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. Nigel: How do you see the quantity vs quality thing changing in prospecting?

Scale 221

Scale Top of Funnel Territories Sales 221

Crunchbase

AUGUST 2, 2021

In the “Crunchbase 101 for Sales” series, you’ll learn how to leverage Crunchbase’s all-in-one prospecting software to streamline your sales workflow and crush your quota. 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?

Ideal Customer Profile 64

Ideal Customer Profile Sales Qualified Lead Territories Leads 64

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.) and free up time for managers to coach the reps on how to add more value in their territory for better outcomes.” Paul : Another great area for the application of AI in my view is key account management.

Conversion 195

Conversion Amdocs Territories Forecasting 195

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

Crunchbase

MARCH 23, 2023

If your team doesn’t already use sales automation software, or isn’t familiar with the benefits, we’re here to help. In this article, you’ll find everything you need to know about sales automation, the benefits of automating different parts of the sales cycle and how you can use sales automation software to close more deals.

Sales Automation 52

Sales Automation Software Software Sales Process 52

Zoominfo

DECEMBER 16, 2020

As adoption rates in Customer Relationship Management Software (CRMs) continue to rise, a (data-driven) gap in usefulness and effectiveness is very clear. Without question, the functionality within CRMs, particularly Salesforce, can create a 360 degree view of the prospects and customers alike.

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

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

Crunchbase

MAY 4, 2022

Introducing Crunchbase’s sales ROI calculator , an interactive tool that shows you the number of accounts in your territories that have buying power right now and the potential additional revenue you can generate with Crunchbase. . These accounts are ripe for outreach. Your results will vary. Let’s break down the results.

Top of Funnel 52

Top of Funnel ROI Funnel Ideal Customer Profile 52

Crunchbase

APRIL 11, 2023

Prospecting is the process of researching and pursuing potential customers for your business. The most important part of prospecting isn’t simply finding names and emails — it’s the time and effort spent identifying potential customers and making sure that they’re actually a good fit. It’s also known as “cold outreach.”)

Ideal Customer Profile 98

Ideal Customer Profile Closing Prospecting Intent Data 98

Crunchbase

APRIL 11, 2023

Prospecting is the process of researching and pursuing potential customers for your business. The most important part of prospecting isn’t simply finding names and emails — it’s the time and effort spent identifying potential customers and making sure that they’re actually a good fit. It’s also known as “cold outreach.”)

Ideal Customer Profile 98

Ideal Customer Profile Closing Prospecting Intent Data 98

Pointclear

JUNE 4, 2018

There's another win-win value proposition that applies to outsourced tele-prospecting: “Costs Less. The fact is, insourcing tele-prospecting is harder, and more expensive, than most imagine. They account for labor, commissions and benefits, certainly. Generates More.”

Outsourcing Services 140

Outsourcing Services Revenue Prospecting Inside Sales 140

Emissary

AUGUST 6, 2022

Before diving headfirst into 2023, it’s important you take the time to reflect on your account planning efforts from this past year. An account plan template will help you answer these questions: What crucial information did you miss in the planning phase? Kapta : Develop Consistent Sales Tactics to Strengthen Account Relationships.

Account 52

Account Account Based Marketing Hubspot Sales Methodology 52

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

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

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

DECEMBER 18, 2018

You might recognize the most-prospected-to companies of 2018, according to DiscoverOrg’s database, as household names – but that’s not why savvy sales and marketing professionals have been pitching to them. Before we dive in, let’s take a quick look at the most-prospected-to industries. FinancialServices. Insurance. ITServices.

Company 156

Company Prospecting Oracle Transportation 156

Zoominfo

JANUARY 11, 2021

Although each prospect is unique, your target audience will have some traits in common, based on industry, location, company size, etc. Creating customer profiles for these prospects is crucial for your marketing campaigns—and in the end, your sales. The Benefits of Creating Customer Profiles. What’s Included in a B2B Customer Profile?

Ideal Customer Profile 162

Ideal Customer Profile B2B Buyer Persona Top of Funnel 162

Hubspot Sales

JULY 22, 2020

But, sales professionals cannot rely on cold calls and haphazard prospect visits if they want to meet their sales goals and make it into the top 10%. When your email arrives at the top of your prospect's inbox at a time that aligns with their schedule, you increase your email success rate. TimeTrade Sales Scheduling Software.

Tools 112

Tools Closing Territories Hubspot 112

SugarCRM

MARCH 9, 2023

Sometimes, this can come as sales automation software, other times, like CRM tools, but regardless of the platform, they’ll need the insights a geo-mapping software can offer. Such software enhances customer interactions and drives company-wide productivity. What Is Geo Mapping Software?

Software 26

Software Software CRM Territories 26

Zoominfo

DECEMBER 16, 2020

As adoption rates in Customer Relationship Management Software (CRMs) continue to rise, a (data-driven) gap in usefulness and effectiveness is very clear. Without question, the functionality within CRMs, particularly Salesforce, can create a 360 degree view of the prospects and customers alike.

SalesForce 100

SalesForce Territories Intent Signal Buyer Persona 100

Hubspot Sales

AUGUST 26, 2018

How to Find Prospects. Prospecting can be tedious and time-consuming, but it’s something that has to be done to keep pipelines healthy. However, while sales reps can’t avoid prospecting, they can certainly make it easier for themselves. Where Do Salespeople Find Prospects? Job Boards. Twitter Searches. Business Journals.

Prospecting 80

Prospecting Hiring Journal Territories 80

Zoominfo

JULY 12, 2022

Ineffective account-based selling Without accurate data, you can’t automatically match leads to accounts. This deprives sales teams of a cohesive view of individuals and behaviors within target accounts. A comprehensive, accurate, and up-to-date database that provides a more complete view of prospects. The result?

Data 130

Data Lead Rank Lead Scoring Sales Qualified Lead 130

Apptivo

FEBRUARY 20, 2023

For example, if a C-level representative in B2B contacts you via your website’s contact form, this can be considered a bottom-funnel lead – your sales team can contact the individual directly and begin the account acquisition process. Your team can quickly identify the right leads and devote their time to closing the deal.

Lead Rank 103

Lead Rank Lead Scoring Lead Management System 103

Hubspot Sales

SEPTEMBER 16, 2020

To others still, it means a key account plan. Account Management. The account management process maximizes the long-term value of select customer relationships by continually aligning your company’s capabilities with the needs of your customer. Territory Management. To others, it means weekly call patterns.

Sales Process 126

Sales Process Ideal Customer Profile Sales Qualified Lead Territories 126

Zoominfo

JANUARY 11, 2021

Although each prospect is unique, your target audience will have some traits in common, based on industry, location, company size, etc. Creating customer profiles for these prospects is crucial for your marketing campaigns—and in the end, your sales. What’s Included in a B2B Customer Profile?

Ideal Customer Profile 100

Ideal Customer Profile B2B Buyer Persona Top of Funnel 100

Sales 2.0

JULY 7, 2018

Many sales people’s “elevator pitches” are so bad that prospects at a conference with them would start using the stairs. Most often these days it happens when you write a prospecting email. I’m an accountant”. I’m a sales person for a network security software company”. Some prospects are more important than others.

Territories 150

Territories Networking Conference Account 150

Hubspot Sales

DECEMBER 30, 2020

The more mature a business gets, and the more complex the prospective customer’s needs are, the more challenging it is to maintain that speedy response and personalized touch. Lead routing helps make sure the right prospects reach the right people, and at the right time, saving your business time and resources.

Lead Rank 102

Lead Rank Lead Scoring Sales Qualified Lead Leads 102

Hubspot Sales

APRIL 27, 2023

The SaaS (Software-as-a-Service) business model is one of the fastest-growing of the last decade. Because new software is being pushed into the market almost every day, the demand for SaaS sales professionals will only grow. SDRs are responsible for outbound prospecting.

Hiring 105

Hiring Salary How To Ideal Customer Profile 105

Hubspot Sales

NOVEMBER 28, 2023

Thankfully, there are tactics you can use to encourage buy-in from your prospects. Wittman encourages salespeople to find common ground with their prospects. Acknowledge that it’s a no for now, but try to guide the prospect to agree to the product's value. When there’s more budget, perhaps the prospect will return.

Sales Qualified Lead 102

Sales Qualified Lead Lead Rank Lead Scoring Real Estate 102

Hubspot Sales

OCTOBER 2, 2019

A sales performance management plan adds structure and accountability to your training process. To measure sales productivity, look at the following metrics: Percentage of total hours spent prospecting. Many reps have identified skills they want to build or improve upon , such as effective prospecting or presenting in front of groups.

SAP 123

SAP Oracle Compensation Territories 123

Janek Performance Group

APRIL 2, 2024

And this often begins with prospecting. However, a Janek survey revealed 18% of sales leaders do not have set prospecting metrics. In addition, 32% don’t know how much time reps prospect. The value of a customer is not only the amount an account brings in. What an account brings in must be seen in relation to its cost.

Webinar Metrics 62

Webinar Metrics Top of Funnel Strategy Analysis 62

Hubspot Sales

APRIL 12, 2023

In this post, you’ll learn tips for managing your team’s sales activity and about the software that can help along the way. Do you have sales development reps who generate leads and then distribute those leads to account executives? Or are your field sales reps handling deals from start to finish within their assigned territories?

Revenue 119

Revenue Proposal SalesForce Lead Rank 119

Hubspot Sales

OCTOBER 5, 2017

In this growing sales landscape, we’ll outline the various processes and key strategies for prospecting -- the phase of selling that often consumes the most time and energy (and is the most crucial to get right). What Is Prospecting? What's the difference between leads and prospects? Sales Prospecting Techniques.

Prospecting 144

Prospecting Tools Top of Funnel Lead Rank 144

Chorus.ai

APRIL 11, 2022

What does building a truck factory have in common with selling software? And while he probably won’t need to put on a hard hat anytime soon, overseeing sales and marketing operations for a B2B software provider has offered plenty of opportunities to use the same skills that helped him in manufacturing. That’s how Scott Sutton sees it.

Cost per Acquisition 117

Cost per Acquisition Revenue Cost per Lead Lead Rank 117

DiscoverOrg Sales

AUGUST 31, 2017

When used correctly, voicemails are one of the quickest ways for a team to increase response rates and get the attention of their prospects. Keep these tips in mind if you are struggling to get your demo numbers up, or if you are simply having a difficult time getting a foot in the door with a prospect. The short answer?

Cold Calling 229

Cold Calling Ideal Customer Profile Decision Maker Call-back 229

Close.io

SEPTEMBER 19, 2019

No joke, we’ve spoken to CEOs who want to make money on outbound prospecting in 90 days, but when asked how long their sales cycle is, they answer “four to six months.” Zuora has three customer types that need them: Software-as-a-Service (SaaS): These companies are obviously “born into subscription.” Let’s break it down.

Outbound 60

Outbound Case Study Ideal Customer Profile Account 60