DiscoverOrg Sales

APRIL 19, 2018

But don’t forget about your sales territory plan. In this blog, you’ll learn how to create a sales territory plan in 3 steps: Identify buyer-centric market opportunities. Calculate your Total Addressable Market (TAM). Why is sales territory planning important? Expand with a Win/Loss SWOT.

Territories 181

Territories Outsourcing Services Ideal Customer Profile Buyer 181

Hubspot Sales

JULY 3, 2018

Sales Territory Plan. Define Your Market. Assess Account Quality. Assess Territory Quality. One of the essential pillars of a successful business is a robust and organized sales territory strategy. Constant changes in territory division hurt salespeople's productivity and take a toll on employee morale.

Territories 123

Territories Lead Rank Lead Scoring Top of Funnel 123

Janek Performance Group

APRIL 17, 2024

In B2B sales and marketing, companies employ various strategies to drive growth and expand their client base. 76% percent of BDRs report to sales over marketing. 76% percent of BDRs report to sales over marketing. They then leverage research tools and market insights to pinpoint promising opportunities.

Outsourcing Services 118

Outsourcing Services B2B Lead Rank Sales Qualified Lead 118

SBI Growth

OCTOBER 8, 2012

Where I have seen some of the greatest amount of pain is around territory design. So let's walk through my framework on how to optimize inside sales territories. 4 Lenses to Optimize for Inside Sales Territories. Identify Market Opportunity. Total Available Market. Ideal Customer Profile. Evaluate Lead Generation.

Territories 257

Territories Inside Sales Ideal Customer Profile Lead Rank 257

Pipeliner

FEBRUARY 22, 2018

Off the Cuff Instant Interview Question: “What are some tips for doing practical market, territory and account planning?”. Market Understanding – The fundamentals are the bedrock for sound business decisions, focusing on: Accounts: Verticals, challenges, sizes, sales cycles, market attraction, etc.

Territories 40

Territories Outsourcing Services Account Ideal Customer Profile 40

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

SalesforLife

JUNE 13, 2019

There’s no question that sales pros—especially territory-based sellers—have a weakness in a key skill. Let me explain, these sales pros are typically given a geographic territory or a specific vertical – but their weakness is that they lack the understanding that they need to treat their territory as if they’re the CEO of that territory.

Territories 105

Territories Segment Account Intent 105

Sales Hacker

DECEMBER 1, 2022

Typically, SDRs work from one of two territory models: Static territories based on geography or vertical or business segment. A Wild West-style free-for-all where reps prospect into an addressable market wherever they’d like. Think account hoarding , unequal opportunity to hit quota , missed revenue , and rep dissatisfaction.

Account 77

Account Lead Rank Ideal Customer Profile Territories 77

Sales 2.0

APRIL 7, 2017

Designing your go-to-market plan based on relationships versus ZIP codes is a really smart move for most companies these days. Redefining Sales Territories: From Geographic to Social Proximity. That’s right, not even you, sales territories. A great point highlighted on the Linkedin Sales Blog. Nothing gold can stay.

Account 150

Account Territories Conference Energy 150

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

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

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

Sales 2.0

APRIL 19, 2016

Designing your go-to-market plan based on relationships versus ZIP codes is a really smart move for most companies these days. Redefining Sales Territories: From Geographic to Social Proximity. That’s right, not even you, sales territories. A great point highlighted on the Linkedin Sales Blog yesterday. Nothing gold can stay.

Account 150

Account Territories Conference Energy 150

Sales 2.0

MAY 1, 2023

Disrupting the traditional sales model Scott sees AI disrupting some traditional sales models like geographic territories. He says those may be replaced by more advanced models, like relationship-based account coverage. Like the idea of territories. And do they have the skillset to be able to execute against this territory?

Scale 221

Scale Top of Funnel Territories Sales 221

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

Zoominfo

JULY 5, 2022

This makes routing marketing leads to your sales team a critical step for driving revenue growth. A modern routing strategy that’s built for revenue growth includes three main elements: Integrated account-based selling tools The ability to route any object (e.g. Enriched data creates better lead-to-account matching.

Lead Rank 130

Lead Rank Lead Scoring Revenue Leads 130

Zoominfo

DECEMBER 16, 2020

Because like most sales and marketing technologies, CRMs are only as good as the data stored within its database. This latest product enhancement is just the latest chapter in our ongoing effort to put actionable data directly into technologies, channels, and workflows that go-to-market teams use and love. . Think about it.

SalesForce 219

SalesForce Territories Intent Signal Buyer Persona 219

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

SBI Growth

NOVEMBER 13, 2012

Over the next four years the Cloud Computing market is going to double. In fact, according to IDC, the cloud computing market is going to move from $28.4B Market moves like the expansion of cloud computing don’t happen frequently. Optimize sales territories , and. Key Components of the an Account Management Process.

Account 308

Account Churn Lead Rank Lead Scoring 308

Sales Hacker

JANUARY 20, 2021

As pipelines shrank due to COVID-19, many organizations shifted from inbound to an account-based sales and marketing outreach approach. Feel free to jump ahead: What is account-based sales and marketing? Issues with one-to-many and one-to-few ABS and marketing programs. What is account-based sales and marketing?

Account Based Marketing 67

Account Based Marketing Top of Funnel Account Lead Rank 67

Zoominfo

DECEMBER 7, 2022

Sales and marketing teams have always sought to understand how target customers work internally. Knowing how and where a customer’s decisions are made can make a world of a difference in how you sell to them, whether it’s prioritizing the right accounts with the right message or pinpointing which contacts to develop relationships with first.

Scale 130

Scale Territories Pivotal Lead Rank 130

Sales 2.0

FEBRUARY 15, 2023

Key account management is another great area for AI A second opportunity for AI is in key account management (and upselling.) I think you can get AI to figure out what the likely outcomes are based on all risk factors and the market you’re selling into etc. There were a hundred million actions in my territory every year.

Conversion 195

Conversion Amdocs Territories Forecasting 195

Sales Hacker

DECEMBER 9, 2022

Every organization needs to choose the markets and buyers they want to focus on, and concentrate their efforts on those buyers. Often, we’ll prioritize using account segmentation and scoring rules. But what if you could provide sellers with a more holistic picture of an account’s ability to buy? This information can be helpful.

Lead Rank 97

Lead Rank Territories Lead Scoring Quota 97

Sales and Marketing Management

APRIL 10, 2017

Author: Joe Andrews In recent articles, we looked at why an analysis of your ideal customer profile (ICP) and total addressable market (TAM) is foundational to modern sales and marketing initiatives, and also provided a framework for how to get started with your analysis. Most companies do not have complete coverage of their TAM.

Ideal Customer Profile 136

Ideal Customer Profile Account Based Marketing Marketing InsideView 136

Zoominfo

OCTOBER 12, 2022

When Sarena Wing took on a new international sales territory, she was excited to get started. Wing was able to lean on ZoomInfo’s Chorus conversation intelligence solution and its SalesOS platform to analyze successful deals and perform lightning-fast research on her new territory and team. Luckily for her, that era is over.

Analysis 130

Analysis Territories Scale SalesForce 130

Sales and Marketing Management

FEBRUARY 28, 2019

For some it’s an actual product: a unique amalgam of ingredients no other chef has yet discovered or marketed. In a competitive market, what pushes companies ahead isn’t just what they sell – it’s also how they sell. Today, winning in the market isn’t just about having the best product. Your product is a known quantity.

Strategy 149

Strategy Marketing Incentives Incentive 149

DiscoverOrg Sales

MARCH 27, 2017

Brandon is the Director of Growth at Engagio, the Account-Based Everything platform that orchestrates human connections. Account-Based Marketing. Account-Based Sales Development. Account-Based Customer Success. Q: What specific metrics can marketers track to prove the impact of ABE outside of leads generated?

Account Based Marketing 120

Account Based Marketing Account Top of Funnel Webinar Metrics 120

Zoominfo

MAY 3, 2022

This means that you’ll not only be able to get go-to-market insights faster, but eliminate the cumbersome B2B data ingestion process. Additionally, we’re launching our new Enterprise Territory Management feature through our Route offering. And sales engagement and automation runs well when it’s powered by solid data.

Scale 130

Scale Territories Lead Rank Enterprise 130

Steven Rosen

NOVEMBER 14, 2021

The sales rep should have a clear idea of any new marketing programs available to help kick off Q1 and know which customers they need to be seeing in the first week of the year. By taking the time to do a SWOT analysis, you can objectively look at your territory/region. Have your reps identified their top 10-20 accounts?

Consumer 374

Consumer Analysis Territories Account 374

Zoominfo

JULY 28, 2022

In an ideal world, B2B revenue teams would run with lightning-fast lead response times, streamlined operations, and an aligned sales and marketing team. A sales funnel powered by volume and velocity is vital to stay competitive in today’s market. Inefficient integrations Every go-to-market team has something that makes it unique.

Lead Rank 130

Lead Rank Lead Scoring Sales Qualified Lead Leads 130

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

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 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

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

Pointclear

SEPTEMBER 24, 2015

As Account-Based Marketing continues to rise in popularity among B2B companies, I decided to pick the brains of fellow industry experts and get their input on the matter. Today, in part 2, we hear from Adam New-Waterson , Chief Marketing Officer at LeanData. Account-Based Marketing is a philosophy, not a product.

Account Based Marketing 100

Account Based Marketing Lead Generation Cost per Lead Sales Qualified Lead 100

criteria for success

JANUARY 26, 2022

When you think about your sales goal, you need to take the cost of sales into account. If hiring new sales reps is part of your plan to achieve your sales goal, you’ll need to account for the cost of hiring these reps. Consider Modifying Territories. But when necessary, territories can be adjusted to improve your sales budget.

Hiring 103

Hiring Territories Lead Rank Lead Scoring 103

SBI

JUNE 5, 2019

Transforming Sales: How Engaged Accounts Can be Known and Then Treated More Effectively. This week I interview John Steinert , Chief Marketing Officer of TechTarget. You get this by augmenting your 1st party information with great sources of 3rd party market insight. Both of these approaches can be piloted on a small scale.

Account 135

Account Scale Ideal Customer Profile Intent Data 135