Zoominfo

MAY 11, 2020

There’s a lot to think about when developing an annual sales plan to support your organization’s strategy and objectives: New customer acquisition, customer retention, increasing share of wallet, resource budgeting … just to name a few. But don’t forget about your sales territory plan. What is a Sales Territory Plan?

Territories 100

Territories Outsourcing Services Buyer Ideal Customer Profile 100

Steven Rosen

FEBRUARY 11, 2024

Balancing sales goals and learning goals requires a focus on skill mastery and progression, ensuring that reps have the necessary skills before moving on to the next objective. Recognizing the need for extra training, they brought in experts for areas like social media, territory planning, and sales messaging.

Sales Goal 156

Sales Goal Top of Funnel Social Media Coaching 156

Sales Hacker

DECEMBER 1, 2022

Typically, SDRs work from one of two territory models: Static territories based on geography or vertical or business segment. Think account hoarding , unequal opportunity to hit quota , missed revenue , and rep dissatisfaction. A dynamic book management model actually does away with the concept of static territories entirely.

Account 77

Account Lead Rank Ideal Customer Profile Territories 77

SBI Growth

JUNE 11, 2017

Some sales reps only make their revenue objectives by selling to the easy accounts. Others are spending too much time with accounts that do not fit the ideal customer profile. And yet, some sales reps have so many accounts to.

Ideal Customer Profile 149

Ideal Customer Profile Territories Analysis Account 149

Steven Rosen

FEBRUARY 11, 2024

In a discussion between Steven Rosen and Colleen Stanley, they highlight the importance of incorporating learning goals alongside sales objectives. This confidence translates into better prospecting, improved account planning, and more persuasive sales messaging.

Social Media 156

Social Media Sales Goal Territories Lead Rank 156

Understanding the Sales Force

OCTOBER 25, 2023

Even worse, some of these ineffective salespeople lead their sales teams in revenue because they inherited the biggest and best accounts, well-established large territories, have years in their industry and/or territory and are viewed as an expert. Hold everyone accountable to change. This can work.

Outsourcing Services 197

Outsourcing Services Territories Proposal Sales Methodology 197

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

Partners in Excellence

MAY 6, 2021

As I reflected, I realized, as managers we would find it unacceptable for our people not to have account plans for their key accounts. It would be unacceptable for them not to have territory plans, maximizing the growth within their territories. The process is actually very similar to the account planning process.

Territories 163

Territories Maximizer Compensation Account 163

The Pipeline

JANUARY 25, 2022

So, I think it is important to plan how you upgrade your current account base, and potential targets. Sometimes the best hunting is in your own pond, growing your margin requires replacing, and upgrading current accounts. The driving question being how do I take a territory from a 20% margin base, to 25%?

Margin 188

Margin Commission Territories Negotiation 188

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

Zoominfo

MAY 3, 2022

Additionally, we’re launching our new Enterprise Territory Management feature through our Route offering. This will allow sales operations to save time and resources by reusing Salesforce Territory Models to auto-populate territory rules and assigned users at scale.

Scale 130

Scale Territories Lead Rank Enterprise 130

Steven Rosen

NOVEMBER 14, 2021

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? Targeting is one of the most critical steps to focus your efforts on the right accounts. Sales eagles not only understand the 80/20 rule, but they also live it.

Consumer 374

Consumer Analysis Territories Account 374

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. And because of that, they’re left with unanswered questions, like: “Does someone on my team already own this account?” “Do

SalesForce 219

SalesForce Territories Intent Signal Buyer Persona 219

SBI Growth

NOVEMBER 13, 2012

Optimize sales territories , and. With a premium placed on customer acquisition cloud computing organizations have put account management on the back burner. Key Components of the an Account Management Process. 3 Major Advantages to Implementing an Account Management Process. Proactively Identifies Account Risk.

Account 308

Account Churn Lead Rank Lead Scoring 308

Sales Hacker

DECEMBER 9, 2022

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? By leveraging advanced analytics, you can now assess and score accounts with far greater accuracy than traditional assessments. Account profiles.

Lead Rank 97

Lead Rank Territories Lead Scoring Quota 97

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

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. When you’re taking an account-based approach, you’re not so much focused on quantity as you are quality.

Account Based Marketing 120

Account Based Marketing Account Top of Funnel Webinar Metrics 120

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 45

Territories Software Software Benefit 45

Zoominfo

SEPTEMBER 7, 2022

Nurturing a lead through the sales journey takes a robust system, but what if your team could take this advanced functionality and apply it to other database objects besides just ‘leads’? However, most of today’s data providers only match 30% of accounts, which leaves far too much of their data unrouted.

Lead Rank 130

Lead Rank Lead Scoring Software Software 130

SBI

MAY 29, 2019

High-Velocity Field Sales with Multi-Objective Route Optimization. In this eBook, you’ll learn: How multi-objective routing and scheduling can unlock revenue. How to build customer-centric territories that maximize sales rather than those based on spatial or geographic factors. Let’s face it.

Field Sales 72

Field Sales Objections Transportation Face-to-face 72

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

Zoominfo

JULY 5, 2022

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. Every field is accounted for with the right records, so new leads can easily be classified, segmented, and routed properly. It’s a key element of any GTM motion.

Lead Rank 130

Lead Rank Lead Scoring Revenue Leads 130

Janek Performance Group

APRIL 17, 2024

In addition, BDRs play a crucial role in account growth by building and deepening relationships within existing accounts. This includes lead handoff criteria, territory ownership, and commission structures, which can undermine collaboration and cohesion. This can limit their ability to influence purchasing decisions.

Outsourcing Services 118

Outsourcing Services B2B Lead Rank Sales Qualified Lead 118

Steven Rosen

JANUARY 5, 2018

Strategy #4 is have your sales reps develop their own territory business plans. We start with what are your three critical factors for success for your territory and then I look at the customers and say; Where do you think your business is going to come from? You are hitting all your objectives and are highly successful.

Strategy 224

Strategy Territories Quota Video 224

Hubspot Sales

SEPTEMBER 16, 2020

To others still, it means a key account plan. During the planning stage, salespeople should have clarity around the following questions: What is the objective of the sales call? What objections do you expect to encounter? Account Management. Territory Management. To others, it means weekly call patterns.

Sales Process 126

Sales Process Ideal Customer Profile Sales Qualified Lead Territories 126

Steven Rosen

MAY 5, 2022

Imagine my surprise when I read Jim Dickie’s Sales Mastery post that showed that 1/3 of sales executives surveyed said that sub-optimal sales manager coaching is one of their top 3 barriers to achieving their objectives. Are you concerned that your sales manager’s coaching is a barrier to achieving your revenue objectives?

Coaching 177

Coaching Sales Management Sales Coaching Account 177

Sales Hacker

OCTOBER 10, 2019

Here’s what we’re going to cover: Salesforce objects. Data Governance & Salesforce Objects. Whether your selling model is transactional, self-service, enterprise, or a combination of these, you will need to set up some objects in Salesforce that support the sales and eventual retention strategies of your business.

Government 58

Government SalesForce Objections Lead Rank 58

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.

SalesForce 100

SalesForce Territories Intent Signal Buyer Persona 100

Steven Rosen

MAY 5, 2022

Imagine my surprise when I read Jim Dickie’s Sales Mastery post that showed that 1/3 of sales executives surveyed said that sub-optimal sales manager coaching is one of their top 3 barriers to achieving their objectives. Are you concerned that your sales manager’s coaching is a barrier to achieving your revenue objectives?

Coaching 156

Coaching Sales Management Sales Coaching Account 156

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? What is personal account-based sales and marketing? What is account-based sales and marketing?

Account Based Marketing 67

Account Based Marketing Top of Funnel Account Lead Rank 67

SBI Growth

SEPTEMBER 11, 2012

Developing that skill, however, proves difficult because many organizations can’t evaluate themselves objectively. There was no Sales Territory Design in place. There was no Sales Territory Design in place. To correctly diagnose the problem, your organization has to take an objective viewpoint.

Territories 306

Territories Top of Funnel Analysis Penetration 306

Chorus.ai

NOVEMBER 27, 2019

These lines are just some examples of common objections sales professionals hear time and again from prospects. And while deflections and rejections come with the territory of sales, that doesn’t mean simply giving up on a hard-earned prospect who throws up a wall. Ninety-five percent of the objections I hear aren’t real.

Objections 62

Objections Cold Calling Face-to-face GoldMine 62

Steven Rosen

JANUARY 6, 2018

In that video, I talked about the impact of sales reps planning their own territory and building their own plans for their business and for their accounts. Step 4: Individual Accountability for Development. is really about your salespeople and managers holding themselves accountable for their own development.

Coaching 307

Coaching Strategy Video Course 307

The Pipeline

MARCH 10, 2014

They study their territory, understand who potentially will benefit from their offering. Join me - Return On Objectives #Webinar. That is why it is a “sales process”, not a “buying process”. Sales people are not standing at the checkout counter waiting for the next buyer to walk up. What’s in Your Pipeline? Tibor Shanto .

Webinar Metrics 316

Webinar Metrics Intent Objections Sales Methodology 316

SBI Growth

DECEMBER 10, 2013

Is my talent aligned to accomplish this objective? Do I have my talent in the right place and on the right accounts? Are they in the right territories? Explore Accountabilities – Do your sales team members have the qualities (e.g. The real ‘A’ Players will meet both the Competency and Accountability criteria.

Territories 300

Territories Scale Guidelines Groups 300

SalesLoft

FEBRUARY 7, 2018

Territory, size, and industry all play a role in who you sell to and how you approach each deal. These large target accounts supply a ton of revenue and give you recognizable logos to share with new prospects. So, this makes it crucial to choose the right accounts and communicate with them effectively.

Enterprise 52

Enterprise Enterprise Account Scale 52