A Sales Enablement Tool for the CEO

Sales Benchmark Index

Tools 273

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.

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.

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.

5 Examples of Memorable B2B Direct Mail Campaigns

Zoominfo

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.

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.

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

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.

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.”

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?

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

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

Sales Hacker

Examples of transactional objects: Campaigns. Usually people are clear that leads are someone who has shown interest in the product at a particular point in time, and that they come from marketing campaigns. The stages might look something like this: Campaign > Lead.

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.

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?

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.

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.

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 83

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 169

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.

30 Growth Hacking Tools Your Sales Team Will Love You For

Hubspot Sales

Their free plan allows you to perform 50 searches per month, and paid plans include additional features like CSV exports and email campaigns. Notable time-saving features include targeted emails sent on behalf of your sales reps, inbox filtering, and automated multichannel campaigns.

Tools 94

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?

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.

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?

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.

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.

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. Sales reps can create prospect lists inspired by customer profiles and can set up automated campaigns to streamline outreach.

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?

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

Close.io

They want everyone across marketing, sales development, and sales to work together on outbound campaigns, without finger-pointing. Marketing creates content for the ZBR team to use and works closely with them to decide which activities get campaign credit.

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 81

Everything You Need to Know About Data in Sales

Hubspot Sales

Today’s businesses need to make sales decisions in response to market changes, competitor activity, customer preferences, and company-wide campaigns. Revenue by Territory. How much revenue your sales team is generating by territory.

Data 82

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.

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.