Why Evaluate Potential Sales Talent? - A Great New Case Study

Anthony Cole Training

The beauty of this case study is that Market Sense was able to isolate the relative effectiveness of individual findings, something that hasn’t been done since the mid-80''s! This kind of story doesn''t happen every day.

Sales Selection Experiment - a Must Read Case Study

Understanding the Sales Force

In this case they chose the 5 students with the best scores - and teamed them up. In this case they chose 5 students with the best scores for Desire and Commitment and teamed them up. Finally, we were able to remove the impact of territories, product lines, and competition.

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


Do lots of territory planning, and a lot of planning per account. Excerpt from the 2nd edition of From Impossible to Inevitable 2nd Edition. More often than not, revenue leaders are impatient for results now. Everyone feels the pressure, but how do you handle it?

SMA Research Findings: 10 Important Territory Planning Statistics


Earlier this year, we teamed up with the Sales Management Association (SMA) to conduct a survey on sales territory design. More than 100 organizations participated in the survey and provided insights into how they design and plan their sales territories.

Research Reveals Best Practices for Sales Territory Design


By adopting advanced territory planning software, Xactly’s sales operations team shortened the time spent designing territories from a month to a week – shaving hundreds of hours off the process. Read case study here.). Designing travel efficient territories.

The Key to Setting Quota Correctly

Sales Benchmark Index

” Some will look at historical data and add a growth percentage to the territory. Another approach is to pick states or accounts and build a territory from that. A territory can be a list of accounts or a geography). How many of you want to hit your number?

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Improving the Sales Organization’s Change Readiness


As we know, SPM is a ‘broad church’ spanning talent acquisition and development, sales process, Territory and Quota Management (TQM) and incentive compensation design and management. TQM – High modeling capability to deliver new territory alignment and quotas.

How to Use Executive Leadership Changes to Time Sales Outreach

DiscoverOrg Sales

A DiscoverOrg study revealed that 71% of newly-hired or recently promoted decision-makers lead 3+ initiatives within their first 3 months in a new position. Users can set up email alerts just on the roles and territories they care about.

Part 2: Outbound ABS: Creating Your Own Growth Index


Action items: Assign these accounts to AEs based on existing territories or ownership. Also, don’t add any case study attachments or links–quotes or bullet points only. . Go to your competitors’ websites and see who they’ve done a case study with. Howdy!

4 Cold-Call Lines That Don’t Creep Out Your Prospect

DiscoverOrg Sales

Welcome to Definite Creeper territory, where overzealous salespeople can easily tip their hand too much and make target buyers feel like they’re being stalked. Get the complete study. “HOW THE %$#@ DID YOU GET THIS NUMBER? Take me off your call list!”.

5 Best Practices for Creating Sales Aids That Get Results

Hubspot Sales

There's no need to launch into a full-on case study. Sales aids are often used to convey hard data, and that can be tricky territory. Sales is, in large part, the art of capturing and keeping attention.

How to Become a Consultative Salesperson in B2B Sales Now

Anthony Iannarino

There is no chance that they don’t move the business, and you are confident you are going to displace your rival in your territory. The problems this prospective client is experiencing looks like a case study for your company’s value proposition.

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Here Are the Best Books to Read Over the Holidays

Alice Heiman

Case studies show you how (from start to finish), and downloadable templates will help guide your progress. If you want to target the best and most profitable customers in your territory and take them from your competition, let this book be your guide. Many leaders take advantage of the holidays in November, December, and January to read the latest books about sales and leadership.

9 Places Salespeople Can Find New Prospects Fast

Hubspot Sales

In any case, you can jump in and add value to the conversation -- and potentially pick up some prospects along the way. Here are some Twitter lists you might want to create: Prospects within your territory that you want to keep tabs on. How to Find Prospects. Job Boards.

11 Data-Driven Sales Enablement Tips from Brand Leaders at Dreamforce 2019

Sales Hacker

Inaccurate sales commissions paid in arrears, along with unfair territories, drive attrition — but replacing sales reps is disruptive and expensive. Keep in mind, these are not long, drawn-out case studies.

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If, When, and How You Should Leverage a Sales Gimmick

Hubspot Sales

That connotation is accurate in some cases, but gimmicks aren't always bad — and sales ones are no exception. Gimmicks come with a territory that can be tricky to navigate, and there are some precautions and potential pitfalls you should be mindful of. Flash Sales as a Case Study.

3 Ways to Achieve a Winning Sales Attitude

Hubspot Sales

Dr. Martin Seligman’s work with insurance company Metropolitan Life is one of the more famous case studies. My territory is lousy.”. In the competitive world of sales, everyone is seeking the magic bullet that will accelerate revenue.

Why Sales Leaders Shouldn't Skip this Critical Hiring Step

Sales Benchmark Index

In return you receive an empty territory and wasted resources. Discovery (30 minutes) – the candidate can ask questions regarding the case study. 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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Re-Engineering Your Revenue Supply Chain to Avoid the ‘Amazon Effect’

Sales and Marketing Management

A case in point: auto manufacturing. These tools provide real-time alerts that enable SDRs to connect with prospects at their “moment-of-interest”—the exact moment they open their email, click on a link, or download content (an article, case study, white paper or other offer). Clear understanding of territory and assigned leads.

How to Effectively Follow-up After Sales Meetings


One great way to do this is to leverage case studies and testimonials. Prospect, in terms of next steps, I’ll get approval for a three-week trial for your team and import your accounts once you send me over the territory data.

Sales enablement: what is it, and how does it work?


Just five years ago, CSO Insights ran a study about sales enablement and only 25% of the companies they surveyed had developed sales enablement for their teams. Sales operations is the team that plans and organizes rep operations, territory planning, lead generation, sales analytics, and more.

Why more sales teams should embrace a leaderboard


Salespeople were so territorial that they wouldn’t make introductions on behalf of their colleagues even when they had a connection to a prospect’s company. Many case studies over the years have emphasized how important it is to have an engaged team.

The Ultimate Guide to Creating and Using a Sales Playbook

Hubspot Sales

One study found best-performing companies are nearly twice as likely to have sales playbooks than “laggards.”. Resources: Reps are always looking for relevant case studies, testimonials, and customer references.

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

Sales Hacker

In our case, Sam Jacobs from Revenue Collective and Max Altschuler of Sales Hacker were vital to our success. In some cases, AEs even treat SDRs like their personal assistants, which is completely wrong. Work with marketing on planning events in your territory.

Seismic Acquires Percolate to Create Exceptional Content Experiences at Every Point in the Customer Journey

Smart Selling Tools

Resources All White Paper Awards & Recognition Blog Article Brief Case Studies eBook ebooks & Guides Funding & Acquisitions Guide Industry News Infographic Interview Podcasts Report Resources Video Video Reviews Webinars. Case Studies. Case Studies.

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7 skills you’ll need to become a sales manager


If a candidate doesn’t prepare enough ahead of time to have a case study they can proactively bring up during their interview, how can you expect them to show up prepared and ready to close their first presentation? So you want to become a sales manager ?

7 Must-Have Time Management Tips for Salespeople

The Brooks Group

They should be able to develop some sort of a template for where to go for new prospects, what questions need to be asked, which case studies are most relevant to a specific persona, etc. As the old proverb says, “time is money.”

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


In some cases, distributors also provide training, technical assistance and other kinds of support to channel resellers. Some of the most successful and influential SaaS companies include channel sales in their go-to-market strategy.

Solving the SDR Debate: Sales or Marketing?


It’s more that you’ve got to know you’re Lone Ranger-ing it, and you’re not going to have the same kind of collateral and case studies to drive or generate that business. We’ve reprioritized accordingly as we’ve seen market shift and more traction and more case studies and more referenceability in that space. It was a great panel, and we covered a lot of territory; but we had to call the conversation somewhere.

The Pipeline ? Mine the Gap!

The Pipeline

When you know what issues are likely to be on the minds of buyers, when you know where you have been able to deliver specific measurable and documented value to those buyers, (this is why you should always be collecting testimonials and case studies); you can start building a set of better questions.

Building a Sustaining Partner Community: a Channel Strategy

Your Sales Management Guru

A Case Study-. But before I detail their actions, the three things they did not do were: Add more VAR’s into territories creating too much competition. Channel Strategy: Building a Sustaining Partner Community. -A

The 5-Step Formula for a Reliable Sales-To-Service Handoff Process

Sales Hacker

This will usually be done by territory, contract size, industry, or just plain-old availability. Any other documents shared (the proposal versions, the pitch deck, case studies shared, etc.) Want happy employees, happier customers, and more revenue?

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Your 2012 Sales Plan

Your Sales Management Guru

4.1.2 Territory definition. Sales Tools (Q-screens, proposals, standard documents, contracts, sales collateral kits, case studies, ROI/justification calculators), section? Your 2012 Sales Plan. It’s a little late to begin planning your 2012 Sales Plan, but in a conversation last week with a reader of this blog, I realized there maybe others who have not formalized their 2012 plan. I have included below the various “categories” you should consider in building a plan.

The Only Sales Process Guide You'll Ever Need


This includes building resources around areas like: Market Research Territory & Account Lists Account Planning & Mapping Email & Social Selling Templates Cold Call Scripts Qualification Criteria Pre-Call Research Templates Call Agendas A few tips.

How Much Time Will Our CRM System Take From Me?

Partners in Excellence

” My knee jerk reaction was to provide one of my two standard responses, “It depends… ” or “It takes what it takes, man up (or woman up as the case may be).” I’m working with an organization implementing it’s first CRM system.

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Get Promoted to Sales Management (Advice from 17 Experts)

Sales Hacker

I was delivering our case-studies book and realized it may not be enough. Studies show that you will have more energy, be in a better mood, and will be overall more productive if you exercise in the morning. Are you in sales and looking to get promoted into management?

You’re Making The Number, But Are You Achieving Your Potential

Partners in Excellence

I’m an unapologetic believer in the concept, “It’s your God-given right to 100% share of customer and 100% share of territory.” ” Everything I’ve been taught, everything I’ve taught or coached has been around maximizing the full potential in the “territory.” Let’s look at a few case studies. But when you see different data–share of the account, share of the territory, share of the market segment.

5 Shifts to Move to Mega-Deal Thinking & Catch Whales: Overcoming Small-Deal Syndrome (Summit Replay)

Sales Hacker

In many cases they run the sales group in such a way that if you’re not performing on a certain basis — not only annually, but sometimes quarterly or even monthly — you can be out. For this case, what I mean by integrity is the quality of being honest and having strong moral principles.

How to spot opportunities and risks faster: top sales triggers

Artesian Solutions

If they are launching a new product/service or entering a new market the company is venturing into uncharted territory, and this calls for different types of support and potentially new vendors. How to spot opportunities and risks faster – top sales triggers.

20 Blog Posts to Guide Your Event Marketing Strategy


In fact, in-person events ranked highest on the list, above tactics such as webinars/webcasts (66%), case studies (66%) and white papers (63%). And, while we covered some great territory, we have even more great takeaways to share with you.