A Sales Enablement Tool for the CEO

Sales Benchmark Index

Old-School Territory Management is Dead: A Q&A with John Stewart, CEO of @MapAnything

Smart Selling Tools

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.

Should Your Field Marketing Team Own a Number?

Sales Benchmark Index

Pick five non-marketing employees at random, and ask them what value your field marketing team brings to your organization. If you’re reluctant to do this exercise, it’s likely because you want to avoid blank stares and wild guesses that humble you.

The Coming Customer Data Tsunami: 3 Predictions for 2019

DiscoverOrg Sales

We expect major gains in the sophistication – and volume – of B2B data in 2019. The research and advisory firm recently shared proprietary insights from their own analysts and offered up some predictions for 2019. “Big data” is very 2012.

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7 Must-Have Automated Documents for Sales Success

source, territory, or industry vertical—to make quick. If your organization utilizes different account planning strategies based on rep role, territory, deal size, or some other parameters, you may need multiple, purpose-built templates. The 7 must-have automated.

The Best Methods and Worst Approaches to Use for Next Year’s Territory Design

Sales Benchmark Index

As we rapidly approach Q4, you are behind the ball if you haven’t finalized your 2019 Territory Design. According to Harvard Business Review, “Research shows that optimizing territory design can increase sales by 2% to 7%, without any change in.

Purchase Segmentation – The Key to Revenue Growth

Sales Benchmark Index

It’s Sunday, April 14th. It’s no ordinary Sunday. Today is the final round of the Masters, and Tiger Woods is in contention. The fans have showed up in the thousands at Augusta National to witness history. After a converting a.

2019 Technographics in Sales [Infographic]


The 2019 State of Technographics Report for B2B Sales Organizations [Infographic]. The experts at ZoomInfo spent more than a year collecting and analyzing data in an effort to understand this relatively uncharted territory a bit deeper.

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Top Considerations for Sales Territory Planning


See how one company was able to create strategic, profitable sales territories using Xactly AlignStar. Territory Design

Drive Double-Digit Revenue Growth by Interlocking Compensation Design & Territory Alignment

Sales Benchmark Index

Article Sales Strategy 2018 2019 benchmark best practice broken christmas comp compensation plan concerned december design principles Gartner industry John Marcsisin market market practice methodology misaligned territories org organization organizations plans productivity quota setting sales sales rep sales reps territory design wondered worried yearIt’s December 25th, 2018. You are sitting around the Christmas tree with your wife, two kids and black lab—Duffers.

Breaking into a New Company or Sales Territory

Selling Energy

When you find yourself in a new company or exploring a new territory, the first thing you have to do is build rapport. Make sure people know who you are and what you specialize in. sales performance

How Do You Create a Sales Territory Plan? 

criteria for success

How do you create a sales territory plan? If you are trying to help your team better plan their selling activity within their territories, use the Client Evolution Model. Introducing the Client Evolution Model The concept of the Client Evolution Model is simple – relationships evolve over time, [ ] The post How Do You Create a Sales Territory Plan? It’s not as hard as you think!

Hiring Salespeople Should Not be Like a Coin Flip

Understanding the Sales Force

Not only do you start the process all over again in several months, but the lost opportunity and lost revenue create negative territory momentum, where the pendulum swings to favor the competition.

A Critical Mistake In Handle Prospecting Objections

The Pipeline

I don’t like objections any more than anyone reading this, but it is part of the territory, just like 100 mile-hour pucks coming at your goalie mask; until you accept that you will always lag. By Tibor Shanto.

Attention CRO’s – Your #1 Priority in Next 30 Days for FY 2019


I see sales leaders spend time with compensation plans, territory models, new technology integrations, etc. You just got the troops back into the office for another big year.

10 Sales Statistics You Should Know in 2019


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. ).

How to Track and Drive Productivity for Remote Sales and Customer Service Reps in 2019

Sales Hacker

For remote sales reps, it’s imperative to drill crystal clear understanding of territory assignment, outreach protocol, and targeting and follow-up processes. We’d love to hear how you track and drive productivity for your remote sales and customer service reps in 2019.

The Future of B2B Sales

Sales and Marketing Management

They can take it one step further by using data to divide sales territories more efficiently. Author: Brad Soper, Andree Radloff and Mark-Daniel Rentschler What will sales divisions look like in the future?

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Size Matters: Digging in to Employee Counts and Social Media Discrepancies

DiscoverOrg Sales

It is a crucial data point for many common sales and marketing activities: segmentation, lead routing, outbound outreach, territory planning, and more. Mary Kay Cosmetics has 5,000 employees, as reported to Forbes as a Top Company for Diversity in 2019.

How To Survive The Great January Sales Talent Exodus

Sales Benchmark Index

Learn How John Hancock Increased the Quantity & Quality of Client Meetings Using MapAnything

Smart Selling Tools

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.

Too Much Drama per Dollar

The Pipeline

Whether it is a discussion on quota, territory, or the state of an account, these are all excellent indicators of where a rep is will to invest their skills and time, and more importantly, your time and resources. Wednesday, January 16, 2019, 5:30 PM to 8:30 PM Kramers Bar and Grill 1915 Yonge St. There will be featured guests from all side of sales, including buyers, sellers, service providers, and many others to help you take up your sales in 2019 and beyond.

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The Data Will Bring Us Together: Relationship Therapy with Sales and Marketing

DiscoverOrg Sales

A 2019 Demand Gen Report asked: What are your biggest challenges to maintaining data quality in your contact database? According to the same Demand Gen Report , 68% of Marketers have the goal of targeting more specific segments for better engagement in 2019.

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Sales Compensation Planning: Everything to Consider in 2019


The start of a new year comes with a new sales plan—and that means you must reassess your sales capacity needs , align and balance sales territories , and create a sales incentive plan that drives sales performance.

Channel Sales for SaaS: What It Is, When it Works, and How to Build Your Own


Growth Strategy: If you are looking to expand your sales territory into new geographic areas or countries, a channel strategy is one of the best ways to mitigate risk, scale across new locations, and generate revenue quickly.

Unleashing the Power of Frontline Sales Management, Part 2: What ‘Good’ Looks Like

Sales and Marketing Management

As a result, they often retain weaker performers, believing it is better than having an open territory. They constantly reassess sales territories to optimize results. Great managers don’t accept existing territories as unchangeable. are required for each territory?

How to Use Executive Leadership Changes to Time Sales Outreach

DiscoverOrg Sales

Users can set up email alerts just on the roles and territories they care about. When asked why leadership changes matter, DiscoverOrg CRO Patrick Purvis likes to tell this story: “In 2012, Salesforce closed a legendary estimated $140 million deal with State Farm.

Taking the Journey to “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… For the sake of this explanation, let’s use a baseball park (not that I know too much about baseball.)

Becoming a lead magnet: How Kate Turchin, the Cloud Security Singer, went from working a tiny territory to an online sales sensation in a few short weeks

Predictable Revenue

The post Becoming a lead magnet: How Kate Turchin, the Cloud Security Singer, went from working a tiny territory to an online sales sensation in a few short weeks appeared first on Predictable Revenue. On this edition of The Predictable Revenue Podcast, co-host Collin Stewart welcomes the pod’s first online singing sensation: Kate Turchin, the “Cloud Security Singer.”.

Taking the Journey to “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… For the sake of […

How to Take Action on Your Territory Plan for a Successful Year Ahead


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? Make sure your territory plan has action items that are time sensitive. Ahh, the New Year.

You’re Done with the Revenue Plan; What’s Next?

Sales Benchmark Index

“Hello 2019, we’ll be right with you!”. Most of my clients have been in non-stop planning meetings since mid-August and earlier. Long days of adjusting and readjusting budgets and expectations. New tools make the process easier, however the resource allocation decisions.

It’s Time to Start Thinking About 2019 Sales Compensation Design

Sales Benchmark Index

Article Sales Strategy best practice boss ceo checklist compensation planning design John Marcsisin meeting month narrow miss org organization Q3 quota setting sales sales comp sales compensation sales org sales organization strategic alignment territory alignent

Predictable Ramp: It’s Not Just a Pipedream


or a primed opportunity (thanks rep who I inherited the territory from!). “How am I doing?”. Most sales reps are genuinely driven not by money, but by success. They are dying to know how they are doing.

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How to Spot, Develop and Retain Top Talent

Sales Benchmark Index

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Product Centric Selling, It Really Is About Us!

Partners in Excellence

To maintain our focus on the customer, we have to distance ourselves from all the chatter we hear when we get back to our offices—-Endless pipeline, forecast, deal, account, territory and other reviews.

How Your Go-To-Market Strategy Is the Secret Sauce of Sales

Sales and Marketing Management

It comes from the way sales teams set up territories and quotas, measure their effectiveness, and adapt to changes. Territories today can be optimized to an unprecedented degree. Author: Jason Loh Every chef has their secret sauce.

Unleashing the Power of Frontline Sales Management, Part 3: Institutionalizing Sales Management

Sales and Marketing Management

They must know how to motivate people and hold them accountable, how to coach and develop sales reps, how to structure territories and match them to a rep’s skill sets, and how to leverage data and use it to drive performance.

How to Effectively Follow-up After Sales Meetings


Prospect, in terms of next steps, I’ll get approval for a three-week trial for your team and import your accounts once you send me over the territory data. The average salesperson is losing up to 40% of their deals because they’re not following-up effectively.

Start With The End In Mind, The Tyranny Of More, Part 2

Partners in Excellence

” As sales people we learned it was our job to figure out how to do this in each of our territories. I wrote, “Tilting The Numbers In Our Favor, The Tyranny Of More.”