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4 Steps to Master Your Territory

Sales Benchmark Index

One of the most dreaded can be a change to your territory. You may need to call on customers and prospects in unfamiliar areas. Where should my focus be in my new territory? Follow the 4 steps and use the Agile Territory Planner to become the master of your domain. Information about your new territory is usually available to help you ramp quickly. Step 1. Step 2.

Uncover the Blind Spots in Your Territory

Sales Benchmark Index

When your territory is changed, it opens a lot of questions for Sales Reps. To answer those questions, we built a Territory Evaluator. This downloadable tool helps you evaluate your new territory in relevant terms: Selling time as required to meet quota. Why Territories Change. It is important to understand why sales management makes a territory change.

Sales VPs - Are 'A' Player Quotas Rising and Territories Shrinking?

Sales Benchmark Index

Subsequently, this leads to smaller territories. Determine potential by segmenting your customers and prospects. Determine potential by territory. Matching quotas to territory potential will maximize your best territories. It will also give reps in low potential territories a fighting chance. How do you communicate quota and territory changes?

Sales Ops Resolution: Build Market-Focused Territories in 2013

Sales Benchmark Index

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? When was the last time you re-designed your territories?

5 Steps for Designing Territories for your Top Talent

Sales Benchmark Index

These strong reps may not be in the right territories calling on the right accounts. It may be time to assess whether your territories are optimally designed. When Sales Operations decides to take on a territory analysis , we care about 3 things: Determining the number of accounts, prospects and total potential for each rep. Getting the best reps in the best territories.

Should Salespeople Prospect Anymore?

Your Sales Management Guru

Should Salespeople Prospect Anymore? Last week during a client’s sales meeting we got into a discussion regarding pipeline values, needless to say the number of prospects and dollar values were insufficient to achieve the overall corporate revenue objectives. The question is, as a sales manager how should you structure your sales team’s expectations around prospecting?

What Makes Territories Unfair

The Sales Blog

What Makes Territories Unfair is a post from: The Sales Blog | S. Territory plans are mostly unfair. Territory plans are unfair to the clients within the territories because they are designed to ensure that the opportunities have coverage, not that the right salesperson is assigned to the right prospect. Territories aren’t built on the criteria of who the best person to create value for the client would be. That makes the territory unfair to the prospective client. Territories are unfair to the salesperson for this same reason.

Reaching Prospects

Score More Sales

Finding the right prospective buyers and then actually having conversations with them are the top two challenges most sellers are facing now. If assigned a vertical territory of financial services I would do several things right away: look at who my existing and past customers in financial services are. The post Reaching Prospects appeared first on Score More Sales.

What’s it Like in “Me Only Territory?”

Jonathan Farrington

The very best consultative sales professionals operate exclusively in “me only territory” and that demands an explanation, so let’s begin by examining the traditional sales environment …. These people are all operating exclusively in “me-too territory”. Now we are entering “only-me” territory – the hallowed turf of the sales world. But actually, no, it gets even better!

Announcing Our 3rd Annual Guide to the Best Sales Acceleration Tools #TopSalesTools

Smart Selling Tools

Prospecting & Sales Intelligence. Territory Management & Quota. If you’re seeking smart tools to drive sales performance, I’ve got great news for you. We’ve just released our 3rd annual Top Sales Tools of the Year Guide. Use this guide if you want to learn about innovative tools designed for all kinds of sellers. Handle inbound leads fast and effectively.

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What Sales Tools do You Use to Fuel Your Revenue?

Smart Selling Tools

Power Prospecting. Territory & Account Planning. Sales Effectiveness account planning contract management deal flow esigning Inside Sales marketing automation mobile selling performance and compensation pipeline management power prospecting quoting and pricing Sales Enablement territory planning value selling How badly do you want your team to blow away their quota?

Spring Cleaning: Tools to Rejuvenate Sales

Smart Selling Tools

Plan2Win software helps salespeople like you develop territory and account strategies. With Plan2Win, you can plan how to best optimize your territory and win the most business from your accounts. Yesware is for Gmail users who want to lasso the horse-power of email to improve the quality and timeliness of prospect communications and reduce the hassles of logging prospect activity. With Yesware you use email communication as a means to record prospecting activity in the CRM system. Tweet Spring cleaning to rejuvenate sales. Spring is here. Plan2Win. Bloomfire.

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What’s it Like in “Me Only Territory?”

Jonathan Farrington

The very best consultative sales professionals operate exclusively in “me only territory” and that demands an explanation, so let’s begin by examining the traditional sales environment …. These people are all operating exclusively in “me-too territory”. Now we are entering “only-me territory” – the most hallowed turf of the sales world. They have complete account control.

Money Monday Strategic Prospecting Plan

Score More Sales

Do you have a strategic prospecting plan or will you just “wing it” again, like you often do? You need to start planning during your prior work day for upcoming prospecting you’ll be doing on the next business day. Selling is a profession, and it is an admirable profession that deserves your mindful and thoughtful approach to growing your territory. A LOT.

"Everyone" is Not Your Prospect: Boost Sales Success with a Segmentation Strategy

Sales Result

A common mistake made by sales leadership is not including segmentation in their territory planning process and overall sales strategy. vp of sales sales sales management ceo sales consulting sales vision sales training sales leadership sales goals sales efficiency sales effectiveness territory planning sales segmentation tailored approach sales strategy lead generation

Prospecting Attention Deficit Disorder: How to Avoid the Shiny Object Syndrome

Smart Selling Tools

Prospecting Attention Deficit Disorder: How to Avoid the Shiny Object Syndrome. And you competently juggle your frenetic schedule, apportioning just the right amount of time for office work, prospecting, sales calls, follow-up, travel, and communication. It is quite easy to get tripped up and even mesmerized by the chimeric allure of Shiny Object Syndrome when it comes to prospecting.

5 Ways To Use LinkedIn For Prospecting

Jill Konrath's Fresh Sales Strategies Blog

Finding the Prospecting Needle In the LinkedIn Haystack. As you saw in my recent 2 Ways to Use LinkedIn Serach to Find Prospect Names video, the Advanced Search function is a great place to start your research. Here are 5 ways your colleagues use LinkedIn for prospecting. This gives our reps fewer reasons to not do proper prospect research and/or connect with them via LinkedIn.

Account-Based Everything: Is it Time for a New Territory Analyst Manager Role?

DiscoverOrg Sales

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. I could do this because my territory was very defined—the semiconductor industry in the western half of the U.S. Let’s give it a name.

Back from Vacation? Time to Get Your Prospecting Mojo Back.

Productivity and Motivational Tips for Inside Sale

That’s especially true of one of the toughest job in inside sales: prospecting. Effective prospecting is something that’s built over time and requires some long-term momentum that you maintain day after day. Good prospecting requires all the essential skills of inside sales – the same skills that form the basis of my bestselling playbook for teams. A keyboard.

3 Ways to Research Prospects Online to Grow Sales

Score More Sales

A big win for your sales team would be to find more prospective customers and start listening to what they are saying. They just set a first meeting with this prospect company who earlier would not interact with them. That’s right – it’s your territory and your career – don’t wait for the powers that be to determine how social you can get. Read it.

Sales is (Becoming More of) an Inside Job

Tech Bytes

At a 2013 Inside Sales Virtual Summit , one speaker noted, “Prospects now participate in sales presentations via Skype, web conferencing and video. Kyle Heller ZS Associates sales force effectiveness territory design ZS Inside Sales High Tech Sales operations Inside sales will soon surpass field sales.” So, what’s driving that desire to change?

How to Change a Crappy Sales Compensation Plan to a Better One

Understanding the Sales Force

Nearly every company gets to the point where they must realign territories, accounts or roles. Let's take John, who is being paid a $75,000 base salary and earns commissions of 10% on the revenue generated in the territory. If the territory generates $1 million in sales, John gets $100,000 in commissions and his total compensation is $175,000. Image Copyright 123RF Stock Photo.

We Can’t Sell Collaboratively – or Even Consultatively – if Our Prospect Won’t Let Us!

Jonathan Farrington

After I wrote that post, I looked at “cronyism” and I realised that quite a high % of today’s sales population is still selling in this way.There are huge numbers of sales “reps” still making what I term “courtesy calls” on a regular basis, within a clearly defined territory, in the hope that there might be an order for them. Earlier this week, I published a post over on The Sales Thought Leader’s Blog – “5 Generations of Selling – Are You Still Stuck in the Past?”

Is The Concept Of Hunters And Farmers Relevant Any More?

Partners in Excellence

In theory, hunters are the people that have to prospect, to bring in new accounts or logos. The sales person’s job is to maximize the share of account or territory for which they are responsible. I believe it is our God-given right to 100% share of customer and share of territory. We have to sell more within our territories and accounts every year.

Stop Selling For Your Competitor!

The Pipeline

Attitude Business Acumen Buying Process Communication Communication Strategy EDGE Sales Process Planning Proactivity Productivity Prospecting Sales 2.0 Sales Skills Sales Technique Territory Plan Tibor ShantoMany sales people and their managers feel that a good sales person is one who is moving forward. Behind the eight ball, before the day even starts. Next Step. Tibor Shanto.

The Pipeline ? 5 Ways to Boost Your Email Prospecting Response.

The Pipeline

5 Ways to Boost Your Email Prospecting Response Rate. Prospecting via email can be wildly rewarding, or incredibly frustrating. In fact, we’ve coached clients through a number of simple steps that have helped them double or triple their prospecting email response rates virtually overnight. To respond to your email, the prospect has to read it first. Prospecting.

Inventory Clearance B2B Style

The Pipeline

Consider your pipeline as your inventory of prospects and opportunities, add to that the notion of time representing your shelf space, both finite, both needing active management. Prospects are similar, in as much that some will close, many more don’t. This is why sales people need to develop rules for purging their pipeline of bad prospects. Territory Plan Tibor Shant

New Logos, Account Development, Hunting

Partners in Excellence

Recently, Don Mulhern and I were have a discussion about misunderstandings–consequently lost opportunities in prospecting, new account development, account growth. We know prospecting is critical for all sales people. If you are focused on new logos, you assess your territory, finding all the customers in your territory that have the problems your solutions solve.

The Pipeline ? Prospecting ? When Is The Best Time?

The Pipeline

Prospecting – When Is The Best Time? Stored in Attitude , Business Acumen , Cold calling , Proactivity , Productivity , Prospecting , Time Allocation , Video , execution. Last week I talked about prospecting, why some like it when most don’t, rejection, and managing them. This week I respond to the question of when is a good time to prospect, or when is the best time.

The Pipeline ? Shrink Your Way To Success

The Pipeline

Stored in Attitude , Business Acumen , EDGE Sales Process , Metrics , Productivity , Sales Success , Territory Alignment , execution. By shrinking your territories, strategically where it make sense. A common concern I hear from sales leaders across all verticals is that they don’t feel that reps are fully covering their territories. logically shrink territories.

The Pipeline ? 10 Fail-proof Tasks to Help Turn Your Prospects into.

The Pipeline

10 Fail-proof Tasks to Help Turn Your Prospects into Buyers. Prospecting is a term that’s been around for a long time. Your business strategies are the same as the gold-miners, except instead of digging for ore, you’re digging for customers, with your mind focused on this: you want to find the right prospects—the serious buyers. Prospecting. Territory Alignment.

Buyer 21

The Pipeline ? Talking Long-Term ? Acting Short-Term ? Sales.

The Pipeline

One that permeates many aspects of sales, starting at planning and territory alignment, right down to day-to-day tactical aspects of sales. As highlighted in last week’s post , it is not about hurrying things, but executing the process with the right prospects; get enough of those in your pipeline, and you will be successful in the long-term, without pushing too hard in the near-term.

The Pipeline ? 3 R's of Prospecting Success

The Pipeline

3 R’s of Prospecting Success. Stored in Attitude , Business Acumen , Buying Process , Demand Generation , Lead Management , Prospecting , Sales 2.0 , Sales Strategy , Sales Success , Sales Technique , Sales Tip , Video , execution. With a well planned Contact Program, you can Reduce the time, effort and cost of converting leads to prospects, and clients. Prospecting.

Why You Need Targets

The Sales Blog

Not every prospect is right for your company, and your company isn’t right for every prospect. Some of what might look like prospective clients in your territory won’t perceive value in your solution. They gripe about not having a large enough list of prospective clients. If you don’t have a list of dream client prospects, make that list now. Prospecting

Sales Tips: "Just Do It!"

Customer Centric Selling

My suggestion is that BD should be an ongoing, consistent effort and that general territory salespeople should allocate 10% of their time regardless of how strong their pipeline may be. My suggested “stake in the ground” is to try to contact prospects every three business days. Try contacting 2 or 3 new prospects a day. Sales Tips: Business Development - "Just Do It!".

Are You A Sales Hoarder?

The Pipeline

It is almost like they are living a role in a Monty Python movie, every prospect is sacred , not to be removed. Of course the challenge is that if you take an opportunity out, you have to prospect to replace it; I guess it is easier to live with the clutter than to prospect for new opportunities. Territory Management Tibor ShantoWhat’s in Your Pipeline? Tibor Shanto.

The Pipeline ? ?But we're not IBM?

The Pipeline

“But we’re not IBM” Stored in Attitude , Business Acumen , Communication , Communication Strategy , Guest Post , Prospecting , Sales 2.0 , Sales Strategy , Sales Success , Social Selling. If you are in sales and your mandate is to sell to companies within your geographical territory, you have probably faced a scenario similar to the one that follows. Prospecting.

Sales 3.0: The End of The Road for The Autonomous Sales Rep

Smart Selling Tools

actually means, the most basic definition is, “to use technologies like the ‘social web’ to discover and engage with prospects in a new way.” This can provide great insight into the adequacy of territory and account coverage. One enticing benefit of the sales profession is the freedom and independence it offers. ” Thankfully, I did, and they didn’t.

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The Perils of Cold Calling

The Sales Blog

A few years later, my territory was the entire city of Los Angeles. As a sales manager, I’ve had prospects call me to tell me to stop my salespeople from calling on them. I would get one or two calls a year when an overzealous rep rubbed a sensitive prospect the wrong way. Here’s the thing, if you’re not rubbing a person the wrong way occasionally, you’re not prospecting.

The Complete Salesperson?

The Pipeline

One offered up that he only wants to hire A players, “people who do not want to prospect all their career”. Before I could jump in, the other VP asked “what do you mean, prospecting is a key skill for A players.” And eventually stop prospecting, or do a token amount. Other than direct referrals, prospecting is the optimal path to that. The Turn. Join Now!