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.

The Sales Jigsaw Puzzle

Partners in Excellence

Ongoing prospecting, finding/qualifying deals, moving them through the buying/selling process, building healthy funnels/pipelines, forecasting, account/territory planning, call planning, creating value for our customers, developing competitive strategies, and on and on.

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4 Ways to Hack Your Growth With AI

Sales and Marketing Management

An AI platform built specifically for B2B sales teams puts rich company profiles and insights directly at their fingertips, within existing CRM workflows -- this will save significant research time while still allowing for highly personalized outreach. Another way AI helps sales teams to prospect intelligently is through identifying when target accounts and potential new companies may be entering a buying cycle, also known as showing intent.

The Leads Are Weak: An Intro to Finding & Working Good Leads

DiscoverOrg Sales

Salespeople comb LinkedIn, check their rolodex of former clients, and pay attention to what’s going on in their territory in order to identify potential opportunities and contacts. See how access to accurate contact data, organizational charts, and new projects enhances lead generation efforts and makes the sales cycle more effective. For example, I receive daily alerts on new projects and trends within the CRM and SaaS spheres.

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Sales Tips: WHY Do Your Salespeople Hate CRMs?

Customer Centric Selling

Implementing software within sales organizations such as a Customer Relationship Management (CRM) system is a significant undertaking ( What is CRM? ). CEO, CFO, VP of Marketing and VP of Sales realize high benefit with minimal disruption from implementing CRM.

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What’s Next? How Do We Win?

Partners in Excellence

It seems I spend half my life in reviews–territory reviews, pipeline reviews, deal reviews. The first is to get a snapshot or status updated of the “state of the business,” whether it’s a deal, territory, pipeline, account–whatever. ” It’s where the sales person and manager explore what needs to be done to win a deal, expand share of account/territory, drive greater pipeline flow, and so forth. How do we compress the buying cycle?

Top 7 Utopian & Dystopian Shocking Sales Predictions

Tony Hughes

Gerhard , Huthwaite and many other sci-fi fans have prognosticated that sales itself may face an existential threat from artificial intelligence (AI) as we move further and further toward the COMPLETE buying cycle. Again, the case for 100% decision and buying cycle complete.

How One Company Integrates SDRs into their Account-Based Strategies

The Bridge Group

By way of orientation, their average deal is six figures and the sales cycles run 6–8 months. They ensured that each account had the right contacts identified, populated, and enriched in CRM (e.g., They built three “swim lanes” for their AB-strategy with the AE playing the CEO role for their territory. Whitepapers, eBooks, webcasts, blogs, regional events, and annual customer conferences are all good reasons to engage, build trust, and accelerate a buy-cycle.

It’s Not About The Form/Template

Partners in Excellence

Everywhere I go, we may be talking about opportunity planning/deal strategies, call planning, account/territory planning, even pipeline management; I see two parallel things at play: Managers are concerned about the completion of the plan! They want to see the form, template, or the CRM worksheet completed. Unfortunately, execution may be making random calls, finding a customer who will buy, or pursuing deals in an unstructured manner.

Whale Hunting Part I - The Rate of Decay

Tony Hughes

Your likelihood of closing the deal is exponentially smaller with every month that goes buy from the original point of high interest. Customers buy on emotion and close on pure logic. How can I reconcile enterprise sales cycles with my lack of time, capacity or resources?

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Does Your Sales Team Need a CPQ Solution?

Cincom Smart Selling

Configure-price-quote covers a lot of functional territory. At the same time, the nature of buying as changed as well. In many ways, what used to be called a selling or sales cycle has now become better described as a buying cycle. The sales rep can rely on CPQ to take care of so much of the time-consumptive processes, and your CRM and marketing automation systems can take care of the prospecting outbound campaigning. The Sales Case.

Does Your Sales Team Need a CPQ Solution?

Cincom Smart Selling

Configure-price-quote covers a lot of functional territory. At the same time, the nature of buying as changed as well. In many ways, what used to be called a selling or sales cycle has now become better described as a buying cycle. The sales rep can rely on CPQ to take care of so much of the time-consumptive processes, and your CRM and marketing automation systems can take care of the prospecting outbound campaigning. The Sales Case.