example, there are those that would have you focus on prospecting.

Survey 95

Survey Hiring Territories Incentives 95

Partners in Excellence

AUGUST 19, 2020

For example, as sales people, we may look at territory or account management, prospecting, managing opportunities through the buying cycle, call planning/meeting management, pipeline management/forecasting, administrative functions, time management, training/learning and so forth. Many avoid prospecting.

Territories 73

Territories Maximizer Buying Cycle Pivotal 73

Hubspot Sales

DECEMBER 30, 2020

The more mature a business gets, and the more complex the prospective customer’s needs are, the more challenging it is to maintain that speedy response and personalized touch. Lead routing helps make sure the right prospects reach the right people, and at the right time, saving your business time and resources. Lead Routing by Value.

Lead Rank 100

Lead Rank Lead Scoring Sales Qualified Lead Marketing Qualified Lead 100

Miller Heiman Group

SEPTEMBER 17, 2019

Let’s explore the key success factors for manufacturers to maximize sales through indirect channels. To maximize sales through indirect channels, you must clearly define a value chain from distributors to your end-user. Also, you must consider if your indirect sellers experience more success in a certain territory or region.

Channels 50

Channels Maximizer Hiring How To 50

Hubspot Sales

SEPTEMBER 16, 2020

By having a specific set of criteria reps should look for when qualifying leads, along with a consistent set of questions they can ask in initial sales calls, reps will be more prepared walking into their initial conversations with prospects, and can feel more confident when pursuing the right leads for their offer. Territory Management.

Sales Process 124

Sales Process Ideal Customer Profile Sales Qualified Lead Territories 124

SBI Growth

OCTOBER 18, 2012

You’ve had average results recently because your territory is a real dog. You’ve tracked down an employee at the prospect and the pay range seems about right. Figure out if a foundation for your sales success is in place with the prospective employer. Are the best performers given the best territories? Follow @pseidell.

Territories 300

Territories Real Estate Compensation Quota 300

Sales and Marketing Management

JULY 11, 2019

The territory. Senior leaders might have certain doubts about specializing teams because they want to give salespeople the opportunity to touch multiple activities, from prospecting, to social selling, to managing new business, to participating in events, and more. Any priority targets. The size of the sales team. Specialize teams.

SME 209

SME Social Selling Follow-up Territories 209

SalesLoft

OCTOBER 6, 2017

But modern sales technology automates the responsibilities that pull your reps away from prospect engagement. This process allows them to select specific people based on their role, territory, or when they were added to your Salesforce account. Automation rules present the perfect solution to this manual process.

Maximizer 52

Maximizer Territories SalesForce Guarantee 52

Sales Result

JANUARY 22, 2020

Market coverage models outline the strategy for how sales people can sell to as many good prospects as possible. Most sales people do a poor job of maximizing their territories, so don’t leave it all up to them.

Strategy 64

Strategy Marketing Territories Maximizer 64

Partners in Excellence

NOVEMBER 14, 2018

Ongoing prospecting, finding/qualifying deals, moving them through the buying/selling process, building healthy funnels/pipelines, forecasting, account/territory planning, call planning, creating value for our customers, developing competitive strategies, and on and on. We engage with customers in meetings/calls.

Jigsaw 68

Jigsaw Top of Funnel Territories Maximizer 68

Partners in Excellence

OCTOBER 19, 2022

However, every deal review, every pipeline review, every territory/account review, every call plan, every forecast will be done with CRM. Meaningful, high impact conversations with the right prospects and customers are what drives engagement and our ability to achieve our goals. This doesn’t mean CRM isn’t important.

Territories 48

Territories Maximizer CRM Account 48

SBI Growth

OCTOBER 12, 2013

Setting Quotas, territory structures, headcounts and total compensation budgets are examples. Are your territories designed to maximize time with customers and prospects? Are your quotas based on your ideal customer spend and ideal prospect opportunity? Your compensation plan must align to your strategy.

Buyer Persona 310

Buyer Persona Territories Compensation Buyer 310

Partners in Excellence

DECEMBER 1, 2020

Effective prospecting will vary. What maximizes the success of a Global Account Manager in hunting in her account will be different from that which is most effective for territory managers. Managers play a key role in helping the sales people apply these skills within their territories and within specific sales situations.

Sales Enablement 88

Sales Enablement Territories Face-to-face Maximizer 88

Partners in Excellence

NOVEMBER 2, 2020

“All sales problems are pipeline problems, and all pipeline problems are prospecting problems…… ” I was having a conversation with a really smart person. They don’t even look at refining the initial engagement approach in prospecting, they just demand more.

Pipeline 85

Pipeline Ideal Customer Profile Top of Funnel Hiring 85

Partners in Excellence

AUGUST 10, 2023

Normally, front line managers focus on coaching deals, pipeline, calls, account/territory management, prospecting, time management and so forth. Do they have regular cadences for deal, call, pipeline, forecast, account/territory review, and one on one’s?

Coaching 62

Coaching Lead Rank Territories Face-to-face 62

SBI Growth

NOVEMBER 22, 2012

Customer/prospect segmentation is a key first step in making wise allocation decisions. What is the revenue opportunity from prospects? Where exactly are these greatest potential customers and prospects? Has the prospect data source been carefully selected to ensure reliable output? How much is that for each opportunity?

Segment 288

Segment Customer Territories Penetration 288

Crunchbase

MARCH 13, 2023

For instance, it’s often easier to get meetings with prospects in the SME space, particularly startups. Make smarter territory choices Hard times mean hard choices. For teams with reduced headcounts, that usually means better territory planning. The general rule is to avoid the extreme ends of the spectrum.

Territories 59

Territories Churn Face-to-face SME 59

The Brooks Group

OCTOBER 19, 2015

Without strategic territory planning at the senior leadership level, your organization can’t move forward. But at the field level, for sales reps who are generally fast-paced and enjoy selling more than planning , getting disciplined around prospecting can be a challenge. Focus on Prospect Quality, Not Size.

Prospecting 40

Prospecting Territories Top of Funnel Sales Qualified Lead 40

Score More Sales

JUNE 30, 2014

Complicated commission plans or unwieldy territory rules and exceptions cause a half-baked sales team. They need to track their buyers and clients through social platforms or by aggregated content specific to their industry niche, geographic territory, or through named accounts.

Hiring 247

Hiring Ideal Customer Profile Territories Commission 247