Close

JANUARY 31, 2023

Help your sales reps meet their goals with a sales territory management strategy–plus how to make your plan more effective, and the best tools to manage it.

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Territories Tools Meeting Strategy 52

Sales 2.0

OCTOBER 25, 2021

Prospecting : Companies routinely run cold calling prospecting processes that fail 99% of the time, with 1 in 100 calls getting a meeting. Territories : Sales territories need to be designed to support these goals and strategies. Sales processes have room for improvement in nearly all companies.

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Territories Compensation Scale Decision Maker 396

SBI Growth

JULY 23, 2020

You’ve likely built your selling career on face-to-face sales pitches and the always productive dinner meeting. As a sales leader, you understand better than most the power of face to face interaction. You’ve set your team’s strategy for the year.

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Face-to-face Meeting How To Strategy 257

Openview

DECEMBER 19, 2018

The beginning of the year is typically a time where you either get a new territory or simply start from scratch with your current one. How do you best take action on your territory plan? Here are three actionable techniques to use when getting started with your territory plan and working toward crushing your goals in 2019.

Territories 89

Territories How To Intent Guarantee 89

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.

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Territories Demographics Travel Distribution 68

LeadIQ B2B Sales Prospecting

SEPTEMBER 24, 2021

Say goodbye to data privacy and territory management challenges with LeadIQ's latest feature releases! Now you can customize settings to ensure compliance and align teams to meet outreach guidelines.

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Territories Data Guidelines Meeting 52

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.

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Territories Travel Hiring Guidelines 45

RAIN Group

JUNE 14, 2023

Meet Morgan. A hard-working seller. Focused and productive. Morgan’s developed strong sales skills and knows what it takes to sell. At the end of the year, does Morgan hit target? Beat it by 20%? Fall short by 30%? Does Morgan know: How many sales they need to win?

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Territories How To Meeting Sales 52

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.

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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 2.0

MAY 1, 2023

Disrupting the traditional sales model Scott sees AI disrupting some traditional sales models like geographic territories. It’ll probably first apply to the top of funnel, helping us generate opportunities and get meetings and, and do all of that stuff. Like the idea of territories. Do they have the mindset?

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Scale Top of Funnel Territories Sales 221

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.

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Territories Travel Webinar Metrics How To 49

Steven Rosen

JULY 15, 2020

Focused Territory Plans. Have each of your reps build a territory plan that addresses how they are going to achieve each of the critical success factors exceptionally well. Every time you speak with them refer back to their territory plan and ask them open-ended questions like: How are things progressing against one of the CSFs?

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Closing Territories Guarantee eBook 306

Steven Rosen

APRIL 15, 2021

Quarterly business reviews consist of a formal review meeting between a front-line sales manager and one of his/her sales representatives. It can also be a meeting with the next level where the regional or national sales manager meets with their frontline sales managers. A meeting should be no longer than 3 hours.

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Territories Quota Coaching Sales 336

Understanding the Sales Force

MARCH 13, 2024

” And what about the salespeople that knew and fell into procurement’s trap, afraid of risking the business (that they didn’t have) for attempting to meet with decision makers from engineering and manufacturing and quality control. When complete, they email the proposal back to procurement and hope to win.

Decision Maker 193

Decision Maker Data Hiring Proposal 193

Steven Rosen

FEBRUARY 11, 2024

However, it’s vital to inquire whether salespeople possess the skills to meet these targets. Recognizing the need for extra training, they brought in experts for areas like social media, territory planning, and sales messaging. This is where learning goals become crucial.

Sales Goal 156

Sales Goal Top of Funnel Social Media Coaching 156

Openview

MARCH 7, 2019

After a sales meeting, do you ever experience a prospect ‘going dark’ on you? Everything felt like it should have gone great – the prospect seemed interested in the meeting, they asked the right questions, your sales pitch was stellar. During this pre-call, ask: Who will be part of the sales meeting? What are their roles?

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Follow-up Sales Meeting Meeting Decision Maker 103

SBI

APRIL 3, 2019

Learn How John Hancock Increased the Quantity & Quality of Client Meetings Using MapAnything. Learn how John Hancock, a leading Canada-based financial services company with principal operations in Asia, Canada & the United States, leverages MapAnything to: Effectively manage large territories with many moving parts.

Meeting 67

Meeting Territories Distribution Data 67

Understanding the Sales Force

MARCH 13, 2024

Not only that, their dialog is limited to what they hear from controlling, territorial, price-sensitive, procedure-dedicated, power-hungry procurement people who don’t play nice with salespeople. When complete, they email the proposal back to procurement and hope to win.

Decision Maker 170

Decision Maker Proposal Distribution Territories 170

Steven Rosen

MARCH 4, 2021

Many companies have realized that to understand better and meet customer needs they have had to evolve from a centralized/marketing focus to a customer-centric model. The days of adding sales forces are dead, and companies are struggling to find ways to deliver value to their customers. It’s time to find solutions.

Territories 194

Territories Survey Coaching Sales Management 194

The Pipeline

FEBRUARY 15, 2016

In the last of this series on proven ways to blow a meeting , we’ll look at two related opportunities that many sales people love to take advantage to derail a meeting. In a similar way, reps sometimes look at their agenda or meeting plan like holly scripture not to be messed with or deviated from.

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Sales Meeting Meeting Cancellation Buyer 120

Hubspot Sales

SEPTEMBER 17, 2019

But face-to-face meetings come with their own challenges. You also might feel thrown off by presenting on your prospect’s territory, instead of your own. Over the past 20 years in sales, I’ve developed several highly effective strategies for making in-person meetings run smoothly. How to Approach Field Sales Meetings.

Meeting 87

Meeting Face-to-face Sales Meeting Conference 87

Sales Hacker

APRIL 6, 2020

This article is Part 1 in a series on leveraging intent data to book more meetings, accelerate deals, and ultimately crush quota! In this article, you’ll learn how to use the freemium model to book more enterprise meetings. Leveraging the Freemium Model to Book More Enterprise Meetings. Tactics: Collect Freemium User Data.

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Intent Data Lead Rank Intent Enterprise 75

SBI Growth

AUGUST 24, 2018

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Territories Meeting Pipeline Strategy 153

Tenbound

APRIL 19, 2024

by Kathleen Robida LinkedIn is always buzzing with tips and tricks for SDRs to book more meetings and for Sales to win more deals. 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. Participation!

Territories 45

Territories Cold Calling Pipeline Webinar Metrics 45

The Pipeline

APRIL 27, 2011

The six elements of a perfect sales meeting. Stored in Attitude , Business Acumen , Coaching , Emotional Intelligence(EQ) , Guest Post , Sales Leadership , Sales Management , Sales Meetings. Do you dread the weekly sales team meeting? Here are the six elements that, combined, make for a powerful regular sales team meeting.

Sales Meeting 251

Sales Meeting Pipeline Meeting Hiring 251

OpenSymmetry

MARCH 16, 2016

The Territory & Quota Management Revolution – New Incentive Compensation Platforms Blazing the Trails to Greater Efficiencies. This shift if critically important for three key reasons: Improved flexibility in defining and modeling of Territory and Channel structures. Territory Definition and Modeling.

Territories 40

Territories Quota Incentives Incentive 40

Nutshell

DECEMBER 28, 2018

A 1:1 sales meeting provides sales managers and sales reps time for reflection and goal setting, as well as an opportunity for both sides to raise their concerns. As a manager, you shouldn’t look at your weekly individual meetings as simply a time to go over sales numbers. 1) Start by listening. 1) Start by listening.

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Sales Meeting Meeting Motivation Coaching 97

Zoominfo

DECEMBER 16, 2020

So, let’s dive into how Salesforce Sync helps enable sales reps by supporting the foundation of any sales process: Territory Management. ZoomInfo Salesforce Sync for Territory Management. But what if reps and managers could identify accounts owned by specific reps or that are unowned, yet a part of particular territory?

SalesForce 219

SalesForce Territories Intent Signal Buyer Persona 219

Apptivo

NOVEMBER 8, 2021

On that note, Apptivo has come up with a new update for our Android application to meet the latest update of our web application. Introduced Multiple Territories for Opportunities, Contacts, & Leads. Introduced Multiple Territories for Opportunities, Contacts, & Leads. to ensure optimum stability.

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Territories Opportunity Leads Marketing Qualified Lead 98

Sales 2.0

OCTOBER 11, 2019

When I got to these meetings I had many engaging conversations with these buyers that our sales team did not seem able to handle. Many of them earn more money than me and when I go to these meetings I do all the work.”. My territory was broad. You see I had no meetings to go to. How not to get meetings.

Engineering 262

Engineering Small Business Small Business Banking 262

The Pipeline

MAY 23, 2011

LinkedIn: Social-ism Meets Capital-ism – Sales eXchange – 98. What happens when social-ism meets capital-ism? Going public changes things, it makes one central mantra superior to all others, that mantra being profit; in fact it now has to be profits that exceed Street expectations, because merely meeting expectations is not enough.

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LinkedIn Pipeline Meeting Social Media 241

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

Sales 2.0

APRIL 7, 2017

Redefining Sales Territories: From Geographic to Social Proximity. That’s right, not even you, sales territories. The old way, established over a century ago, of assigning sales professionals territories based on geographic location is on the way out. Nothing gold can stay. Read the full article.

Account 150

Account Territories Conference Energy 150

The Pipeline

APRIL 8, 2011

Battle Reparation Tactics Meet Marketplace Strategies. Show them you’re willing to meet their needs and you’re building bridges. Battle Reparation Tactics Meet Marketplace Strategies [link]. Battle Reparation Tactics Meet Marketplace Strategies [link] #news #sales. April 2008. March 2008. February 2008.

Pipeline 216

Pipeline Meeting Webinar Metrics Strategy 216

Steven Rosen

NOVEMBER 14, 2021

They have identified their key growth targets, have booked meetings and are in the process of building their customer-focused business plans. By taking the time to do a SWOT analysis, you can objectively look at your territory/region. Top companies are already building tactical plans to hit the road running in 2016.

Consumer 374

Consumer Analysis Territories Account 374