Zoominfo

OCTOBER 12, 2022

When Sarena Wing took on a new international sales territory, she was excited to get started. A few years back, someone in Wing’s position might have faced a long slog full of trial and error and manual research. Turn insights from prospect and customer communications into immediate action.

Analysis 130

Analysis Territories Scale SalesForce 130

Mr. Inside Sales

MARCH 25, 2021

First the no part: Sales is much, much more than just “rolling the numbers,” as they used to say. Skill level of the sales rep is the most important thing; however, there are other variables like the type of lead—inbound versus outbound; the territory; existing client or new prospect; the marketing and/or branding of the company, etc.,

Face-to-face 178

Face-to-face Gatekeeper Decision Maker Licensing 178

Xactly

AUGUST 13, 2018

Let’s cut to the chase–if you’re not using data to drive your sales territory mapping, your territories might be hurting your sales performance more than they are helping it. Sales territory mapping software offers more benefits than sales managers may realize. Take Assessment. The answer?

Territories 70

Territories Software Software Benefit 70

Hubspot Sales

FEBRUARY 12, 2024

Welcome to "The Pipeline" — a weekly column from HubSpot, featuring actionable advice and insight from real sales leaders. But in the modern sales landscape, more and more salespeople have started reforming their behavior. That’s why I’m not the biggest fan of the one-call close. The prospect is not in your sales territory.

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Hubspot Sales Process Buyer Churn 115

Anthony Iannarino

AUGUST 10, 2020

This is the first in a series of posts for sales leaders. There are a few common reasons sales organizations struggle to produce the revenue necessary to reach their goals. The activities that result in new opportunities all come from prospecting. Here is how you talk to your sales force about prospecting.

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Prospecting How To Territories eBook 91

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. Prospecting strategies uncovers potential buyers, fuels an organization’s sales pipeline , and provides important context to future sales conversations.

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B2B Top of Funnel Buyer Persona Prospecting 100

Anthony Iannarino

MAY 18, 2019

I made cold calls out of the phone book, more specifically, the business section of the white pages. I dialed from 8:00 AM until Noon, went to lunch with people on my team, and returned to the office to make calls from 1:00 PM until 5:00 PM. The second best time to prospect is now. The second best time is now.”.

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Prospecting Call-back Cold Calling Territories 101

Tenbound

APRIL 19, 2024

by Kathleen Robida LinkedIn is always buzzing with tips and tricks for SDRs to book more meetings and for Sales to win more deals. What’s the best cold call opener? Who is using video successfully in their prospecting? When SDRs are first paired with Sales, each needs to understand the career experience they bring.

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Territories Cold Calling Pipeline Webinar Metrics 45

Shari Levitin

MARCH 9, 2023

Empathy in elephants, the idea that “emotions are contagious,” is backed by science. How disciplined are we when it comes to hunting for new prospects? It’s easy to put off sending emails, cold calling and stalking new territories, but like the leopard, this is the lifeblood of your business. Quick question?”

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ACT Territories Sports Cold Calling 118

The Pipeline

JULY 16, 2012

Last week I was working with a group, we were looking at more effective prospecting, when we got around to discussing referrals, I got back some familiar comments. The specific comment was that the rep was reluctant to ask prospects/clients for referrals “because what if the person or company they refer are out of my territory?”

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Referrals Lead Rank Lead Scoring Territories 324

Hubspot Sales

SEPTEMBER 16, 2020

If you ask most executives if they have a sales process , they’ll immediately say yes. But when you ask them to describe their sales process, their descriptions vary wildly. To some, a sales process means milestones in their sales pipeline. To others, it means weekly call patterns. Call Management.

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Sales Process Ideal Customer Profile Sales Qualified Lead Territories 124

Anthony Iannarino

AUGUST 9, 2020

I started making cold calls when I was fifteen years old. I left my job washing dishes at a large banquet center and started calling community leaders to ask them to host a bike-a-thon for a popular charity. While other people found ways to avoid making calls, I dialed one phone number, followed by the next.

Prospecting 84

Prospecting How To Cold Calling Harvest 84

Janek Performance Group

MARCH 12, 2024

Many sales professionals often don’t receive the crucial tools needed for success right away. This may end up contributing to a lack of direction and belonging many sales professionals experience, and ultimately may negatively impact performance. While you’re at it, assess your other sales team members.

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Hiring Sales Talent Compensation Lead Rank 62

The Pipeline

NOVEMBER 3, 2014

No one likes rejection, and I would argue few professions have to put up with as much rejection as sales people do. We face rejection throughout the sale, from the time we try to prospect and engage with a potential buyer, right to the end when they finally agree to deal with us.

Face-to-face 288

Face-to-face Sports Objections Territories 288

Pointclear

MAY 14, 2018

Momentum in sales and sports is a strange phenomenon. For salespeople and sales managers, few understand the Prime Directive of Sales Management: Enhance Sales Momentum (Never Interrupt It). Sales momentum isn’t about sales skills. It’s measured as a product of its mass and velocity of your sales efforts.

Territories 124

Territories Quota Sports Compensation 124

Hubspot Sales

MARCH 27, 2019

You've spent hours prospecting : researching, making warm calls , reaching out via email and on social media. If you have prospects who are dragging their feet or slowing a deal down, you might be working with a tire kicker. So, how can separate these tire kickers from well-qualified prospects? Sound familiar?

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Prospecting Strategy Sales Qualified Lead Lead Rank 123

The Pipeline

MAY 7, 2019

The skinny legs for many sellers are prospecting. Not much new in that, sales people have always preferred almost any other sales activity to prospecting. Specifically, direct prospecting , not indirect, not merely answering an inbound call generated by marketing. Complete The Sales Person.

Handbook 235

Handbook Lead Rank Hiring Top of Funnel 235

Hubspot Sales

APRIL 2, 2018

I’m looking forward to working with you [prospect].". Great to meet you [prospect]! Haven’t heard back from you.”. “I If I don't hear back from you after this email, I'll stop reaching out.". If I don't hear back, I'll assume you're not interested.". You’re working with a prospect. It’s been a while.

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Prospecting Call-back Proposal Follow-up 130

Apptivo

FEBRUARY 20, 2023

ABCs of sales lead management 3. Sales Lead Management Process 4. Implementing a Lead Management Strategies to increase sales 5. However, inbound sales teams need a well-defined lead management system and the right tools to get the most value out of those leads. Overview 2.

Lead Rank 103

Lead Rank Lead Scoring Lead Management System 103

DiscoverOrg Sales

AUGUST 31, 2017

Does cold calling and cold voicemail work? When used correctly, voicemails are one of the quickest ways for a team to increase response rates and get the attention of their prospects. Cold-call voicemail script templates. The voicemail call to action should refer to the email. The short answer?

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Cold Calling Ideal Customer Profile Decision Maker Call-back 229

Sales Hacker

DECEMBER 1, 2022

I’ve been an SDR , an SDR director, and now run a sales team at a startup. Typically, SDRs work from one of two territory models: Static territories based on geography or vertical or business segment. A Wild West-style free-for-all where reps prospect into an addressable market wherever they’d like. Introducing….

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Account Lead Rank Ideal Customer Profile Territories 77

The Sales Hunter

MARCH 7, 2014

SPS — Sales Prevention Syndrome — is the great killer of salespeople. Do you or your friend ever suffer any of the following conditions: A hesitation to answer the phone when a customer is calling. Hesitation to call customers and especially to call prospects. You think your sales manager is stupid.

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Cold Calling Territories Consultative Selling Motivation 226

Zoominfo

JUNE 15, 2020

Do cold calls work? How can you find more success with cold calling? We often discuss how to make a cold call, but rarely the next step after your cold call fails to get picked up. Most other sales development representatives could say something similar. First, do Cold Sales Voicemails Work? A lot, right?

Cold Calling 113

Cold Calling Ideal Customer Profile Call-back Decision Maker 113

Mr. Inside Sales

MARCH 16, 2020

We’re all in unchartered territory now. Anyway, how do you handle this objection when you’re prospecting? Sales reps have a hard time with this, but now is the perfect time to practice this skill. Second: It’s important to stress to prospects and clients that what we’re going through now is temporary. And for good reason.

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Objections Face-to-face Inside Sales Gatekeeper 169

The Pipeline

JULY 13, 2012

A few weeks back I posted about how good sales people are prone to Attention deficit disorder (ADD) , well it turns there is another popular condition that many sales professionals suffer in silence, namely hoarding. It is almost like they are living a role in a Monty Python movie, every prospect is sacred , not to be removed.

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Territories Pipeline Guidelines Account 257

Hubspot Sales

OCTOBER 5, 2017

It’s the one aspect of sales that just never changes. As we’ve all experienced, sales essentially boils down to two things: Numbers. Truth is, sales is changing -- quickly. As the sales conversations grows even more buyer-focused, sales reps have begun developing his or her own hack, own technique, own process.

Prospecting 142

Prospecting Tools Top of Funnel Lead Rank 142

Partners in Excellence

SEPTEMBER 8, 2022

We tend to focus on the pieces/parts of what we do, the responsibilities of our organization, for example marketing, SDRs/Inside Sales, AEs, Account Managers, Sales Engineering, Sales Ops, Sales Enablement. Today, I want to focus on Sales Management.

Hiring 73

Hiring Sales Management Territories Forecasting 73

Shari Levitin

JUNE 14, 2023

Empathy in elephants, the idea that “emotions are contagious,” is backed by science. How disciplined are we when it comes to hunting for new prospects? Prospect first thing in the morning before checking your email. The post Three lessons I learned about Sales from my Trip to South Africa appeared first on Shari.

ACT 62

ACT Territories Cold Calling Exercises 62

Zoominfo

JULY 12, 2022

Unfortunately, it’s all too common for sales teams to be hamstrung by incomplete routing systems and low-quality data. To set their sales teams up for success — and drive the largest possible return on investment for their businesses — today’s go-to-market leaders need comprehensive, integrated data and intelligent lead-routing systems.

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Data Lead Rank Lead Scoring Sales Qualified Lead 130

Sales Hacker

MAY 29, 2023

If I were to look back at my journey and how far I have come from — the “ What does a BDR do? ” This helps you understand the terminology used through the sales cycle and what the deal funnel looks like. That’s where your team backs you up. Pricing is a question that every prospect asks at some point in the sales cycle.

Ideal Customer Profile 84

Ideal Customer Profile Study Sales Cycle Top of Funnel 84

Hubspot Sales

NOVEMBER 28, 2023

No one knows what it’s like to work in sales better than those in the trenches of the day-to-day — salespeople trying to hit their numbers while battling the ups and downs of the job. If you’re thinking about a career in sales, you probably want to hear the cold, hard truths about sales and what it entails.

Sales Qualified Lead 100

Sales Qualified Lead Lead Rank Lead Scoring Real Estate 100

Anthony Iannarino

FEBRUARY 28, 2020

You don’t want to depend on luck when it comes to success in sales. The best way to succeed in B2B sales is to develop yourself personally and professionally and do the work with a consistency that borders on obsession. Here is how you get lucky in sales. Had you not made the call, luck would not have been possible.

Hiring 97

Hiring How To Territories B2B 97

MTD Sales Training

JANUARY 18, 2018

This could involve seeing their territory sales improve, helping a new product through its launch or possibly farming an account for new business. Many salespeople think it’s an easy ride; no more cold-calling , no more traffic jams, no more four or more calls a day. MTD Sales Training. Happy Selling! Sean McPheat.

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Sales Management Salary Promotion Cold Calling 192

Crunchbase

MARCH 13, 2023

In January, Salesforce announced it was laying off 10% of its workforce, and it was the sales team that faced heavy losses. These bootstrapped sales teams are faced with a unique problem: an outsized pressure to produce more with fewer resources. For downsized sales teams, this means being ruthless about chasing the right accounts.

Territories 59

Territories Churn Face-to-face SME 59

Partners in Excellence

DECEMBER 28, 2019

It seems universal, we don’t have enough in our pipelines, we have to prospect. But then our prospecting outreach isn’t producing what we need, so we cast a wider net. If my inbox is typical of most people’s 90% of the prospecting emails I get should never have been sent. We have to find more opportunities.

Prospecting 48

Prospecting Pipeline Territories Segment 48

The Pipeline

APRIL 17, 2013

I remember when I first started working for a company back in the early 1990’s (before we had web mail), the company had two main product lines, and had the usual territories across the continent, primarily driven by geography. They stepped back, reformulated their action plan and then marched forward as if nothing had changed.

Demand Generation Agencies 296

Demand Generation Agencies Top of Funnel Territories Demand Generation Targets 296

Sales Hacker

JUNE 8, 2022

How many times have you seen a rep work their rear end off only to create an opportunity that just keeps getting pushed out quarter after quarter as the prospects’ priorities change? Every good seller knows how to attach their deals to prospects’ timelines and needs. Related reading: Your Sales Cycle is (Probably) Too Long.

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Hiring Promotion Sales Cycle Territories 92