Do I Really Need Another Rep?

Sales Benchmark Index

Add another rep, drop them into a territory? I need quick growth. My current reps are good, but coverage is unsaturated. . Shouldn’t I just add another headcount? Isn’t that the quickest route to revenue? My on boarding process takes a.

3 Key Findings from SiriusDecisions Summit

The ROI Guy

2) Tangible value / ROI must be communicated earlier in the buyer’s journey – more prospects than ever, some 60% or more in a typical pipeline, are choosing to “Do Nothing” versus saying “Yes”.

Five Keys to a Successful New Product Launch

Sales Benchmark Index

Follow them and you will educate your buyers and enable your reps. Reps need to know who in their territory wants to hear about the new widget. Target Buyer Persona Profiles. The next step to a successful product launch is identifying the target Buyer Personas. Buyer Personas answer the following key questions: What are the buyer’s objectives? What’s important to the buyer? Buyer Problem the New Product Solves.

Sales Data Or Insight Driven?

The Pipeline

One example is territory optimization, and not just in the traditional sense, but by matching types of buyers with types of sellers. Think about taking buyer persona to a different level. By Tibor Shanto – .

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How to Design a Fast Ramp Training Program

Sales Benchmark Index

Buyer personas: You have unique individuals and roles that you sell to. Teach them how to progress a buyer through his journey with your sales process. Give historical context to the territories/accounts. Expanding social reach with key buyer personas.

Is Account-Based Marketing the Holy Grail for Lead Generation Nirvana? [PowerOpinions Part 2]


As deal sizes get larger you’ll need to start mapping out a larger and larger set of buyer personas. You need to know, for each of your target accounts, who are the specific people that fit your buyer personas?

Why Your Sales Ops Plan for Next Year May Already Be Obsolete

Sales Benchmark Index

Setting Quotas, territory structures, headcounts and total compensation budgets are examples. Self-Directed Buyers are the New Reality. The average B2B buyer is 57% done with their purchase decision before sales engages. Build the personas into your CRM.

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Avoid a Career Mistake Before It's Too Late

Sales Benchmark Index

You’ve had average results recently because your territory is a real dog. Here’s what you should find out: Sales Territory Design : Are both existing customers and prospects considered when territory structures are built? Are the best performers given the best territories? What territory will you get as a new hire? Buyer Personas : At the core of sales is the buyer. In the trenches every day, sales reps deal with a lot of pressure.

An S.O.S. From Sales Ops to Company Leadership

Sales Benchmark Index

Territories and quotas that maximize output. Buyer changes demand your action today. Buyer Persona research living in your CRM. Listen up Chief Sales Officer. Take note CEO, marketing leader and CIO. It’s time that Sales Operations gets your undivided attention.

Is Sales Ops Enabling the Buyer Process?

Sales Benchmark Index

But is that the same as enabling the buyer to buy? Buyers don’t care about how your organization wants to sell. Consider everything from strategy to territory design and all your work in-between. Is everything you do making it easier for your buyers to buy?

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How HR Stops the Exit of Top Sales Talent Now and for the Future

Sales Benchmark Index

Also look at their ability to embrace new social and marketing methods (do they use Twitter, how big is their LinkedIn network, do they consume top sales blogs like this one, are they aware of buyer personas, do they value and suggest improvement to Marketing for leads generated, etc.).

The Ultimate Guide to Creating and Using a Sales Playbook

Hubspot Sales

A sales playbook is a document outlining your sales process; buyer personas; call scripts and agendas; sample emails; discovery, qualification, demo, and negotiation questions; proposal guidelines; and/or competitive intelligence guidelines. Buyer personas (a.k.a.

Is Your Sales Compensation Driving the Right Behaviors?

Sales Benchmark Index

Here are a handful that could impact overall compensation attainment: Lack of sufficient leads caused by failure to identify the Buyer Personas. Weak content marketing that does not support the buyer’s journey. Territory potential and/or Quota calculated incorrectly.

The Two Types of Tech Companies and How Each Should Sell

Sales and Marketing Management

Modern buyers are savvy and look beyond value, so companies should categorize themselves according to the markets they most influence and segment customers according to how they buy. The way you need to sell – Sellers at technology leaders need to get in front of more buyers, disqualify bad leads quickly, and streamline the process for qualified buyers to transform lead volume into conversions.

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How to Become a Sales Ops Leader To Watch

Sales Benchmark Index

Recommend your favorite author on territory design strategy. Will lower Customer Acquisition costs necessitate a new buyer profile? Can you reduce sales cycle length and improve customer retention by creating buyer personas and buyer process maps?

How To 275

How to Fast-Track New Rep Productivity

Sales Benchmark Index

You’ve had an open territory for some time. Buyer Personas & Buying Process Maps. It’s every Sales Manager’s struggle. Getting quality candidates through the interview process has been slow going. You finally found an A-player. HR is done with the new-hire training.

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9 Places Salespeople Can Find New Prospects Fast

Hubspot Sales

Here are some Twitter lists you might want to create: Prospects within your territory that you want to keep tabs on. Bloggers and media that report on companies in your territory so you can find out about new companies. This is perfect if you know your ideal customer persona.

The Ultimate Guide to Sales Qualification

Hubspot Sales

If your company has buyer personas, reference them when qualifying a prospect. Does the buyer match the demographics of a given persona? Questions you should ask at this stage include: Is the prospect in your territory? boxes the buyer into an answer.

If Hunter-Farmer Fails: What Next?

Sales Benchmark Index

It is impossible to outrun the drag of vacant territories. Job fit profiles vary depending on the buyer and the sales process. Start with the buyer persona. Find out what your sales team does that brings value to your buyers through factual research. Turnover is a fierce headwind for leaders of Sales and HR. Last week I talked with two Steves who faced this challenge and developed a sustainable solution.

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Why Sales Leaders Shouldn't Skip this Critical Hiring Step

Sales Benchmark Index

In return you receive an empty territory and wasted resources. Each stakeholder should act like a buyer Persona within their customer. Is it focused on your objectives as the buyer? To hire effectively you need to observe sales candidates in action. This requires a “real life” scenario be required as part of the hiring process. Most sales leaders discount the job tryout because it is difficult. It is the most important component of any hiring process.

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Was Your Career in Sales an Accident? Make it a Job You Love

Hubspot Sales

Persona training should have been part of your onboarding process, but it’s worthwhile take that a step further. Ask someone on the marketing team to take you on a deep dive of your customer personas. How to Make Your Career in Sales a Job You Love. Educate Yourself about Sales.

Build a Bold, Data Infused Sales Strategy for 2013

Sales Benchmark Index

Are we currently covering or capturing buyers in our target market? How well do we know the buyer of our product/service? Typically the focus is on blocking and tackling: basic execution of a compensation plan, sales dashboards, sales crediting, and territory/customer assignments.

Your Ultimate Guide to Prospecting

MJ Hoffman

The “how,” “when,” and “what” of following up is important to get right if a rep hopes to snag the buyer’s attention and make a sale. First, every industry and buyer persona is different. But this pattern communicates to the buyer that your request isn’t urgent.

Your Ultimate Guide to Prospecting

MJ Hoffman

The “how,” “when,” and “what” of following up is important to get right if a rep hopes to snag the buyer’s attention and make a sale. First, every industry and buyer persona is different. But this pattern communicates to the buyer that your request isn’t urgent.

How to Set Up a Lead Bot: Qualifying and Routing Leads to Sales

Hubspot Sales

We know buyers move faster than ever before,” he says. “As As salespeople, we have one hour -- from inquiry to contact -- before the buyer moves on. He explains, “Salespeople are meeting buyers later in the decision-making process. Why should you add bots to your site?

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How to Implement a Sales Process: The Complete Guide


For example, a prospect could receive different email drips when they sign up for a free trial or after they become a customer—which helps sales reps multiply their efforts when it comes to nurturing and educating buyers. Your sales team is split into geographical territories, with each rep (or group of reps) responsible for a specific area. Review the average deal size by individual salespeople, teams, products, territories, and sources.

The Pipeline ? Reports of the Death of the Salesperson Are Greatly.

The Pipeline

My presentation, “Customer 2.0, ” focused on how the buyer has changed and has more power than ever before. The new buyer interacts with an organization when he or she is ready (not before), does the vast majority of research online without the vendor’s help, is distracted, and so forth.

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How to spot opportunities and risks faster: top sales triggers

Artesian Solutions

To spot sales triggers, sellers need to watch for the right signs, i.e. those that indicate the perfect time to reach out to a buyer. No matter what industry your buyers are in, there will always be market forces that they must contend with.

Demystifying Sales Enablement: What Is It, Why It Matters, And How To Do It Right

Sales Hacker

It’s the orchestration point that aligns the intersecting elements of sales, marketing, customer care, product/brand management, legal, and human resources to improve seller productivity and enhance buyer experience. . Customer happiness (buyer journey optimization). In a sense, it focuses on the seller-buyer dynamic and the tools , different systems , methodologies and processes that enhance engagement. 3) Use sales enablement to make salespeople more buyer-centric.

PODCAST 01: Walking the Road from Individual Contributor to Management

Sales Hacker

9) Territory planning and territory creation [33:30]. Thinking about pricing strategy and customer segmentation and territories as we realized there was an appetite for access to experts. That the decision maker or the economic buyer is going to create new money for their solution. Territory Planning and Territory Creation. One of the most difficult tasks is literally creating territory, and so how do you do that?

The Ultimate Guide to Sales Prospecting: Tips, Techniques, & Tools to Succeed

Hubspot Sales

As the sales conversations grows even more buyer-focused, sales reps have begun developing his or her own hack, own technique, own process. Prospecting: The process of searching for potential customers, clients, or buyers in order to develop new business. Does it fit our buyer persona?

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