Uncover the Blind Spots in Your Territory

Sales Benchmark Index

When your territory is changed, it opens a lot of questions for Sales Reps. To answer those questions, we built a Territory Evaluator. This downloadable tool helps you evaluate your new territory in relevant terms: Selling time as required to meet quota. Why Territories Change.

Digital Sales Strategies Using Event Campaigning


If you’re looking to use event campaigning to build pipeline , here are three simple steps that these teams are using that you can adopt for your organization.

5 Examples of Memorable B2B Direct Mail Campaigns


When most marketers think outbound marketing, they think emails, paid advertising, and other digital campaigns aimed at engaging their target audience. We’ve written at length about how effective those tactics can be — but today, we’re talking about a different type of marketing campaign.

Sales Tech Game Changers: How to Improve Campaign Response and Conversion to Pipeline

Smart Selling Tools

Campaign Improvement: Node will surface the people that are most likely to be a fit for your solution, and provide contextual information to improve campaign response and conversion to pipeline. Build data-driven sales territories. Conduct prospect research for prospect outreach.

The Pipeline ? 5 Ways to Boost Your Email Prospecting Response.

The Pipeline

5 Ways to Boost Your Email Prospecting Response Rate. Prospecting via email can be wildly rewarding, or incredibly frustrating. Get it right, and each of your campaigns can deliver you fresh sales opportunities within days, and sometimes even minutes. Prospecting.

Money Monday Strategic Prospecting Plan

Score More Sales

Do you have a strategic prospecting plan or will you just “wing it” again, like you often do? You need to start planning during your prior work day for upcoming prospecting you’ll be doing on the next business day.

Should Salespeople Prospect Anymore?

Your Sales Management Guru

Should Salespeople Prospect Anymore? Last week during a client’s sales meeting we got into a discussion regarding pipeline values, needless to say the number of prospects and dollar values were insufficient to achieve the overall corporate revenue objectives.

18 No-Brainer Ways to Connect with More Prospects More Easily

Hubspot Sales

Looking for a few easy, virtually-free ways to immediately connect with more prospects? Below, I’ve compiled 18 of my favorite methods for reaching prospects. How to Prospect. Understand your prospects' interests before speaking with them. Sales Prospecting

Personalized Video: The Best Way to Raise Response Rates in Sales Prospecting

Sales Hacker

If you’re in outbound sales, you know how hard it is to stand out among the automated emails, dodged phone calls, and busy schedules your prospects are juggling. Here are five tips for using personal videos in sales prospecting: Grab attention and build curiosity.

Video 98

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

Hubspot Sales

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?

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The Pipeline ? Mastering Voice Mail

The Pipeline

Stored in Attitude , Business Acumen , EDGE Sales Process , Prospecting , Sales Technique , Video , Voice mail , execution. In today’s video, I go into detail about leaving effective voice mails, how to leverage them and make them a core part of you campaign to win specific buyers.

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

DiscoverOrg Sales

According to Investopedia , “A sales lead is a prospective consumer of a product or service that is created when an individual or business shows interest and provides his or her contact information.”. Marketing departments coordinate tradeshows, run email campaigns , write & promote content, and conduct an ever-growing list of activities to attract leads and then push them down the funnel. What if I’m responsible for prospecting but don’t have access to sales intelligence?

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Inside Sales Power Tip 150 – Positive Attitude Wins Business

Score More Sales

Great salespeople have much fewer when it comes to beliefs about prospects or the future. It is upon me to reach out until my prospect and I connect.”. A learner can’t wait to see what is around the corner – what lessons are in store from the latest campaign or round of phone calls.

A Sales Enablement Tool for the CEO

Sales Benchmark Index

Launched marketing campaigns to generate interest. Set territory revenue/unit goals by product. Distribute Marketing campaign schedules. Do your sales reps know what marketing campaigns directly impact their territories?

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3 Ways a Sales Leader Should Rollout a Quota Increase

Sales Benchmark Index

The impact to the individual sellers and their territories. Rebalancing of any territories due to the new quota. Identify any gaps and work to close using the following: Social prospecting - if you don’t think you will have enough leads from marketing, generate your own.

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The Pipeline ? Winning with Voicemail

The Pipeline

Stored in Attitude , Cold calling , Communication , Guest Post , Productivity , Prospecting , Sales Strategy , Sales Technique , Voice mail , execution. I’ve been working with several sales teams making a whole lot of phone calls, and am getting an earful about reaching a prospect’s voicemail.

The Data Will Bring Us Together: Relationship Therapy with Sales and Marketing

DiscoverOrg Sales

This information may be found using a combination of prospect websites, social profiles, public financial documents, and press releases. That’s just one example of how you can use multiple data points to launch more effective marketing campaigns. Location data for marketing campaigns.

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10 Inside Sales Ideas From Ken Krogue

Score More Sales

C campaign (strategy). Use systems thinking to grow your territory and your team. The resources page at InsideSales offers 27 different campaign strategies – good way to get the brain thinking about new ways to prospect.

Marketing hacks to make you a sales management guru

Sales and Marketing Management

Throw out the “that’s the way we’ve always done it” stories and use data to get a clearer lens on your territories. Put on your science hat and ask some questions about your territories: How well did a particular message fly with each audience?

30 Growth Hacking Tools Your Sales Team Will Love You For

Hubspot Sales

As a sales professional, the rate at which you’re expected to guide prospects through the sales process and drive revenue for your company is likely increasing. In fact, doing so can help salespeople reach more prospects in less time and close more deals at a faster rate.

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Data Governance: Salesforce Objects in a Lead-to-Cash Process

Sales Hacker

Examples of transactional objects: Campaigns. Sales reps would be 30% more effective if they didn’t have to navigate duplicate accounts, incorrect prospect information, and other preventable scenarios where the root cause is an incomplete or inconsistent data structure.

70 of the Best Sales Enablement Tools to Arm Your Team With

Hubspot Sales

Aritic helps sales teams build automation campaigns for seamless integration with their marketing colleagues. Attach helps you track how prospects engage with materials you send them, empowering you to make relevant follow ups. Best for: Identifying prospects.

Everything You Need to Know About Data in Sales

Hubspot Sales

Well, salespeople conduct research on potential customers and then engage the best-fit prospects in conversation. This allows reps to feel out each prospect’s interest and determine whether or not they’re an ideal customer. Revenue by Territory.

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The Ultimate Guide to Sales Operations in 2019

Hubspot Sales

As you'll read below, sales operations includes everything from lead management, sales strategy, and territory structuring and alignment to process optimization, compensation plans, sales automation, training, and data analytics and reporting. Territory Definition.

Sales Automation: The Ultimate Guide

Hubspot Sales

Went back and forth with a prospect figuring out a good time to meet? You never want to automate every aspect of your sales process — because then it will feel completely robotic and soulless to prospects. Prospecting. Simply shoot the prospect a link to your schedule.

Case study: How Zuora drives 60%+ of its growth by outbound, even when accounts need nurturing for years


No joke, we’ve spoken to CEOs who want to make money on outbound prospecting in 90 days, but when asked how long their sales cycle is, they answer “four to six months.” Zuora looks to see if a prospect is pursuing one of the “eight growth initiatives.”.

Five Ways to Grow Revenue (and Lower Cost)


It’s not a campaign. Three problems plague companies today in market focus: Failure to accurately profile and define the target; the gap between the market identified and the whole market; and confusion surrounding the mission of CRM versus the mission of developing robust prospect databases and providing a steady pipeline of new business opportunities. Of all the keys to revenue growth, the single most important one is rethinking the prospect database.

The No. 1 Thing Leadership Can Do to Align Marketing and Sales

Sales and Marketing Management

Campaign meetings. Territory coverage alignment. Keep everyone updated on prospect research. Author: Jay Mitchell, Owner and Principal, Mereo LLC In order to learn how to align marketing and sales teams, we must understand how devastating a gap between these departments can be for an organization overall. Sales and marketing are both vital to a B2B organization. Both departments play a role in connecting with, engaging and landing buyers.

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The 4 kinds of promises you should never make to customers


You can have an outstanding product at a price that can’t be beat, but one thing is for sure: If you make a promise you can’t keep, your prospect will walk. Make sure you know, inside out, every single promise you’ve made to your customers (and prospective customers).

7 Quick Wins for Sales and Marketing Alignment

DiscoverOrg Sales

SiriusDecisions points out that first 67% of a buyer’s decision-making process is completed online – in Marketing territory. To maximize results prospects should both 1.)

A Peek Into Demandbase’s Data-Driven Field Marketing Approach


As a Field Marketer supporting the sales organization, it is critical to know the state of the business, the pipeline in each of our field territories and even drill down to an individual rep’s metrics to know how this data can drive our decision making and planning.

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


Run CPL campaigns! Marketing provides air cover by nurturing and educating their known universe of prospects. While sales is effectively utilizing the moments of attention that marketing is engendering with their target prospects.

6 Things to Consider When Adding Foreign Partners


Use your ideal buyer persona , demographics, and psychographics as your guiding light to determine if your target market will respond well to your campaign. Pro Tip: Do research on the behaviors, actions, and values of the countries that your prospects are in before expanding.

Sales Acceleration on Demand: Outreach & DiscoverOrg

DiscoverOrg Sales

When a full 50% of a sales professional’s day is spent doing prospect research, anything that decreases research time can move the revenue needle. Flag employee departures so sales reps don’t waste time prospecting to outdated records.

The 16 Best Client Management Software Tools in 2019

Hubspot Sales

It can help maintain a healthy pipeline and make data entry and prospecting easier. With email tracking, you will be notified when a prospect opens an email. Map View: For sales reps that work based on territory, the map view shows exactly where prospects are located.

Team Selling: A Tactical Approach to Winning Deals as a Team

Sales Hacker

SDRs are as much a part of your team as anyone else, so when they get into the organizations you’re prospecting, make them feel like the hero. You’ll learn plenty about your prospect accounts throughout the process. Work with marketing on planning events in your territory.

16 Creative Spring-Themed Sales Email Templates to Use in 2018

Hubspot Sales

Customize them to your prospects, product, and industry, put your own unique twist on them, then watch deals pop up like the new flowers outside. Prospecting Email Templates. Use these emails to contact new prospects. Hi [prospect name], It’s one year into the future.

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The Ultimate Guide to Sales Forecasting

Hubspot Sales

Maybe your competitor has started an aggressive new discounting campaign, or your new sales comp plan unintentionally encourages bad behavior. Simultaneously, look at bumping up marketing spend and investing in prospecting training for your reps.

7 Awful First Sentences That Are Killing Your Outreach Emails

Hubspot Sales

Want similar results with your prospects? Plus, it’s easy for prospects to figure out your name if they want to. Not only is it boring and unoriginal, but it’s like planting a huge sign in the prospect’s brain that says, “ I’m trying to sell you something!!!”. Your prospects?

How to Fast-Track New Rep Productivity

Sales Benchmark Index

You’ve had an open territory for some time. Marketing / Demand Generation Campaigns / Lead Management. Customer Engagement Process (Prospecting & Opportunity Management). It’s every Sales Manager’s struggle.

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