SBI Growth

MARCH 16, 2022

As commercial leaders are being pushed to grow at unprecedented rates, recent SBI research suggests that 57% of their highest-performing sellers are pursuing other opportunities.

Territories 312

Territories Retention Intent Study 312

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

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? Then, you have to do more research to find relevant information to use in your outreach, in addition to making sure each lead is the right person at the company to contact.

Ideal Customer Profile 64

Ideal Customer Profile Sales Qualified Lead Territories Leads 64

Xactly

DECEMBER 12, 2018

In today’s post, I’ll talk about territory planning. Territory planning represents the foundation of sales performance management (SPM). You must have the right territory design in place to accurately allocate quotas. Is Your Territory Planning Still Stuck in the Dark Ages? Everything starts with territory planning.

Territories 67

Territories Quota Guidelines Software 67

SBI

FEBRUARY 7, 2019

Old-School Territory Management is Dead: A Q&A with John Stewart, CEO of MapAnything. Following the recent acquisition of TerrAlign by MapAnything, I asked MapAnything CEO John Stewart to explain the relationship between map-based geo-productivity and territory optimization. So, I asked John to tell me more.

Territories 87

Territories Revenue Data CRM 87

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

Sales 2.0

MAY 1, 2023

Disrupting the traditional sales model Scott sees AI disrupting some traditional sales models like geographic territories. Like the idea of territories. The way that we’ve constructed territories has been lazy and somewhat dumb. The research out there seems to be showing we need more and more attempts to reach someone.

Scale 221

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.

Territories 49

Territories Travel Webinar Metrics How To 49

Hubspot Sales

MARCH 20, 2020

These are among the research findings of a study on " Maximizing Performance with Sales Coaching " conducted by ValueSelling Associates and Training Industry, Inc. Per the sales coaching research, 65% of responding organizations saw improved retention rates for their sales reps. A survey of 330 U.S.

Sales Coaching 106

Sales Coaching Research Coaching Sales Methodology 106

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

Xactly

AUGUST 23, 2018

Sure, you know you need ICM to handle accurate and timely payments, but do you really need automated sales territory planning as well? Although automating technology for territory design can increase your sales up to 20 percent, territory planning is often categorized as a luxury in SPM—instead of as the necessity it is.

Territories 41

Territories Incentives Incentive Compensation 41

Pipeliner

FEBRUARY 22, 2018

Off the Cuff Instant Interview Question: “What are some tips for doing practical market, territory and account planning?”. And with enterprise selling, significant, focused research is essential. Pipeliner CRM empowers practical market, territory and account planning. Make it yours and good things will happen as a result!

Territories 40

Territories Outsourcing Services Account Ideal Customer Profile 40

Zoominfo

OCTOBER 12, 2022

When Sarena Wing took on a new international sales territory, she was excited to get started. A few years back, someone in Wing’s position might have faced a long slog full of trial and error and manual research. But she also knew she needed to get up to speed very quickly. Luckily for her, that era is over.

Analysis 130

Analysis Territories Scale SalesForce 130

Score More Sales

JANUARY 10, 2013

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. On page 4, there are 6 Steps for Getting Started with Social Selling that you’ll find helpful.

InsideView 249

InsideView Research Prospecting Eloqua 249

SBI

JANUARY 31, 2020

TechTarget Priority Engine Email Alerts Help Sales Teams Take Immediate Action on the Best Opportunities in Their Territory. According to recent research , companies that target active prospects with timely, relevant outreach can generate twice as many opportunities. ndrew Gilman, Head of Marketing, NWN Corporation.

Engineering 74

Engineering Territories Opportunity Intent 74

Zoominfo

JULY 19, 2022

This eliminates a number of our operational burdens since ZoomInfo created a tailored automation workflow that met our specific needs,” says Thomas Mandell, senior director of data services at Bluewhale Research , a leading B2B research, marketing services, and lead generation company.

Data 130

Data Marketing Lead Rank Ideal Customer Profile 130

Sales 2.0

JUNE 9, 2018

Congrats you have a brand-new “greenfield” sales territory! per researchers at Facebook. There’s a professor of psychology at Oxford University called Robin Dunbar and he did some research on how many relationships we all have. Unlimited opportunity, untouched accounts, no other reps vying for your business. Let me translate.

Territories 150

Territories Demographics Social Media Cold Calling 150

SBI Growth

OCTOBER 4, 2013

This type of research will earn you respect and a listening ear. To assist you further, sign-up for SBI’s Sales & Marketing Research Review here. The review presents findings from SBI’s market research in 2013. Territory Potential: Growth rates for newer territories will rapidly outpace more mature markets.

Quota 306

Quota Ideal Customer Profile Territories Demographics 306

SBI Growth

OCTOBER 6, 2013

This also gets you access to SBI’s Annual Sales & Marketing Research. At no cost, an expert from SBI will present the full research findings. Territory design and account assignments could also be a cause. Territory design and account assignments could also be a cause. To get this tool, sign-up here.

Compensation 293

Compensation Territories Incentives Incentive 293

Pipeliner

SEPTEMBER 20, 2019

The first step you should take is good market research. Take note that this article is about market research instead of marketing research. Market research deals with information about the market itself while marketing research is focused on marketing processes and tactics. Knowing Your Market Research Options.

Research 40

Research Strategy Marketing How To 40

SBI Growth

SEPTEMBER 14, 2012

SBI's research with top B2B producers has shown that candidates are often not convinced that the new job provides what they want. Here’s what top producers have told us they look for: Territory with abundant opportunity. Take a look at each motivator: Abundant Territory Opportunity. Top Performers’ Top 5. Hot product.

Sales Talent 312

Sales Talent Territories Compensation Quota 312

The ROI Guy

JUNE 19, 2014

Sales cycles are taking longer than ever, lengthening by 24% over the past two years, this according to research by SiriusDecisions. According to research by IDC, 43% more stakeholders are now engaged in each decision compared to just 3 years ago; more than 10 decision makers in deals greater than $500K. Why the longer sales cycle?

Sales Cycle 79

Sales Cycle Research Decision Maker Proposal 79

Zoominfo

NOVEMBER 1, 2022

When you’re trying to make 30 or 40 calls and have meaningful conversations, you need as much time to prep for those calls as possible, versus doing all that research across five different websites or services.” I use ZoomInfo primarily to research companies that have raised funding over the past few days,” Roberts says.

Prospecting 130

Prospecting Hiring Face-to-face Intent Data 130

Steven Rosen

MAY 31, 2021

Top Performers: It is highly unlikely to hire a sales superstar unless your company has done in-house research on the background, years of experience, competencies, and characteristics of your top performers. Time & Territory Management. List of Skills, Behaviors, and Competencies. Energy Level. Self-manager. Communication.

Hiring 386

Hiring Territories Energy Sales 386

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 When sales and marketing teams traditionally pull lists, they’re still missing important data that’s relevant only to their organization. “Has

SalesForce 100

SalesForce Territories Intent Signal Buyer Persona 100

The Bridge Group

NOVEMBER 2, 2017

Today, I'm excited to launch our latest research focused on Sales Development organizations. This is our seventh round of research since 2007. Structure: in/out/blended, headcount, territories. We couldn't do this research without your help. Compensation: base, OTE, regional variations. I appreciate you taking the time.

Research 28

Research Territories Compensation Quota 28

Sales 2.0

OCTOBER 11, 2019

My territory was broad. I just concluded some semi-scientific research with a couple of hundred entrepreneurial friends and they named getting in the door as their biggest business development challenge.). Many of them earn more money than me and when I go to these meetings I do all the work.”. A real sales job.

Engineering 262

Engineering Small Business Small Business Banking 262

SBI Growth

OCTOBER 8, 2013

Register here for the SBI 7th annual Research Tour t o get top-notch insight. Top-down: Calculate the territory market potential. You can also see the potential of each existing territory. The potential will vary dramatically by rep territory. Do you have the right number of reps? Become best-in-class. Author: Mark Synek.

Ideal Customer Profile 293

Ideal Customer Profile Distribution Territories Analysis 293

SBI Growth

FEBRUARY 5, 2014

They roll out the draft plans in November, have a few meetings, adjust the territories and quotas, roll it out to the field and run off to the next challenge.". Here’s the two step process to that Managers and Reps follow in the first month: Step One : Complete a Territory Account Plan. The January Two-Step.

Compensation 288

Compensation Territories Hiring Commission 288

Shari Levitin

MARCH 9, 2023

Last month, I had the pleasure of speaking alongside researcher and author Sean Achor. It’s easy to put off sending emails, cold calling and stalking new territories, but like the leopard, this is the lifeblood of your business. Upon completion, the rest of the herd will join the mother to pay homage.

ACT 118

ACT Territories Sports Cold Calling 118

Sales and Marketing Management

SEPTEMBER 7, 2018

Changes in territories or assignments notwithstanding, reps who have been in their territories for longer than a year would welcome the chance to compete against themselves. Researchers acknowledge that organic growth is hard to come by, so rewarding reps for consistent, month-over-month growth can be a tremendous challenge.

Incentives 166

Incentives Incentive Sales Qualified Lead Territories 166

SBI Growth

SEPTEMBER 11, 2012

In fact, “20% to 30% of Enterprise Resource Planning projects fail, and 50% to 60% are considered compromised,” according to Gartner research. There was no Sales Territory Design in place. Regarding the client mentioned earlier, we approached the problem by focusing on one of the four problems we saw in the field: Territory Design.

Territories 306

Territories Top of Funnel Analysis Penetration 306

Xactly

JANUARY 3, 2019

We did some research and compiled some valuable sales stats that are important for all salespeople to be aware of. Companies that set cookie-cutter quotas across similar roles see 14% lower quota attainment than those that assign quotas based on territory-specific opportunities ( Complete Sales Planning Handbook. ).

Handbook 99

Handbook Territories Compensation Incentives 99

MTD Sales Training

JUNE 20, 2018

Here are a few tips: Divide your territory in a way that makes sense. One of the first steps to effective territory management is to have a concrete view of current customers, potential customers, competitors’ activity, and the location of all of these. Research your target’s business. Craft a custom message.

Sales Qualified Lead 120

Sales Qualified Lead Marketing Qualified Lead Leads Territories 120

The Pipeline

FEBRUARY 3, 2012

Stored in Attitude , Business Acumen , EDGE Sales Process , Metrics , Productivity , Sales Success , Territory Alignment , execution. By shrinking your territories, strategically where it make sense. logically shrink territories. logically shrink territories. Not all sales people have the same skills.

Pipeline 212

Pipeline Territories Harvest Cold Calling 212

Engage Selling

JANUARY 31, 2014

Before you do any finalizing of your territory plans, do you have a concrete and thorough understanding of the market you’re looking to enter? By having a proper understanding of the target market, you are able to make your decisions based on solid facts and not just what you believe the facts to be. I […].

Research 48

Research Territories Marketing Sales 48

Partners in Excellence

FEBRUARY 8, 2022

As sellers, we have to manage our territories and accounts. We have to find as many opportunities as we can within those territories/accounts. We have to constantly be creating value in every interchange, so that includes researching, learning, planning. We have to do the whole job.

Survey 100

Survey Hiring Territories Incentives 100