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. See if your sales territories have room for improvement.

Territories 70

Territories Software Software Benefit 70

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. Luckily for her, that era is over.

Analysis 130

Analysis Territories Scale SalesForce 130

Mr. Inside Sales

MARCH 25, 2021

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., They make more prospecting calls. They make more upsell calls.

Face-to-face 178

Face-to-face Gatekeeper Decision Maker Licensing 178

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.”.

Prospecting 101

Prospecting Call-back Cold Calling Territories 101

Anthony Iannarino

AUGUST 10, 2020

The activities that result in new opportunities all come from prospecting. Here is how you talk to your sales force about prospecting. The first is opportunity creation , which requires prospecting and getting a meeting to help our prospects explore change and the better results we can provide them. Target Lists.

Prospecting 91

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. What Is B2B Sales Prospecting? Why do they buy?

B2B 100

B2B Top of Funnel Buyer Persona Prospecting 100

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

Hubspot Sales

FEBRUARY 12, 2024

That’s why I’m not the biggest fan of the one-call close. Salespeople who adhere to the inbound sales process should be careful to continuously assess their prospects at every stage of the process so they can provide the best outcome for their prospect and their company. The prospect is not in your sales territory.

Hubspot 115

Hubspot Sales Process Buyer Churn 115

Tenbound

APRIL 19, 2024

What’s the best cold call opener? Who is using video successfully in their prospecting? It is also important that the Sales/Business Development Team and Leadership value their Sales Partners for their territory knowledge, sales expertise, guidance to the SDR, and goodwill. Which subject lines and email templates are working?

Territories 45

Territories Cold Calling Pipeline Webinar Metrics 45

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.

Prospecting 130

Prospecting Call-back Proposal Follow-up 130

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?

Prospecting 123

Prospecting Strategy Sales Qualified Lead Lead Rank 123

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?”

ACT 118

ACT Territories Sports Cold Calling 118

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. This leads to their success standing on twiggy legs.

Handbook 235

Handbook Lead Rank Hiring Top of Funnel 235

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?

Cold Calling 229

Cold Calling Ideal Customer Profile Decision Maker Call-back 229

Sales Hacker

DECEMBER 1, 2022

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. A dynamic book management model actually does away with the concept of static territories entirely.

Account 77

Account Lead Rank Ideal Customer Profile Territories 77

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?”

Referrals 324

Referrals Lead Rank Lead Scoring Territories 324

Mr. Inside Sales

MARCH 16, 2020

We’re all in unchartered territory now. Anyway, how do you handle this objection when you’re prospecting? Second: It’s important to stress to prospects and clients that what we’re going through now is temporary. Let your prospect or client vent. And for good reason. This will pass. And you can help them do that….

Objections 169

Objections Face-to-face Inside Sales Gatekeeper 169

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? ” Related: Sales Cycle Management: Definition, Stages, and Strategies Listen to your AE’s calls The leads that you pick from the above CRM report might have call recordings associated with them. That’s where your team backs you up.

Ideal Customer Profile 84

Ideal Customer Profile Study Sales Cycle Top of Funnel 84

Hubspot Sales

SEPTEMBER 16, 2020

To others, it means weekly call patterns. Call Management. A call management process improves individual interactions between a seller and a buyer because it creates much-needed structure and intentionality for sales reps as they carry out their calls. Territory Management. Which questions should you ask?

Sales Process 124

Sales Process Ideal Customer Profile Sales Qualified Lead Territories 124

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

NOVEMBER 3, 2014

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. We face rejection from prospects we lose, and from those we actually win, in fact we win by overcoming rejection. First is be prepared. Sales Execution Tibor Shanto'

Face-to-face 288

Face-to-face Sports Objections Territories 288

Pointclear

MAY 14, 2018

Salespeople only know that forecasted deals have been delayed, customers aren’t returning calls, and new prospects are slow in coming, or at least it appears that way. Doors slam, calculators hum, cursing is heard and recruiters are called. Territory Adjustments. Quota Changes. Expect a downturn. See item 5.

Territories 124

Territories Quota Sports Compensation 124

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. Upon completion, the rest of the herd will join the mother in paying homage. Quick question?”

ACT 62

ACT Territories Cold Calling Travel 62

Anthony Iannarino

MAY 18, 2020

Even though the world has been on fire for months and it’s been difficult to do meaningful and purposeful work, it’s time to get back to normal. Start with Territory and Accounts. You need to take a look at your territory and accounts plan to determine where you need to spend time now. Don’t worry if it’s too soon.

Territories 122

Territories eBook Call-back Face-to-face 122

Hubspot Sales

OCTOBER 5, 2017

In this growing sales landscape, we’ll outline the various processes and key strategies for prospecting -- the phase of selling that often consumes the most time and energy (and is the most crucial to get right). What Is Prospecting? What's the difference between leads and prospects? Sales Prospecting Techniques.

Prospecting 142

Prospecting Tools Top of Funnel Lead Rank 142

Apptivo

FEBRUARY 20, 2023

A good lead management software ensures that every lead from web forms, emails, and chat is automatically fed into the CRM system, preventing prospects from falling through the cracks. Which advice do you want to provide your prospects? Maintain brevity in your email. How can their participation in your blog be advantageous to them?

Lead Rank 103

Lead Rank Lead Scoring Lead Management System 103

The Sales Hunter

MARCH 7, 2014

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. ” A desire to spend too much time preparing to make sales calls as an excuse to not actually have to call.

Cold Calling 226

Cold Calling Territories Consultative Selling Motivation 226

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.

Territories 257

Territories Pipeline Guidelines Account 257

Partners in Excellence

SEPTEMBER 8, 2022

I cover a wide variety of disparate parts: the job of the manager, time management, coaching, deal/pipeline/forecast/call/account/territory/prospecting/1 on 1’s, performance management, hiring, and on and on. I treated each as a separate topic, thinking the readers knew how to put all of it together.

Hiring 73

Hiring Sales Management Territories Forecasting 73

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. Sales Voicemail Statistics Today’s sales professionals have more ways than ever to get in touch with prospects. A lot, right?

Cold Calling 113

Cold Calling Ideal Customer Profile Call-back Decision Maker 113

Janek Performance Group

MARCH 12, 2024

Best Practices During The Hiring Process 1) Take the time while you have it Take a step back and really define what it is you want your new sales rep to accomplish. You can make the process even more granular by setting up a practice sales call. Have the candidate “get on a call” with a few experienced sales managers.

Hiring 62

Hiring Sales Talent Compensation Lead Rank 62

SBI Growth

DECEMBER 16, 2012

Prospects aren’t responding to phone calls. The CEO pulled back on expectations, but it was too late. He tracks bottom up stats: Territory Potential, Product Maturity, Territory Vacancy Rate, etc. Be prepared with data to back up your conclusions and flaws in executive thinking. It’s that time of year again.

Quota 282

Quota How To Territories Guidelines 282

The Pipeline

SEPTEMBER 25, 2013

On Monday, in the first post of this series , we defined “cold calling”, and looked at overlooked real opportunities for sales and revenues one misses when not including cold calling in their biz dev routine. The rule being that cold calling is a key and necessary (evil) part of successful B2B selling. On to number two!

Cold Calling 282

Cold Calling Outsourcing Services Wireless Harvest 282

Anthony Iannarino

FEBRUARY 28, 2020

You have called your dream client for over eighteen months, using the right tools to nurture the relationship and capturing mindshare, how they view their business and starting to change their mind about individual decisions. Had you not made the call, luck would not have been possible. Here is how you get lucky in sales.

Hiring 97

Hiring How To Territories B2B 97

Zoominfo

DECEMBER 16, 2019

In 3 hours, the go-to-market teams at ZoomInfo made 24,000 calls, ended up on the phone with our customers and prospects for 250 hours, scheduled 400 follow up meetings, etc. Is cold calling dead? Today, rather than tell you cold calling is alive and well, we’re going to prove it with real-world results.

Cold Calling 200

Cold Calling Call-back Competition Scale 200

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. Keep your sales pipeline full by prospecting continuously. Why B2B Sales Prospecting Needs More Attention Than You Think.

B2B 87

B2B Ideal Customer Profile Sales Qualified Lead Lead Rank 87

Mr. Inside Sales

NOVEMBER 7, 2019

Some people call it a ‘burning desire’ to succeed, and it is this vision that enables you to work through the inevitable circumstances that can and do block your way. After much hard work and perseverance, Ray’s vision resulted in his burger stand being slightly successful, and they now call it McDonalds…. What do I mean by vision?

Face-to-face 120

Face-to-face Inside Sales Gatekeeper Decision Maker 120