How to Create a Sales Territory Plan with a Buyer-Centric Approach

DiscoverOrg Sales

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? 3 steps to build a laser-focused sales territory plan.

4 Steps to Master Your Territory

Sales Benchmark Index

One of the most dreaded can be a change to your territory. Where should my focus be in my new territory? Follow the 4 steps and use the Agile Territory Planner to become the master of your domain. Information about your new territory is usually available to help you ramp quickly.

Account-Based Everything: Is it Time for a New Territory Analyst Manager Role?

DiscoverOrg Sales

Rather than react to inbound leads or simply start at the top of a list and work my way down, I analyzed my territory before I began. My goal was never about just hitting quota, but rather to generate the most revenue possible from my territory. How about Territory Analyst Manager?

The Future of B2B Sales

Sales and Marketing Management

The B2B market needs to become as customer-centric as the B2C market. B2B companies are under pressure to make their offering more holistic and combine their product hardware with user-friendly software to create end-to-end solutions.

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7 Must-Have Automated Documents for Sales Success

Are The New Frontier Of B2B Selling. source, territory, or industry vertical—to make quick. Sales Engagement Platforms Are The New Frontier Of B2B Selling. Source: B2B Billing & Collections Guide: 15 Key Benchmark Survey Takeaways. The 7 must-have automated.

Inventory Clearance B2B Style

The Pipeline

There are some lessons here for B2B sales people as well. As such, applying the concept of inventory clearance could be very beneficial for B2B sellers. Territory Plan Tibor ShantoBy Tibor Shanto –

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What makes a stellar B2B sales person?

Artesian Solutions

To get to the heart of the issue we thought it best to take inspiration from those in the know, and who better to give us the low down on what makes a stellar sales person than 2018’s BESMA Sales Professional of the Year – Andrew Jenkins , Territory Account Executive at Autodesk.

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Dynamic Data: Why B2B Businesses Must Abandon Static Data


But, today we’re venturing into uncharted territory to discuss a recent—and necessary—trend in business data. The CEO’s Guide to B2B Marketing and Sales Alignment. Invest in your B2B data and trust the professionals to handle it. B2B Growth B2B Marketing B2B Sales

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How to Get Accurate B2B Data to Build Sales Pipeline and Grow Your Business

Smart Selling Tools

Derek: At Dun & Bradstreet, we are seeing that B2B relationships are growing increasingly complex and that access to accurate data is critical to driving growth. You can log in every day and get a quick debrief on the news that impacts your territory and prospects.

The Pipeline ? 7 Must-Have Lead Nurturing Recipes for B2B.

The Pipeline

7 Must-Have Lead Nurturing Recipes for B2B Marketers. The insight you brought to the Roundtable and the Cookbook from a sales perspective is invaluable for b2b marketers and organizations working on improving their overall lead management strategy. Territory Alignment.

The Coming Customer Data Tsunami: 3 Predictions for 2019

DiscoverOrg Sales

B2B big data wasn’t quite there. We expect major gains in the sophistication – and volume – of B2B data in 2019. B2B big data is big business. But this wave of B2B data raises other questions too. Prediction #2: B2B Intent Data will (start to) go mainstream.

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Sales Tech Game Changers: @InsideView – How to Identify New Market Opportunities

Smart Selling Tools

Joe: InsideView helps B2B companies drive rapid growth by empowering business leaders to quickly and confidently make go-to-market decisions. Territory planning – We help companies understand where the greatest potential for opportunities are.

The Pipeline ? Shrink Your Way To Success

The Pipeline

Stored in Attitude , Business Acumen , EDGE Sales Process , Metrics , Productivity , Sales Success , Territory Alignment , execution. By shrinking your territories, strategically where it make sense. logically shrink territories. Sales Success , Territory Alignment.

The Ultimate 126 B2B Sales Tools Rankings For 2018

Going into the New Year as a B2B sales professional, you’ll likely have some software subscriptions coming up for renewal, so we wanted to prepare you for those decisions. We sifted through B2B sales tools on Capterra , G2 Crowd , Gartner and more to pull out our top 126 picks for everything from new-age social selling tools to B2B sales automation software. Base: Next-generation CRM software for leading B2B sales teams. Top 5 B2B Prospect Research Tools.

8 Updated B2B Sales Prospecting Strategies To Think About NOW Before You Start Another Quarter

Sales Hacker

Every business runs like a B2B sales prospecting operation. You head out to a territory (market) where you can mine (generate) something valuable, then sift (qualify) good finds from the bad. For B2B organizations, customers now represent the new gold to be desired and the sales team’s pipeline the new gold mine to be developed. Why B2B Sales Prospecting Needs More Attention Than You Think. What is B2B Sales Prospecting? 7 Common B2B Sales Prospecting Methods.

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Refine B2B Sales Process in 2012 with Tools and Attitude ? Score.

Score More Sales

Refine B2B Sales Process in 2012 With Tools and Attitude. Automated reports for territory management, sales rep management, forecasting, and on customer interactions (these are just for starters). Of Value Propositions and Elevator Pitches for B2B. B2B Sales.

10 tips for B2B salespeople to win the sales call execution challenge

Sales Training Connection

As salespeople settle into the new year, analyze their territories and their new comp plans, their focus will begin to shift to individual accounts and how they can achieve their 2014 sales goals. 10 tips to win the sales call execution challenge.

How to Use Executive Leadership Changes to Time Sales Outreach

DiscoverOrg Sales

Users can set up email alerts just on the roles and territories they care about. When asked why leadership changes matter, DiscoverOrg CRO Patrick Purvis likes to tell this story: “In 2012, Salesforce closed a legendary estimated $140 million deal with State Farm.

The Data Will Bring Us Together: Relationship Therapy with Sales and Marketing

DiscoverOrg Sales

We’ve bucketed B2B data into 4 categories: Firmographic data (Marketing’s favorite). Accurate org charts are a goldmine for B2B sellers, because they display relationships between stakeholders, reporting structure, and job titles.

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Adapting an ABM Approach for Account-Based EVERYTHING

DiscoverOrg Sales

Both are important to the growth of a B2B business, but they do very different things and require different processes and skills. This post is an original piece from guest author, Brandon Redlinger, and first published on DiscoverOrg’s blog on 3/27/2017.

The Pipeline ? Retarded Sales Behavior and The Reasons We.

The Pipeline

Instead of being thought-leaders we’ve become frenetic, selfish territory managers. "Retarded Sales Behavior and The Reasons We Under-Perform" #guestpost by @DanWaldo [link] #Sales #B2B. Territory Alignment. B2B Lead Generation Blog. Home About The Pipeline.

Size Matters: Digging in to Employee Counts and Social Media Discrepancies

DiscoverOrg Sales

It is a crucial data point for many common sales and marketing activities: segmentation, lead routing, outbound outreach, territory planning, and more.

7 Quick Wins for Sales and Marketing Alignment

DiscoverOrg Sales

We hear a lot about sales and marketing alignment: How important it is for B2B, and how so few of us are doing it right. Before we get into specific alignment plays, let’s offer some context: Why is B2B sales and marketing alignment so important now?

The Pipeline ? Talking Long-Term ? Acting Short-Term ? Sales.

The Pipeline

One that permeates many aspects of sales, starting at planning and territory alignment, right down to day-to-day tactical aspects of sales. Territory Alignment. B2B Lead Generation Blog. Home About The Pipeline. Contest. Free Resources. Search. 0 Subscribers. Subscribe by Email.

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The Pipeline ? ?But we're not IBM?

The Pipeline

If you are in sales and your mandate is to sell to companies within your geographical territory, you have probably faced a scenario similar to the one that follows. Territory Alignment. B2B Lead Generation Blog. Home About The Pipeline. Contest. Free Resources. Search.

4 Cold-Call Lines That Don’t Creep Out Your Prospect

DiscoverOrg Sales

Welcome to Definite Creeper territory, where overzealous salespeople can easily tip their hand too much and make target buyers feel like they’re being stalked. “HOW THE %$#@ DID YOU GET THIS NUMBER? Take me off your call list!”. … Not really the cold-call response you’re looking for!

2019 Technographics in Sales [Infographic]


As the number of B2B technology vendors continues to grow at an unprecedented rate, the modern technology stack is in a constant state of evolution. The 2019 State of Technographics Report for B2B Sales Organizations [Infographic]. B2B Sales

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DiscoverOrg Mad Libs: Filling in the Blanks on CEO and Culture

DiscoverOrg Sales

When you add compensation tied in part to a sales quota, a little healthy competition comes with the territory. DiscoverOrg Leadership B2B Sales Insights company culture leadershipStudy after study cites culture as a real competitive advantage.

100 Most Prospected-to Companies of 2018

DiscoverOrg Sales

And they don’t publish press releases proclaiming strategic expansions into a new sales territory, and they need new headcount to work that new territory. In B2B sales, it’s time.

Inside Sales Power Tip 150 – Positive Attitude Wins Business

Score More Sales

To challenge your beliefs, and be more open to optimism, think of yourself as a learner when you are new to a job or new to a territory, or have new products and services put on you to sell.

Outsourced Tele-prospecting: 10% less cost, 90% more revenue


Even if you decide to insource (or already have an inside sales team), consider outsourcing as a way to benchmark internal results, test new markets, solutions and/or approaches and to cover vacant territories. B2B TelemarketingRemember the old light beer tagline: “Tastes Great, Less Filling”? It was a best of both world’s brand promise, and part of a hugely successful campaign. There's another win-win value proposition that applies to outsourced tele-prospecting: “Costs Less.

Like Leaving Flour Out of a Cake


This led to informal agreements with sales reps to accept almost all leads with little inspection in order to keep the business development rep focused on spending more time on the sales rep’s territory. B2B Marketing B2B SalesBad things happen to cake when ingredients are left out. Leave baking powder out and you end up with a flat, dense textured cake that may or may not be appetizing to your family.

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5 Selling Lessons From the Saddle

Smart Selling Tools

On reflection there are some similarities too with B2B sales professionals. Sales equally is [mostly] an individual activity where the salesperson carries the quota for a set of accounts or territory.

3 Things Sales Leaders Must do to Stay in Sync with Their Sales Team

A Sales Guy

You’ve redesigned the territories that sales requested and sales are still down. All b2b sales leaders have been guilty of at least one of these if not all of them and they are guilty of others not mentioned. How do you know the new territories are working?

How To Love Your Sales Role

Score More Sales

It certainly lowers the quality of the work environment for those around you who ARE happily building their territories. Forget that excuse you’ve been hanging on to about your territory or that deal you lost (you never had) or that manager who doesn’t “get” you.

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In the Scramble for 2013 Sales Team Planning

Score More Sales

We suggest you don’t drag things out – make time now and hammer out issues of territory overlap, vertical territories vs. geographic, and come to a tentative idea, if not complete, by end of December (assuming you run on a calendar year).

5 Ingredients To Win In Sales

Score More Sales

Complicated commission plans or unwieldy territory rules and exceptions cause a half-baked sales team. They need to track their buyers and clients through social platforms or by aggregated content specific to their industry niche, geographic territory, or through named accounts.

Reaching Prospects

Score More Sales

If assigned a vertical territory of financial services I would do several things right away: look at who my existing and past customers in financial services are.

Bubble in the Funnel


To date in 2016, these same territory reps have exceeded their numbers. Snatching support away from these territories will cause what I call a ‘bubble in the funnel.’ Inside Sales Sales Process B2B Sales

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Cold Voicemails Work … Just Not How You Expected

DiscoverOrg Sales

In this instance, a quick glance at the LinkedIn profile of my prospect of Jeff revealed his territory and job description – which was all I needed to know in order to leave a targeted voicemail. How many emails hit your inbox every day? A lot, right?