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

Zoominfo

JANUARY 11, 2021

The email inboxes of B2B executives are already filled with so much marketing clutter. Let’s take a look at what exactly B2B customer profiles are, how to create them, and how they can make or break your marketing campaign. What’s Included in a B2B Customer Profile? Here’s a sure way to mess up a customer profile—guessing.

Ideal Customer Profile 162

Ideal Customer Profile B2B Buyer Persona Top of Funnel 162

Zoominfo

SEPTEMBER 25, 2019

5 Unique B2B Direct Mail Campaigns from Topline Film. As a video production company that sells to other businesses, we have been doing B2B outreach for almost a decade. We even got some follow-up calls, including one from a prospect who told us the cookies were a tacky gesture. Keep reading!

Direct Mail 182

Direct Mail Paid Content Campaigns Examples 182

DiscoverOrg Sales

OCTOBER 27, 2016

It wasn’t until after my own special brand of analysis, that I would begin full-on selling. 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. Because of that, I could identify the several hundred accounts within my territory.

Territories 120

Territories Account Ideal Customer Profile Analysis 120

Sales 2.0

MAY 1, 2023

Disrupting the traditional sales model Scott sees AI disrupting some traditional sales models like geographic territories. Sales enablement is key If we introduce new tools, we need to prove to our salespeople that they are worth the investment of time–that they will actually help our salespeople sell more.

Scale 221

Scale Top of Funnel Territories Sales 221

Zoominfo

JUNE 6, 2019

Sales prospecting—a common source of misery for most sales reps—is a critical aspect of selling for nearly all businesses. So, whether you’re a new sales rep or just looking for a refresher, today’s post will take you back to the basics of what prospecting is in sales and how to improve your B2B prospecting strategy.

B2B 100

B2B Top of Funnel Buyer Persona Prospecting 100

Zoominfo

JANUARY 11, 2021

The email inboxes of B2B executives are already filled with so much marketing clutter. Let’s take a look at what exactly B2B customer profiles are, how to create them, and how they can make or break your marketing campaign. What’s Included in a B2B Customer Profile? What is a Customer Profile?

Ideal Customer Profile 100

Ideal Customer Profile B2B Buyer Persona Top of Funnel 100

Zoominfo

DECEMBER 16, 2020

And unlike most these applications, CRMs fail to help selling professionals, you know, sell. 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.

SalesForce 219

SalesForce Territories Intent Signal Buyer Persona 219

Anthony Iannarino

JANUARY 29, 2020

In Eat Their Lunch: Winning Customers Away from Your Competition , I wrote about salespeople who struggle because they try to leverage things like their company’s history, and their leadership team, to create a competitive advantage in B2B sales. If there is anything that creates a competitive mismatch in the digital age, it is showing up.

Competition 95

Competition B2B Face-to-face eBook 95

Zoominfo

SEPTEMBER 25, 2019

5 Unique B2B Direct Mail Campaigns from Topline Film As a video production company that sells to other businesses, we have been doing B2B outreach for almost a decade. We even got some follow-up calls, including one from a prospect who told us the cookies were a tacky gesture. Keep reading!

Direct Mail 100

Direct Mail Paid Content Campaigns Examples 100

Zoominfo

OCTOBER 12, 2022

When Sarena Wing took on a new international sales territory, she was excited to get started. But she also knew she needed to get up to speed very quickly. Automating call transcription in each local language is crucial for teams that need to understand what’s happening across territories and markets.

Analysis 130

Analysis Territories Scale SalesForce 130

The Pipeline

JANUARY 23, 2013

As memories of the holiday season begin to fade and the last of the Boxing Day (week, month) sales come to a close, retailers begin another annual ritual, the “Inventory Clearance Sale” Makes sense, retailers want to clear old and non-selling inventory, freeing up cash, so they can reinvest it in more profitable inventory.

B2B 244

B2B Margin Retail Pipeline 244

Anthony Iannarino

MAY 7, 2020

Because you are accountable for the outcomes you sell, you are responsible for putting things right. There is no chance that they don’t move the business, and you are confident you are going to displace your rival in your territory. In complex sales, specifically complex B2B sales, you are going to see both of these patterns.

B2B 90

B2B How To Case Study Territories 90

Anthony Iannarino

JANUARY 31, 2020

In Eat Their Lunch: Winning Customers Away from Your Competition , I wrote about salespeople who struggle because they try to leverage things like their company’s history, and their leadership team, to create a competitive advantage in B2B sales. If there is anything that creates a competitive mismatch in the digital age, it is showing up.

Competition 69

Competition B2B Face-to-face eBook 69

Anthony Iannarino

JANUARY 15, 2020

More often than not, there is no plan to attain the new goals besides the directive to “go and sell more.” Because they start without a territory and account plan, too little focus on opportunity creation results in too few new opportunities, the crucial first ingredient for growth. From Training to Development.

B2B 87

B2B Territories Account Lead Rank 87

Zoominfo

FEBRUARY 23, 2021

B2B sales prospecting is a stage of the sales process that involves looking for potential buyers, customers, or clients, and then nurturing those relationships as a way to convert them into new business. Recent digital transformation has shifted the B2B landscape by ushering in the era of buyer empowerment. What is Sales Prospecting?

Ideal Customer Profile 208

Ideal Customer Profile Prospecting Strategy Top of Funnel 208

Crunchbase

MAY 18, 2023

They must do more with less and move quickly to close deals at a time when the B2B sales cycle has slowed. According to Demand Gen Report ‘s 2022 B2B Buyer Behavior Survey , 55% of buyers say their purchasing timelines have grown, while 82% of sales professionals have had to adapt quickly to new ways of selling.

Sales Cycle 98

Sales Cycle Lead Rank Lead Scoring Sales Qualified Lead 98

The Pipeline

MARCH 26, 2011

Sign up for our Email Newsletter. 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. Home About The Pipeline. Free Resources.

Lead Nurturing 218

Lead Nurturing Sales Qualified Lead B2B Pipeline 218

criteria for success

DECEMBER 31, 2019

A sales process is to selling as a recipe is to a cake. Without the proper steps in a particular and strategic order, you will fail at both selling and baking a cake. This is the same reason why having a B2B sales process is so important. This depends on the type of solution you sell and who you sell it to.

Sales Process 59

Sales Process B2B Sales Qualified Lead Top of Funnel 59

Artesian Solutions

NOVEMBER 14, 2018

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. SS: How do you see B2B sales changing over the next 5 years?

B2B 70

B2B Oracle Territories Vendor 70

Allego

SEPTEMBER 8, 2022

It has 850 million members in more than 200 countries and territories worldwide. Putting HOW You Sell at the Core of Your Business. Recent articles: How to Avoid these Sales Process Traps, 8 Simple Steps to Design Your Sales Process for Complex B2B Sales, Is Your B2B Sales Process Dead or Alive? Published weekly.

LinkedIn 118

LinkedIn Hiring Sales Leadership B2B 118

Zoominfo

JANUARY 15, 2021

When sales teams adapt lead intelligence to selling strategies, they gain better perspectives of ideal target customers. From a go-to-market standpoint, it offers users the ability to understand where their solution stands in the current ecosystem and how to adapt them in selling, marketing, or product strategies.

Sales Qualified Lead 207

Sales Qualified Lead Marketing Marketing Qualified Lead Lead Rank 207

No More Cold Calling

MARCH 15, 2018

B2B selling is all about relationships. That’s no way to live, and it’s certainly no way to approach B2B lead generation. Growing up, many of us Baby Boomers only had a radio. Don’t stay up too late watching TV. Don’t turn it up too loud or you won’t hear people when they talk to you.

Lead Generation 243

Lead Generation System Leads Marketing Qualified Lead 243

Adaptive Business Services

JANUARY 24, 2024

Dating back to 1977, my entire career was as a B2B sales rep or I was managing a B2B sales team. It was also used to ensure that follow-up tasks were completed when due. Nothing happens until somebody sells something. Assigning leads for follow up and having a record of those. By territory. By industry.

CRM 71

CRM Revenue Company Hiring 71

The Pipeline

MAY 7, 2019

When you ask them straight up, they always have a reason or excuse. I remember a rep about two years in the territory, telling me he has earned the right not to prospect. Which then blows up as inexperienced people are left to lead newer less experienced people in a crucial sales task, i.e. prospecting. Selective Training.

Handbook 235

Handbook Lead Rank Hiring Top of Funnel 235

The Pipeline

FEBRUARY 3, 2012

Sign up for our Email Newsletter. 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. logically shrink territories. Free Resources.

Pipeline 212

Pipeline Territories Harvest Cold Calling 212

SBI Growth

OCTOBER 6, 2013

To get this tool, sign-up here. Reps give up and learn to live off of base salary. If it’s been the same year after year, it might be time to shake things up. But usually, all things will not be equal in the B2B world. Territory design and account assignments could also be a cause.

Compensation 293

Compensation Territories Incentives Incentive 293

Anthony Iannarino

MAY 20, 2020

Your territory isn’t as good as your neighbor’s territory. So they meticulously created a geographical territory that contains no clients you could win. You’ve noticed the number one rep from your primary competitor has this same territory, and you are sure this is all by design. This makes no sense.

Lead Rank 128

Lead Rank Lead Scoring Territories Cold Calling 128

Anthony Iannarino

JULY 2, 2020

I outlined how controlling the process increases velocity in complex B2B sales in The Lost Art of Closing: Winning the 10 Commitments The Drive Sales. There, I provided a framework made up of 10 common commitments, something salespeople have found to be useful in winning big deals and making more money.

Closing 121

Closing Territories Decision Maker eBook 121

Allego

OCTOBER 18, 2022

In this episode, sales strategists Ken and Nick Valla, co-founders of The Valla Group, discuss how their firm helps B2B sellers maximize performance. If you’re going to take a data-driven approach to selling, you must have salespeople who are able to find that data and interpret it. then you need to build a plan around that.

Google 93

Google Maximizer Territories Groups 93

Sales Hacker

MARCH 27, 2018

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. You then focus on refining (nurturing) the good finds and attempt to make a hefty profit by selling value to the best buyers. Brian Tracy.

B2B 87

B2B Ideal Customer Profile Sales Qualified Lead Lead Rank 87

Zoominfo

AUGUST 16, 2022

B2B sales and marketing teams need reliable firmographic profiles of their target accounts that will stay up-to-date amid the rapid pace of change in business. ZoomInfo: The Most Comprehensive B2B Intelligence Platform As a proven leader in the data industry, ZoomInfo continues to push boundaries.

Data 130

Data Ideal Customer Profile Segment Face-to-face 130

SBI Growth

OCTOBER 12, 2013

Has your Sales Ops planning kept up with the new realities? Setting Quotas, territory structures, headcounts and total compensation budgets are examples. If that covers most of your plan’s components, you better catch up. The average B2B buyer is 57% done with their purchase decision before sales engages.

Buyer Persona 310

Buyer Persona Territories Compensation Buyer 310

Zoominfo

DECEMBER 16, 2020

And unlike most these applications, CRMs fail to help selling professionals, you know, sell. So, let’s dive into how Salesforce Sync helps enable sales reps by supporting the foundation of any sales process: Territory Management. ZoomInfo is here to change that with our latest release, Salesforce Sync.

SalesForce 100

SalesForce Territories Intent Signal Buyer Persona 100

Mindtickle

APRIL 10, 2024

When it comes to B2B sales, content is still king. According to the Demand Gen Report , more than half of B2B buyers rely on sales content to guide their purchase decisions more now than in the past. The harsh reality is that most B2B sales content ends up on the shelf. What is sales content analytics?

Analytics 52

Analytics Top of Funnel Revenue Closing 52

Nutshell

MARCH 5, 2024

You’re probably already familiar with lead generation , where you draw people in and get them actively interested in whatever your business sells. Lead distribution is the process of matching up specific leads with certain sales reps at your company. DOWNLOAD Unsure which sales process stages are right for your company?

Distribution 77

Distribution Lead Rank Lead Scoring Sales Qualified Lead 77

Zoominfo

MAY 13, 2018

Although it’s easier said than done, as a sales rep or sales leader, it’s important to shift your focus to the activities that lead up to a sale. Do yourself a favor and build up your pipeline as you go. Unfortunately, in sales, the pressure never lets up; there’s never enough revenue, clients, or deals.

Hiring 258

Hiring Sales Qualified Lead Lead Rank Lead Scoring 258