Partners in Excellence

SEPTEMBER 21, 2023

A lot of the conversation focuses on “freeing up time.” ” But as I think about it, is the issue really about freeing up time or is it about using our time more effectively? While Gartner’s article suggests shifts in how that time is allocated—most of which I disagree with, this chart is interesting.

Territories 81

Territories Examples Negotiation Meeting 81

Sales and Marketing Management

JANUARY 2, 2019

In our first article , we showed the powerful link between front-line sales manager effectiveness and top-line revenue performance. As a result, they often retain weaker performers, believing it is better than having an open territory. They constantly reassess sales territories to optimize results.

Hiring 224

Hiring Sales Management Territories Outsourcing Services 224

MTD Sales Training

JUNE 20, 2018

Here are a few tips: Divide your territory in a way that makes sense. One of the first steps to effective territory management is to have a concrete view of current customers, potential customers, competitors’ activity, and the location of all of these. Some examples are: ‘Friends’ within the customer/prospect.

Sales Qualified Lead 120

Sales Qualified Lead Leads Marketing Qualified Lead Territories 120

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 78

Prospecting Hiring Journal Territories 78

Sales 2.0

APRIL 7, 2017

The key point is relationships take more time and energy to establish than setting up a screen share (or worst case jumping on a plane.) Redefining Sales Territories: From Geographic to Social Proximity. That’s right, not even you, sales territories. Read the full article. Nothing gold can stay.

Account 150

Account Territories Conference Energy 150

Sales Hacker

DECEMBER 9, 2022

Sales leaders often evaluate prospects and existing customers based on readily available information — order history, and firmographic data (company location, size, industry, etc). Start your sales planning efforts with account segmentation to fill your territories with fruitful opportunities and increase your sellers’ ability to hit quotas.

Lead Rank 97

Lead Rank Territories Lead Scoring Quota 97

Understanding the Sales Force

JUNE 4, 2014

Understanding the Sales Force by Dave Kurlan The Selling Power Blog published a new article of mine, The Top 10 Steps Salespeople Can Take to Improve. The article includes a really terrific video on the importance of tonality. While persistence has always been important in sales, we are in uncharted territory.

Territories 268

Territories Exercises Video ACT 268

The Pipeline

MARCH 30, 2011

Sign up for our Email Newsletter. Prospecting – When Is The Best Time? Stored in Attitude , Business Acumen , Cold calling , Proactivity , Productivity , Prospecting , Time Allocation , Video , execution. Last week I talked about prospecting, why some like it when most don’t, rejection, and managing them.

Pipeline 222

Pipeline Prospecting Cold Calling Sales Qualified Lead 222

The Brooks Group

NOVEMBER 23, 2015

As the year comes to a close and your team is busy trying to meet their Q4 target, don’t let prospecting for the new year fall by the wayside. Even the most skilled salespeople can’t close a deal if they aren’t capable of getting in front of the right people, so your team’s prospecting effectiveness should be your top priority for 2016.

Prospecting 40

Prospecting Territories Pipeline Up-Sell 40

The Pipeline

JUNE 3, 2011

Sign up for our Email Newsletter. 5 Ways to Boost Your Email Prospecting Response Rate. Prospecting via email can be wildly rewarding, or incredibly frustrating. In fact, we’ve coached clients through a number of simple steps that have helped them double or triple their prospecting email response rates virtually overnight.

Pipeline 286

Pipeline Prospecting Twitter B2B 286

Hubspot Sales

OCTOBER 5, 2017

Sell, sell, sell. 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?

Prospecting 142

Prospecting Tools Top of Funnel Lead Rank 142

Partners in Excellence

DECEMBER 28, 2019

It seems universal, we don’t have enough in our pipelines, we have to prospect. But then our prospecting outreach isn’t producing what we need, so we cast a wider net. If my inbox is typical of most people’s 90% of the prospecting emails I get should never have been sent. We have to find more opportunities.

Prospecting 48

Prospecting Pipeline Territories Segment 48

Zoominfo

JULY 6, 2021

We all know Tom: the sales guy trying to sell you something you don’t really need on a Tuesday afternoon. Tom is pitching to you because his office is based a few blocks away from your house and your street happens to fall within his territory. Then there’s Kate. She sits at a desk and sends emails all day. The Rise of Inside Sales.

Lead Rank 147

Lead Rank Ideal Customer Profile Inside Sales Outside Sales 147

Pointclear

MAY 14, 2018

In this article we’re going to discuss momentum killers for salespeople and organizations. Salespeople only know that forecasted deals have been delayed, customers aren’t returning calls, and new prospects are slow in coming, or at least it appears that way. Territory Adjustments. Expect a downturn. See item 5.

Territories 124

Territories Quota Sports Compensation 124

Hubspot Sales

NOVEMBER 28, 2023

No one knows what it’s like to work in sales better than those in the trenches of the day-to-day — salespeople trying to hit their numbers while battling the ups and downs of the job. Thankfully, there are tactics you can use to encourage buy-in from your prospects. When there’s more budget, perhaps the prospect will return.

Sales Qualified Lead 100

Sales Qualified Lead Lead Rank Lead Scoring Real Estate 100

The Pipeline

MAY 27, 2011

Sign up for our Email Newsletter. 10 Fail-proof Tasks to Help Turn Your Prospects into Buyers. Prospecting is a term that’s been around for a long time. There are steps to follow that can make prospecting easy and effective. Let’s take a look at 10 fail-proof tasks to help turn prospects into buyers: Before the Call.

Pipeline 243

Pipeline Prospecting Twitter Ideal Customer Profile 243

Corporate Visions

JULY 2, 2020

As you move up the y-axis, those programs gain more executive altitude , becoming more strategic and immediately impactful to the company’s growth agenda. The Second Wave: Territory Plans. The second wave of sales enablement, moving up and to the right, is what we call the Territory Planning wave.

Sales Enablement 105

Sales Enablement Webinar Metrics Territories Top of Funnel 105

Sales 2.0

FEBRUARY 1, 2023

Acuity enables B2B sales teams “to improve sales productivity in implementing prospecting and customer growth strategies using flexible process technology and Artificial Intelligence (AI).” Very cool, and now new applications of that capability are popping up. But the data doesn’t exist yet. Call that… “Just add AI.”

Sales Management 195

Sales Management Top of Funnel Data Intent Signal 195

Sales Hacker

JUNE 8, 2022

How many times have you seen a rep work their rear end off only to create an opportunity that just keeps getting pushed out quarter after quarter as the prospects’ priorities change? Every good seller knows how to attach their deals to prospects’ timelines and needs. Related reading: 12 Ways to Speed Up Your Sales Cycle.

Hiring 92

Hiring Promotion Sales Cycle Territories 92

Adaptive Business Services

JANUARY 24, 2024

A prospective client had a 3×5 card, generally with their business card stapled to it, and this was used to keep track of activities. It was also used to ensure that follow-up tasks were completed when due. Of course, things can get complicated when you are juggling 100’s of clients, prospects, and active deals.

CRM 71

CRM Revenue Company Hiring 71

BrainShark

AUGUST 24, 2022

Selling to local SMBs is very different from selling to Fortune 100 executives, for example.) Prospecting. Social Selling. Territory Management. Salespeople must communicate effectively throughout the sales cycle, from cold outreach and follow-up to moving an opportunity along. Prospecting.

Social Media 62

Social Media Territories Face-to-face Negotiation 62

Apptivo

FEBRUARY 20, 2023

Wind-Up Overview No matter what you sell or the sector you’re in, you need a consistent flow of qualified leads to develop your business. In this article, we’ll define lead management, go over the components of a sales lead management system, and discuss the tools that can be implemented to get the best outcomes.

Lead Rank 103

Lead Rank Lead Scoring Lead Management System 103

Hubspot Sales

OCTOBER 1, 2018

Looking for a few easy, virtually-free ways to immediately connect with more prospects? Below, I’ve compiled 18 of my favorite methods for reaching prospects. How to Prospect. Understand your prospects' interests before speaking with them. Connect with more prospects over email. Queue up your calls for the day.

Prospecting 101

Prospecting Top of Funnel Social Media Hubspot 101

Hubspot Sales

APRIL 30, 2020

It listed information for all the prospects in my California territory including the company name, revenue figures, address, telephone number and — of course — the decision maker’s name and title. The training program, called "Professional Selling Skills," took a then-new consultative approach to sales. Qualification.

Sales Process 137

Sales Process Webinar Metrics Face-to-face Sales Qualified Lead 137

SBI Growth

AUGUST 10, 2012

Here is a question for you: What happens if the new product doesn’t sell? Where in your plan is getting your sales force ready to sell your new product? They are focused on selling what’s in their bag today and making in-year revenues. Set territory revenue/unit goals by product. They don’t know how to do it. They should.

Sales Enablement 267

Sales Enablement Tools Territories Campaigns 267

Close.io

DECEMBER 2, 2019

When you’re directed to voicemail, you’re religiously following up. Even when you get rejected, you pull your chin up and keep calling because you know it’s a numbers game. Only if you had more information than relying on tones and verbal cues of your prospects! If they like you, then you might even end up getting referrals!

Campaigns 80

Campaigns Cold Calling Territories Face-to-face 80

Crunchbase

JULY 27, 2022

If you own a business, lead a sales team, or are otherwise interested in how best to create a solid sales ecosystem within your organization that is conducive to growth, this article on sales operations (sales ops) is for you. In essence, sales strategy and operations have one overarching purpose—to enable sales teams to sell.

Sales Operations 52

Sales Operations Company Territories Sales Qualified Lead 52

Customer Centric Selling

OCTOBER 2, 2013

Sales Training Article: Taking the Path of Least Resistance. By that I mean their entry points within prospect organizations are low, but willing to talk with them. If you add up all the opportunities in the pipeline of a C Player, it may approach the GDP of a small country, yet the seller continues to fall short of his or her quota.

Top of Funnel 61

Top of Funnel Training Lead Rank Lead Scoring 61

Crunchbase

NOVEMBER 18, 2021

This article is part of the Crunchbase Community Contributor Series. Please note that the author is not employed by Crunchbase and the opinions expressed in this article do not necessarily reflect official views or opinions of Crunchbase, Inc. To sell is human. The author is an expert in their field and a Crunchbase user.

Trends 105

Trends Hiring Scale Compensation 105

Janek Performance Group

SEPTEMBER 29, 2021

That’s the advice from a recent Harvard Business Review article that concluded, women are the future of B2B sales. If you believe diversity on your sales team will improve sales performance, keep reading because there is plenty of science to back that up. By default, modern selling is becoming more female-friendly.

Hiring 118

Hiring Travel Promotion Sales Leadership 118

Zoominfo

DECEMBER 16, 2019

In 3 hours, the go-to-market teams at ZoomInfo made 24,000 calls, ended up on the phone with our customers and prospects for 250 hours, scheduled 400 follow up meetings, etc. In today’s sales world, there are all these articles asking ‘Is cold calling dead?’, Here’s how we did it. Is cold calling dead?

Cold Calling 200

Cold Calling Call-back Competition Scale 200

The Pipeline

NOVEMBER 13, 2014

The most recent would be assassins are Socialites, social selling advocates, who seem to spend as much time sniping at and proclaiming the death of cold calling as they do speaking about what they sell, social selling products, seminars, remedies and dreams. Step back you don’t wanna get any on your shoes). .

Cold Calling 292

Cold Calling Social Media Decision Maker Lead Rank 292

Vengreso

MARCH 30, 2022

LinkedIn Sales Navigator is arguably one of the most powerful social selling tools available – but most teams are underutilizing it. It’s up to the leadership to ensure that their team is not lost in random acts of social, but is armed with a daily sales activity plan and templates that align with your KPIs. Lead Recommendations.

LinkedIn 115

LinkedIn Lead Rank Lead Scoring Ideal Customer Profile 115

Hubspot Sales

JULY 12, 2021

Almost all tech salespeople were selling from home this past year, and several will continue to do so throughout 2021. But the perks of selling from home come with a host of challenges as well — one of the most pressing being keeping up with self-care. Keep a sacred morning routine to get into the groove.

Energy 122

Energy Social Media Face-to-face Call-back 122

Pipeliner

JUNE 10, 2022

Lack of preparation adds more stress to an already high-pressure task, but it also turns prospects off. They can tell when you’ve wandered into unknown territory. This article will discuss 14 tips for setting yourself up for a successful sales call. It could also be when a prospect starts cursing at you.

Sales Qualified Lead 97

Sales Qualified Lead Objections Follow-up Decision Maker 97

Close.io

JANUARY 7, 2020

If your sales organization has been consistently failing to achieve sales quotas, then today’s article has you covered. Your reps can reverse engineer the number of product units or subscriptions they need to sell to earn these revenue numbers. And it makes both the top-line numbers and the associated cost of selling as important.

Quota 92

Quota Meeting Forecasting Lead Rank 92

Crunchbase

MAY 14, 2021

Prospects expect customization at every stage of the sales cycle but, as every salesperson knows, customization is impossible without accurate and relevant data. Sales intelligence can help sales teams automate research and customize outreach to book more meetings with qualified prospects. That’s where sales intelligence comes in.

Ideal Customer Profile 111

Ideal Customer Profile Data Closing Hiring 111