A Sales Enablement Tool for the CEO

Sales Benchmark Index

Tools 271

Should Your Field Marketing Team Own a Number?

Sales Benchmark Index

Pick five non-marketing employees at random, and ask them what value your field marketing team brings to your organization. If you’re reluctant to do this exercise, it’s likely because you want to avoid blank stares and wild guesses that humble you.

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

SalesforLife

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.

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.

6 Tips For Millennial-Friendly Email Marketing Campaigns

Connext Digital

You can take it too far, of course, veering into “trying too hard” territory and coming across as a stoic adult who desperately wants to be cool — but that shouldn’t happen if you stay relaxed. The post 6 Tips For Millennial-Friendly Email Marketing Campaigns appeared first on Connext Digital.

HOW??? Fortune 50 Customer 3x’s Sales Pipeline in 90 days

SalesforLife

Their sellers have thousands of accounts in each of their territories, and can’t possibly talk to all of the accounts in a territory. So, they have been doing propensity scoring with their email and social media campaigns.

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?

Tools 284

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. Marketing – Sit down with your CMO to see what campaigns they are running. You just got your new quota and it’s gone up.

Quota 326

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?

Outsourced Tele-prospecting: 10% less cost, 90% more revenue

Pointclear

It was a best of both world’s brand promise, and part of a hugely successful campaign. Even if you decide to insource (or already have an inside sales team), consider outsourcing as a way to benchmark internal results, test new markets, solutions and/or approaches and to cover vacant territories. Remember the old light beer tagline: “Tastes Great, Less Filling”? There's another win-win value proposition that applies to outsourced tele-prospecting: “Costs Less. Generates More.”

Inside Sales Power Tip 150 – Positive Attitude Wins Business

Score More Sales

To challenge your beliefs, and be more open to optimism, think of yourself as a learner when you are new to a job or new to a territory, or have new products and services put on you to sell.

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

DiscoverOrg Sales

That’s just one example of how you can use multiple data points to launch more effective marketing campaigns. Location data for marketing campaigns. What are some ways you use multiple data points to launch more effective marketing campaigns?

Data 156

Top 10 CMO Transformational Best Practices

Sales Benchmark Index

Are you contributing 30% of the revenue via marketing driven campaigns? define our ideal customer profile (ICP) and the potential by territory. Without collaboration with sales, lead generation campaigns will fail.

Put Sales and Marketing to Work by Turning Your Total Addressable Market into a Targetable List

Sales and Marketing Management

Being able to visualize your market is a bonus that helps with defining and assigning territories, allocating field resources, and focusing marketing efforts.

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

InsightSquared

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.

Data 81

Decreasing Sales Ramp For New Hires

OutboundView

If we can teach them the fundamentals of consistently building pipeline in their territory – they will sell more, faster. Over a 4-8 week period we are spending time with new sales reps doing the following: Defining sales territory strategy from an outreach perspective.

5 Selling Lessons From the Saddle

Smart Selling Tools

There are some hard times in any sales campaign, when decisions go the wrong way or when an opportunity is lost. Sales equally is [mostly] an individual activity where the salesperson carries the quota for a set of accounts or territory.

6 Things to Consider When Adding Foreign Partners

Allbound

Use your ideal buyer persona , demographics, and psychographics as your guiding light to determine if your target market will respond well to your campaign. Expanding your partner program into uncharted channel territory is, at times, scary, exhilarating, and refreshing all at once.

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

Sales and Marketing Management

Campaign meetings. Territory coverage alignment. 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. Despite the gap, these two departments share many of the same concerns and end goals.

SAP 168

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. We hear a lot about sales and marketing alignment: How important it is for B2B, and how so few of us are doing it right. SALES: Marketing leads are crap.

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.

Re: Salesperson or Entrepreneur?

Bernadette McClelland

They want you to step into the role of CEO of your own business (territory, accounts etc) and be so much more responsive and be able to paint a bigger picture for them with authority. Re: Salesperson or Entrepreneur?

The 4 kinds of promises you should never make to customers

Nutshell

Many promises made by sales reps depend on factors they can’t control, like the delivery of a product or the specific ROI that a customer can see from a marketing campaign.

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

Sales Hacker

This demonstrates that you’ve taken the time to do your research and lets you open the dialogue on familiar territory. If you want to leverage the full storytelling potential of video, create a creative campaign-style video. Example: campaign-style personalized video.

Video 72

Should Salespeople Prospect Anymore?

Your Sales Management Guru

and as the discussion of “territory development” evolved several of the salespeople simply didn’t feel it was their responsibility to prospect because of the futility of cold calling/phone calling and event marketing. Are you territory based or open territories?

Is Your Sales Compensation Driving the Right Behaviors?

Sales Benchmark Index

They have targeted their selling campaigns for the coming year to maximize their income. Territory potential and/or Quota calculated incorrectly. It's a critical time of year for sales compensation. New plans were rolled out at the January kickoff.

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.

6 Steps to Improve Your Go-To-Market Maturity

Sales and Marketing Management

Approximately one-third (31 percent) considered their company to be at the "Aligned" stage, which indicates an ability to have marketing work well with sales, focus on the right campaigns, and standardize on one set of data. Sales territories may not be set up correctly or aligned with marketing campaign targets. Author: Joe Andrews What defines a mature go-to-market model in B2B companies? Is it having a growth strategy focused on new market segments?

Adapting an ABM Approach for Account-Based EVERYTHING

DiscoverOrg Sales

Tier 1 – Each one gets deep research, a customized plan, personalized content, bespoke campaigns, and lots of one-to-one attention. This post is an original piece from guest author, Brandon Redlinger, and first published on DiscoverOrg’s blog on 3/27/2017.

Money Monday Strategic Prospecting Plan

Score More Sales

Selling is a profession, and it is an admirable profession that deserves your mindful and thoughtful approach to growing your territory. Do you have a strategic prospecting plan or will you just “wing it” again, like you often do?

How to systemize the way your sales reps generate, manage and close opportunities

InsightSquared

I could see leads that were over 15 days old, so I drilled down into them and could see that they were being routed to the wrong rep, in the wrong territory, selling the wrong product.

How CPQ Helps Finance Grow Revenue and Increase Profitability

Cincom Smart Selling

CPQ data illuminates specific performance metrics related to individuals, departments, territories, products and options. Territory Performance. If a company’s product is selling well in one territory and not in another, finance can help examine potential reasons why this might be happening. Maybe boosting the sales force in the underperforming territory is all that’s needed for improvements. Perhaps abandoning a specific territory is necessary.

Five Ways to Grow Revenue (and Lower Cost)

Pointclear

It’s not a campaign. Single media campaigns waste an enormous amount of money. Integrated, multi-media campaigns directed toward focused audience groups work best. If you’re using a single prospect database, capturing touch and response metrics is relatively simple; however, it takes database marketing expertise, a centralized approach and discipline in planning, campaign development and lead handling to substantially increase visibility into results and ROI.

6 Key Behaviors That Define an Agile Salesperson

Sales Hacker

Her curiosity about the account and her focus on learning were behaviors I knew she would carry across her entire territory. I’ll never forget the moment I realized the first sales hire I made was going to quickly become a top performing agile salesperson.

How to Get Salespeople to Sell into a New Market

The Brooks Group

When considering how to get salespeople to sell into a new market, managers need to stress the potential value of the markets they want to expand into and provide incentives for territory development. .

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. It’s every Sales Manager’s struggle. Getting quality candidates through the interview process has been slow going. You finally found an A-player. HR is done with the new-hire training.

How To 208

Channel Sales for SaaS: What It Is, When it Works, and How to Build Your Own

Openview

Growth Strategy: If you are looking to expand your sales territory into new geographic areas or countries, a channel strategy is one of the best ways to mitigate risk, scale across new locations, and generate revenue quickly.

Why Sales Leaders Shouldn't Skip this Critical Hiring Step

Sales Benchmark Index

In return you receive an empty territory and wasted resources. Candidate Instructions – the candidate should be told to approach this scenario like a sales campaign. To hire effectively you need to observe sales candidates in action. This requires a “real life” scenario be required as part of the hiring process. Most sales leaders discount the job tryout because it is difficult. It is the most important component of any hiring process.

Salary 228

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

Pointclear

Run CPL campaigns! In less than 1,000 words, Adam covers so much territory I found myself needing to read this several times through—and as it sank in I found my head shaking up and down in agreement.