INDUSTRY INSIGHTS YOUR PEERS ARE READING
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. MORE
Questions create interesting experiences for people, and don’t forget, buyers are people. Despite, what they say, (who ever They are), it is OK to answer a question with a question, especially if it resolves the buyer’s curiosity. Territory Alignment. MORE
example: instead of “Account Manager” list how you help others in the geographic territory, such as “Data Specialist for Multi-Location Companies, Atlanta” This helps anyone scanning to better understand what you do, and is entirely searchable in Google. MORE
Hunters do it in a territory, maximizing their share of territory. Farmers do it in a territory, maximizing their share of territory. The are generating net new revenue from their territories. A hunter’s territory may be defined as a city, region, country, or industry. A farmers territory may be defined as a set of accounts. There’s a round of discussions going on about Hunters and Farmers. MORE
This got me to think about some of the current discussions in sales, and how people are confusing roles and outcomes, sometime innocently, sometimes intentionally to drive their own agenda, even at the expense of their buyers and facts. By Tibor Shanto - tibor.shanto@sellbetter.ca. MORE
One that permeates many aspects of sales, starting at planning and territory alignment, right down to day-to-day tactical aspects of sales. But in ways that sabotage the sale but scaring and/or alienating the buyer. And by-the-way, the buyer is hip to the whole thing. MORE
Is it aligned with the buyer, adopted in the field and reinforced by your “coaches”? Territories : The field of play. Are territories designed to maximize growth balanced with efficiency? Are you holding back performance based on territory design and assignment? MORE
Rather than using where the buyer is as a starting point, and using question to go beyond, sellers use questions to bring the buyer to a space where the seller needs them, where their value proposition resides. By Tibor Shanto – tibor.shanto@sellbetter.ca . MORE
There is definitely an advantage to all the ways one can communicate with potential buyers, not only can you tailor the message, but you can tailor the delivery, helping the audience consume it in a way that best matches their preferred communication mode. Territory Alignment. MORE
Price continues to be the boogie man for many sales people; soft economies just serve to compound and heighten the situation giving buyers an obvious lever in sales negotiations. Lead the process rather than hoping the buyer will put everything on the table in a neat way. MORE
If the follow-up is only 10% (an often repeated percentage) the salesperson on average will only speak to 5% of the buyers. If the salesperson follows up with 25% of the inquirers, he or she will only speak with 11-12% of the buyers. They are too far out of my territory. MORE
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”. MORE
Territory turnover for this new sales manager isn’t unusual, but the solution can be evasive, expensive and humbling. He had 10 sales territories in his domestic North American sales force. Territory turnover for this new sales manager isn’t unusual, but the solution can be evasive, expensive and humbling. Of course, they faced a six-month ramp-up for each territory, but each started to produce something. Increase qualified leads for existing territories. MORE
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? MORE
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. Enable your Buyers to Buy. MORE
As we enter into the world of the next generation of buyers who are smarter and more resourceful than ever, sales reps need to keep up. Look at all of your sales processes: Territory & quota planning. Sales reps love their CRM. MORE
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? MORE
The answers are varied, but generally fall into very specific, and classic selling skills: Qualifying, questioning, listening, prospecting, objection handling, closing, call planning, deal planning, account planning, time/territory management, establishing rapport, communications styles, and so on. But they are yesterday’s skills and insufficient in working with tomorrow’s buyers. Year after year, the chasm between buyers and sellers increases. MORE
I’m Bill the Buyer. Territory Alignment. Home About The Pipeline. Contest. Free Resources. Search. 0 Subscribers. Subscribe by Email. We take privacy seriously. Your email address will not be shared. Sign up for our Email Newsletter. For Email Newsletters you can trust. MORE
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. Home About The Pipeline. Contest. Free Resources. Search. 0 Subscribers. Subscribe by Email. MORE
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 – tibor.shanto@sellbetter.ca . MORE
You should nurture them somewhere other than where you are dealing with active, engaged buyers. There two things you can use to gauge when it’s time to pull an opportunity from your pipe, first is the buyer’s engagement, are they actively engaged in the sales cycle, or dispassionate observers. MORE
A couple of months ago in the Pipeline, I published a piece called Long Live The Status Quo , which challenged the way most people look at buyers commonly referred to as being in Status Quo Zone. Territory Alignment. Home About The Pipeline. Contest. Free Resources. Search. MORE
Intent data is a relatively new term our industry has adopted to encompass signals and data about prospective buyers or businesses actively researching products or services. Buyers have become overwhelmed with offers. MORE
Territory potential, industry dynamics, and the skill-set of the sales team are not taken into consideration. Article Sales Strategy SBI for SMB collaboration create buyer ICP CRM customer experience data monitoring hit quota ICP ideal customers KPIs leads miss quota mission impossible mission impossible sales quota propensity to buy quota sales leader sales process sales reps sales strategy sales team MORE
If you were to sell at a price that represented full value for you, your company, and the buyer then there wouldn’t be that much talk about the whole thing would there? Territory Alignment. Home About The Pipeline. Contest. Free Resources. Search. 0 Subscribers. Subscribe by Email. MORE
The Territory & Quota Management Revolution – New Incentive Compensation Platforms Blazing the Trails to Greater Efficiencies. This coupled with a brand new buyer that is very educated and in the driver’s seat. Territory Definition and Modeling. MORE
It’s About the Buyer, Stupid! But I wouldn’t lose much sleep over it since I don’t think human nature (and yes buyers are human), has changed all that much since the advent of the web. It’s About the Buyer, Stupid! It’s About the Buyer, Stupid! MORE
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. MORE
Remembering that your buyers are moving at just a fast a pace, and are dealing with many of the same realities you are, namely greater demands on their time and resources, less people and resources to get things done; leaving them, like you, having to fit 16 hours of work into a 10-hour workday. MORE
The message from blogs, webinars, tradeshows is clear: The buyer has changed and so must your prospecting strategies. Territory Alignment. Home About The Pipeline. Contest. Free Resources. Search. 0 Subscribers. Subscribe by Email. We take privacy seriously. MORE
I don’t like objections any more than anyone reading this, but it is part of the territory, just like 100 mile-hour pucks coming at your goalie mask; until you accept that you will always lag. By Tibor Shanto. MORE
Finding the right prospective buyers and then actually having conversations with them are the top two challenges most sellers are facing now. You need to know how to find these buyers, and then determine what your options are in connecting with them. MORE
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? Step 1: Begin with a buyer-centric approach. MORE
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. To effectively design territories it is critical to identify the potential value of each target customer in the marketplace. This will enable you to design territories where each sales representative has room to sell. Establish Buyer Migration. MORE
Today, it is even tougher to reach buyers. I don’t know that I ever met a buyer who bought from someone they didn’t know, trust and like. Amy shared her perspective on how to scale, build relationships and manage a big territory with high activity numbers. MORE
As defined by Forrester in Use the L2RM Platform Forrester Wave TM To Support Buyer Engagement , L2RM is an automated solution that bridges the gap between Marketing, Sales and Finance to achieve organizational alignment. Territory and Quota Solutions. MORE
The reason you want to hear what buyers are talking about is because it helps educate your salespeople on what is going on in your buyer’s world. Reserve your company name and use Twitter to listen to what is going on in your buyer’s niche, sector, and company. MORE
On Monday I posted about assumptions and the pitfalls of assuming that the buyer has the same understanding of a subject you do, or that they mean the same thing you do when they use a specific word. Territory Alignment. Home About The Pipeline. Contest. Free Resources. Search. MORE
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? Step 1: Begin with a buyer-centric approach.
Sales Benchmark Index
JULY 7, 2018
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.
DiscoverOrg Sales
OCTOBER 27, 2016
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?
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source, territory, or industry vertical—to make quick. Providing buyers with fast, efficient, and error-free delivery of documents creates. Source: How Buyers Buy Management. How Buyers Buy Management Consulting Services.” The 7 must-have automated.
Sales Benchmark Index
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. To effectively design territories it is critical to identify the potential value of each target customer in the marketplace. This will enable you to design territories where each sales representative has room to sell. Establish Buyer Migration.
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Sales Benchmark Index
SEPTEMBER 6, 2013
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?
Sales Hacker
NOVEMBER 7, 2018
Intent data is a relatively new term our industry has adopted to encompass signals and data about prospective buyers or businesses actively researching products or services. Buyers have become overwhelmed with offers.
Partners in Excellence
OCTOBER 28, 2018
The answers are varied, but generally fall into very specific, and classic selling skills: Qualifying, questioning, listening, prospecting, objection handling, closing, call planning, deal planning, account planning, time/territory management, establishing rapport, communications styles, and so on. But they are yesterday’s skills and insufficient in working with tomorrow’s buyers. Year after year, the chasm between buyers and sellers increases.
Sales Benchmark Index
FEBRUARY 16, 2018
Territory potential, industry dynamics, and the skill-set of the sales team are not taken into consideration. Article Sales Strategy SBI for SMB collaboration create buyer ICP CRM customer experience data monitoring hit quota ICP ideal customers KPIs leads miss quota mission impossible mission impossible sales quota propensity to buy quota sales leader sales process sales reps sales strategy sales team
The Pipeline
NOVEMBER 28, 2011
It’s About the Buyer, Stupid! But I wouldn’t lose much sleep over it since I don’t think human nature (and yes buyers are human), has changed all that much since the advent of the web. It’s About the Buyer, Stupid! It’s About the Buyer, Stupid!
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Smart Selling Tools
JULY 24, 2018
As we enter into the world of the next generation of buyers who are smarter and more resourceful than ever, sales reps need to keep up. Look at all of your sales processes: Territory & quota planning. Sales reps love their CRM.
The Pipeline
JULY 13, 2012
You should nurture them somewhere other than where you are dealing with active, engaged buyers. There two things you can use to gauge when it’s time to pull an opportunity from your pipe, first is the buyer’s engagement, are they actively engaged in the sales cycle, or dispassionate observers.
The Pipeline
APRIL 20, 2012
Remembering that your buyers are moving at just a fast a pace, and are dealing with many of the same realities you are, namely greater demands on their time and resources, less people and resources to get things done; leaving them, like you, having to fit 16 hours of work into a 10-hour workday.
The Pipeline
AUGUST 8, 2011
One that permeates many aspects of sales, starting at planning and territory alignment, right down to day-to-day tactical aspects of sales. But in ways that sabotage the sale but scaring and/or alienating the buyer. And by-the-way, the buyer is hip to the whole thing.
The Pipeline
SEPTEMBER 9, 2011
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. Home About The Pipeline. Contest. Free Resources. Search. 0 Subscribers. Subscribe by Email.
OpenSymmetry
JUNE 29, 2015
As defined by Forrester in Use the L2RM Platform Forrester Wave TM To Support Buyer Engagement , L2RM is an automated solution that bridges the gap between Marketing, Sales and Finance to achieve organizational alignment. Territory and Quota Solutions.
The Pipeline
MAY 13, 2011
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.
The Pipeline
AUGUST 16, 2011
A couple of months ago in the Pipeline, I published a piece called Long Live The Status Quo , which challenged the way most people look at buyers commonly referred to as being in Status Quo Zone. Territory Alignment. Home About The Pipeline. Contest. Free Resources. Search.
The Pipeline
MARCH 2, 2012
Price continues to be the boogie man for many sales people; soft economies just serve to compound and heighten the situation giving buyers an obvious lever in sales negotiations. Lead the process rather than hoping the buyer will put everything on the table in a neat way.
The Pipeline
OCTOBER 26, 2011
On Monday I posted about assumptions and the pitfalls of assuming that the buyer has the same understanding of a subject you do, or that they mean the same thing you do when they use a specific word. Territory Alignment. Home About The Pipeline. Contest. Free Resources. Search.
The Pipeline
FEBRUARY 27, 2012
There is definitely an advantage to all the ways one can communicate with potential buyers, not only can you tailor the message, but you can tailor the delivery, helping the audience consume it in a way that best matches their preferred communication mode. Territory Alignment.
The Pipeline
DECEMBER 12, 2011
If you were to sell at a price that represented full value for you, your company, and the buyer then there wouldn’t be that much talk about the whole thing would there? Territory Alignment. Home About The Pipeline. Contest. Free Resources. Search. 0 Subscribers. Subscribe by Email.
The Pipeline
FEBRUARY 6, 2012
Questions create interesting experiences for people, and don’t forget, buyers are people. Despite, what they say, (who ever They are), it is OK to answer a question with a question, especially if it resolves the buyer’s curiosity. Territory Alignment.
The Pipeline
AUGUST 26, 2011
I’m Bill the Buyer. Territory Alignment. Home About The Pipeline. Contest. Free Resources. Search. 0 Subscribers. Subscribe by Email. We take privacy seriously. Your email address will not be shared. Sign up for our Email Newsletter. For Email Newsletters you can trust.
The Pipeline
NOVEMBER 10, 2011
The message from blogs, webinars, tradeshows is clear: The buyer has changed and so must your prospecting strategies. Territory Alignment. Home About The Pipeline. Contest. Free Resources. Search. 0 Subscribers. Subscribe by Email. We take privacy seriously.
Pointclear
NOVEMBER 27, 2017
Territory turnover for this new sales manager isn’t unusual, but the solution can be evasive, expensive and humbling. He had 10 sales territories in his domestic North American sales force. Territory turnover for this new sales manager isn’t unusual, but the solution can be evasive, expensive and humbling. Of course, they faced a six-month ramp-up for each territory, but each started to produce something. Increase qualified leads for existing territories.
The ROI Guy
MAY 10, 2013
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”.
The Pipeline
JANUARY 22, 2019
I don’t like objections any more than anyone reading this, but it is part of the territory, just like 100 mile-hour pucks coming at your goalie mask; until you accept that you will always lag. By Tibor Shanto.
The Pipeline
JULY 9, 2015
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 – tibor.shanto@sellbetter.ca .
Sales Benchmark Index
OCTOBER 12, 2013
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. Enable your Buyers to Buy.
Sales Benchmark Index
JULY 14, 2013
Is it aligned with the buyer, adopted in the field and reinforced by your “coaches”? Territories : The field of play. Are territories designed to maximize growth balanced with efficiency? Are you holding back performance based on territory design and assignment?
The Pipeline
NOVEMBER 9, 2015
Rather than using where the buyer is as a starting point, and using question to go beyond, sellers use questions to bring the buyer to a space where the seller needs them, where their value proposition resides. By Tibor Shanto – tibor.shanto@sellbetter.ca .
Score More Sales
MARCH 26, 2014
Finding the right prospective buyers and then actually having conversations with them are the top two challenges most sellers are facing now. You need to know how to find these buyers, and then determine what your options are in connecting with them.
Partners in Excellence
MAY 30, 2017
Hunters do it in a territory, maximizing their share of territory. Farmers do it in a territory, maximizing their share of territory. The are generating net new revenue from their territories. A hunter’s territory may be defined as a city, region, country, or industry. A farmers territory may be defined as a set of accounts. There’s a round of discussions going on about Hunters and Farmers.
The Pipeline
MARCH 10, 2014
This got me to think about some of the current discussions in sales, and how people are confusing roles and outcomes, sometime innocently, sometimes intentionally to drive their own agenda, even at the expense of their buyers and facts. By Tibor Shanto - tibor.shanto@sellbetter.ca.
Pointclear
OCTOBER 13, 2015
If the follow-up is only 10% (an often repeated percentage) the salesperson on average will only speak to 5% of the buyers. If the salesperson follows up with 25% of the inquirers, he or she will only speak with 11-12% of the buyers. They are too far out of my territory.
Igniting Sales Transformation
FEBRUARY 13, 2019
Today, it is even tougher to reach buyers. I don’t know that I ever met a buyer who bought from someone they didn’t know, trust and like. Amy shared her perspective on how to scale, build relationships and manage a big territory with high activity numbers.
Score More Sales
MAY 9, 2014
example: instead of “Account Manager” list how you help others in the geographic territory, such as “Data Specialist for Multi-Location Companies, Atlanta” This helps anyone scanning to better understand what you do, and is entirely searchable in Google.
Score More Sales
JANUARY 10, 2013
The reason you want to hear what buyers are talking about is because it helps educate your salespeople on what is going on in your buyer’s world. Reserve your company name and use Twitter to listen to what is going on in your buyer’s niche, sector, and company.
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