A Sales Enablement Tool for the CEO

Sales Benchmark Index

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.

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.

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.

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

The Pipeline

Get it right, and each of your campaigns can deliver you fresh sales opportunities within days, and sometimes even minutes. Territory Alignment. Home About The Pipeline. Contest. Free Resources. Search. 0 Subscribers. Subscribe by Email. We take privacy seriously.

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.

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.

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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?

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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.

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.

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.

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.

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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?

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.

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.

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.

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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.

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.

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?

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?

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 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.

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.

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.

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.

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.

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.

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.

Essential Skills of Winning Sales Operations

LeadFuze

Sales operations in a B2B environment include quality lead management, strategic territory planning, contract and proposal management, forecasting, reporting, CRM management, and more. They can also help circulate campaigns and collect data relevant to their advertising efforts. It’s common for departments to have a full team for sales operations, cross-functioning with a traditional team of sales reps. So, what do Sales Operations entail?

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.

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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. .

7 Tips for Retaining Your Best Salesperson

Growbots

Changing your compensation structure or rezoning your territories should only be done with extreme caution. Growbots is a software solution for automating your outbound sales including generating targeted leads, running newsletter campaigns, and analyzing your metrics. Instead of simply expanding their territories, consider opportunities like speaking engagements, leading training sessions, continued learning events or consulting roles within the organization.

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.

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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. Sales forecasting can play a major role in your company’s success ( and your own career development ).

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

DiscoverOrg Sales

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. 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.

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Top 20 Sales & Marketing Vendors to Follow on Twitter @Dreamforce ’14

Smart Selling Tools

Act-On’s streamlined user interface puts first-rate marketing tools at your fingertips, making campaigns and programs easier and faster. Use Act-On for all your online marketing campaigns. That’s me with Sassy.

Four Reasons Sales Managers Fail

MJ Hoffman

Suppose the C-suite decides to shift from a geographic to vertical-based territory system. Grab a pen and paper and write down the top three internal campaigns you’re waging. You might be a horrible leader, but if you stay in sales long enough, you will be promoted to management.