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?

Territories 181

Territories Outsourcing Services Ideal Customer Profile Buyer 181

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. This will enable you to design territories where each sales representative has room to sell.

Territories 257

Territories Inside Sales Ideal Customer Profile Lead Rank 257

Force Management

JANUARY 11, 2024

The key to driving qualified pipeline is focusing your team on the territory, not the opportunities. When your sales team views their territory as their own business unit, they’re more accountable for the forecast and able to execute on next-level pipeline building.

Territories 138

Territories Forecasting Pipeline Account 138

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. The key problem with the “best of breed” approach is integrating all the tools, so they communicate to each other.

Scale 221

Scale Top of Funnel Territories Sales 221

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

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

Hubspot Sales

JULY 22, 2020

In reality, sales professionals and managers need to have access to the best available sales planning tools to help them boost sales productivity and close more and bigger deals. Sales Productivity Tools. The HubSpot Sales Platform gives sales professionals the tools they need to sell more deals faster in one integrated suite.

Tools 108

Tools Closing Territories Hubspot 108

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

Crunchbase

AUGUST 2, 2021

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? The most effective prospectors take an account-based selling approach. Here’s the catch — many prospecting tools only provide lists of leads.

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 agrees that some companies have too many sales tools. Do you agree with that?

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

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

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. It enabled a great sharing strategy: Who in my accounts do they know? Who do I know in their accounts? We can also glean intel on what tools the new hire is expected to use.

Account 98

Account Hiring Intent Signal Conference 98

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. Here’s how the sales ROI calculator works.

Top of Funnel 52

Top of Funnel ROI Funnel Ideal Customer Profile 52

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

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

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

Zoominfo

MAY 3, 2022

Engage The new Gmail plug-in for Engage, ZoomInfo’s sales automation tool , allows you to access Engage’s email templates and variables directly from your Gmail inbox, as well as track Gmail activity in Engage and other connected CRMs. Let’s walk through the new features and integrations that can help you hit your number.

Scale 130

Scale Territories Lead Rank Enterprise 130

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

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

Emissary

MAY 20, 2021

Before diving head first into 2021, it’s important you take the time to reflect on your account planning efforts from this past year. Most mature sales functions are adopting formalized account planning, including use of an account planning template to inform and document key insights and actions. Each offers value.

Account 52

Account Account Based Marketing Hubspot Decision Maker 52

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

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

SBI

JUNE 5, 2019

Transforming Sales: How Engaged Accounts Can be Known and Then Treated More Effectively. Additionally, we see people using technology to better surface and understand their actual engagement with target accounts – using AI and other analytics. Beware of tools that only deliver speed.

Account 135

Account Scale Ideal Customer Profile Intent Data 135

SBI

MAY 7, 2014

Today’s best-in-class sales organizations implement a variety of sales tools to impact their revenue. Announcing the Top 40 Sales Tools of 2014 - a multi-media guide that brings you up to speed on the best tools to increase sale productivity. See which tools we chose for: Contract Management and eSigning.

Sales Tools 139

Sales Tools Tools Revenue InsideSales 139

Force Management

MAY 11, 2022

Ensure your sales team is spending their time building a pipeline of high-value accounts. Provide your managers the tools and resources to support their salespeople in finding revenue gaps in their territory, uncovering value in existing accounts and creating targeted lists based on what’s uncovered. Here's how:

Territories 121

Territories Pipeline Account Resources 121

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 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. But too often, tools are added without assessing their compatibility with existing tech. Using it comes at a cost.

Lead Rank 130

Lead Rank Lead Scoring Sales Qualified Lead Leads 130

Steven Rosen

MAY 31, 2021

These include being systematic, knowing what top performers in your organization look like, having strong assessment tools to make scientific decisions and that the process is rigorously followed. Account management. Time & Territory Management. Understand how to interpret and utilize the profiling tool. R – Rigors.

Hiring 386

Hiring Territories Energy Sales 386

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

Hubspot Sales

DECEMBER 14, 2022

Digital wallets will account for more than half of all e-commerce payments worldwide by 2024. In 2021, credit cards and debit cards accounted for 21% and 13% of global e-commerce payment methods , respectively. Right now, ten countries and territories have launched CBDCs: Nigeria. Image Source. Cashless Payments Today.

Tools 114

Tools Banking Retail How To 114

Janek Performance Group

APRIL 17, 2024

They then leverage research tools and market insights to pinpoint promising opportunities. In addition, BDRs play a crucial role in account growth by building and deepening relationships within existing accounts. Of course, roles vary based on the size, scope, and scale of the organization.

Outsourcing Services 118

Outsourcing Services B2B Lead Rank Sales Qualified Lead 118

SBI

JANUARY 31, 2020

TechTarget Priority Engine Email Alerts Help Sales Teams Take Immediate Action on the Best Opportunities in Their Territory. Delivered weekly, Priority Engine Email Alerts are customized by recipient and can dynamically be aligned by sales rep territory or a defined list of ABM accounts. Account Planning. Industry News.

Engineering 74

Engineering Territories Opportunity Intent 74

Zoominfo

SEPTEMBER 7, 2022

ZoomInfo’s intelligent lead routing allows you to activate any-object routing and leverage your Salesforce triggers to automate the real-time movement of all kinds of records — including leads, contacts and accounts — directly to your sales team. Data is a must-have for accurate lead routing.

Lead Rank 130

Lead Rank Lead Scoring Software Software 130

SugarCRM

JANUARY 18, 2024

Sales intelligence tools! In fact, 43% of salespeople made use of sales intelligence tools and intent data in 2023, a 54% increase from two years ago. Today, despite the wealth of online information, many salespeople still find themselves manually researching accounts, enriching contacts, and identifying intent.

Intent Data 26

Intent Data Intent SugarCRM Data 26

The ROI Guy

JULY 29, 2015

Value Selling & ROI Tools are a key characteristic of innovative organizations, and as with other Sales Tools, the majority indicates that Value Selling & ROI Tools can contribute to significant revenue growth. A whopping 88% of study participants reported a positive impact on revenue from Sales Tools.

ROI 83

ROI Tools Compensation Territories 83