Gong.io

DECEMBER 15, 2022

The value of sales territories isn’t lost on most sales leaders (and if it is, we’ll clarify that shortly). The problem is making your sales territory planning fair without swallowing up your time. . What is sales territory mapping, and why is it important? What is sales territory mapping, and why is it important?

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Territories Ideal Customer Profile Hiring Forecasting 62

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. Why is sales territory planning important? Without proper sales territory planning, how do you know where your sales reps should focus their time?

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Territories Outsourcing Services Ideal Customer Profile Buyer 181

Hubspot Sales

JULY 3, 2018

Sales Territory Plan. Assess Account Quality. Assess Territory Quality. One of the essential pillars of a successful business is a robust and organized sales territory strategy. Studies show that effective territory management can increase overall sales, improve customer coverage, and reduce costs.

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Territories Lead Rank Lead Scoring How To 123

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.

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Territories Segment Account Intent 105

Zoominfo

NOVEMBER 1, 2022

Smarter Prospecting in Less Time For experienced sales professionals, using ZoomInfo for the first time often feels like discovering a secret; after spending years going door-to-door, suddenly having a world of information at your fingertips can be an invigorating experience.

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Prospecting Hiring Face-to-face Intent Data 130

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.

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Account Lead Rank Ideal Customer Profile Territories 77

Zoominfo

JULY 28, 2022

Any effort to match leads to the right prospect account, to score, prioritize, or even route them properly is squandered if the data fed into your systems hasn’t been normalized, cleansed, enriched, or deduped. In this context, it isn’t a stretch to say “dirty data” is nearly synonymous with “bottleneck.” Using it comes at a cost.

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Lead Rank Lead Scoring Sales Qualified Lead Leads 130

Zoominfo

FEBRUARY 23, 2021

Learn what sales prospecting is, and how business development professionals can go to market using outreach strategies that deliver business results. What is Sales Prospecting? The ultimate goal is to guide your prospects through the sales funnel until they eventually make a purchase. How to Prospect: Step by Step.

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Ideal Customer Profile Prospecting Strategy Top of Funnel 208

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?

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Territories Outsourcing Services Buyer Ideal Customer Profile 100

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?

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Ideal Customer Profile Sales Qualified Lead Territories Leads 64

Steven Rosen

FEBRUARY 11, 2024

For instance, if the goal is to increase prospecting activities, salespeople need the necessary skills in email outreach, networking, and asking for referrals. This confidence translates into better prospecting, improved account planning, and more persuasive sales messaging.

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Social Media Sales Goal Territories Lead Rank 156

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?

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Scale Top of Funnel Territories Sales 221

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.

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Territories Software Software Benefit 70

The Pipeline

JANUARY 22, 2019

People will tell you that the number one reason sellers do not like to prospect, specifically telephone prospecting, is rejection. 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.

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Objections Prospecting SME Cold Calling 267

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.

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Territories Revenue Data CRM 87

The Pipeline

JANUARY 11, 2022

But if you’re going to plan, there is more to it than Territory or Account Planning. Whether you receive development from your employer, you are still accountable for your own development. I talk a lot about focusing on prospects’ Objectives. It is not enough to say, “I want improve my prospecting.” Objectives?

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Territories Objections Quota Proposal 201

Understanding the Sales Force

JULY 27, 2022

We can name them: Account Executive, Territory Manager, Business Development Rep, Sales Development Rep, Account Manager, Key Account Manager, National Account Manager, Channel Manager, Application Engineer, Sales Consultant, Inside Sales, Outside Sales, and more.

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Top of Funnel Sports Territories Outside Sales 296

Partners in Excellence

AUGUST 16, 2017

Account Based Everything, including Account Based Marketing and Account Based Selling is all the rage. Most of what we do in territory development and management applies to what we do in ABE. The most fundamental aspect of ABE is that it provides a structured approach to prospecting.

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Account Prospecting Territories Account Based Marketing 52

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.

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Territories Outsourcing Services Account Ideal Customer Profile 40

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.

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Territories How To Intent Guarantee 89

Sales 2.0

APRIL 7, 2017

Redefining Sales Territories: From Geographic to Social Proximity. That’s right, not even you, sales territories. The old way, established over a century ago, of assigning sales professionals territories based on geographic location is on the way out. Nothing gold can stay. Read the full article.

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Account Territories Conference Energy 150

Sales 2.0

SEPTEMBER 24, 2014

Some sales people in my firm were discussing where they could get the best prospect lists. They are building out a new territory so they need people to contact. Some of the team were leaning towards a trial account with Hoovers. The skinny on prospect lists is that one size does not fit all. Prospecting Sales 2.0

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InsideView Prospecting Hoovers Territories 322

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.

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Outsourcing Services Territories Proposal Sales Methodology 193

Janek Performance Group

AUGUST 29, 2023

The truth about salespeople who are reluctant to prospect boils down to two things: First, they are reluctant to prospect because past attempts resulted in failure. Second, they don’t know what to say to prospects. Prospecting reluctance can be the silent killer of sales careers.

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Prospecting Hiring Face-to-face Pipeline 62

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

Zoominfo

DECEMBER 16, 2020

Without question, the functionality within CRMs, particularly Salesforce, can create a 360 degree view of the prospects and customers alike. 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.

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SalesForce Territories Intent Signal Buyer Persona 219

Sales Hacker

JULY 11, 2022

We have our prescribed lists and territories. So when our dream accounts had someone tell us no, we wouldn’t waver. We’d let the prospect know that we’ll cease prospecting them. Some prospects loved us but couldn’t initiate a conversation with us. Who do I know in their accounts?

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Account Hiring Intent Signal Conference 98

Product Management University

MAY 24, 2023

Qualifying your account executives prior to the demo is a practice that’s beneficial to everyone, including the buyer. Unfortunately, it comes with the territory, but that doesn’t mean you should just accept it. Unfortunately, it comes with the territory, but that doesn’t mean you should just accept it. Here it is.

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Sales Qualified Lead Account Territories eBook 59

Steven Rosen

FEBRUARY 11, 2024

Recognizing the need for extra training, they brought in experts for areas like social media, territory planning, and sales messaging. For each leading indicator, like prospecting activities, sales leaders should pinpoint the specific training or coaching required to master that skill.

Sales Goal 156

Sales Goal Top of Funnel Social Media Coaching 156

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.

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Territories Demographics Travel Distribution 68

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.

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Top of Funnel ROI Funnel Ideal Customer Profile 52

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.

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Account Account Based Marketing Hubspot Sales Methodology 52

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.

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Analysis Territories Scale SalesForce 130

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%?

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Margin Commission Territories Negotiation 188

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.

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Territories Travel Webinar Metrics How To 49

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.”

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Outsourcing Services Revenue Prospecting Inside Sales 140