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.

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.

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!”.

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.

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.

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.

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.

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.

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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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.

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.

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.

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.

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 ?

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.

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 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.

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.”

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?

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.

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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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.

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.

Whale Hunting Part I - The Rate of Decay

Tony Hughes

If you do not get on site, Skype or meaningfully connect in that timeframe (actively listening) to help them make the case with the appropriate deciding stakeholders in the account, the deal will fall back down into the water and decay rapidly to the half life of 'close lost.'

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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.

Sales Mastery or Sales Enablement?


Understand their business case and the challenges they faced in change management. They need to be equipped to discuss the business case, delivering outcomes and managing risk. Process is how you build a sales funnel and execute the sale; it’s how you qualify opportunities and progress through the deal stages with discovery, proposal, demonstration, closing, contracting, onboarding and then doing win/loss reviews and case studies.

Episode #092 Eat Their Lunch with Anthony Iannarino

Jeff Shore

In some cases they’re a better fit for some clients than we are. Ignore the, the best, uh, accounts in your territory because they’re cold. In this case, it’s you, but, uh, I think, Jeff, to make this an easy way for people to think about this.

The insider’s guide to choosing the best CRM for your sales organization


Case study Award winning London PR agency PHA Media knew from experience that things could quickly get out of hand with their new sales team if a sales process was not put in place. In a sales team, a CRM can assign territories and customers to individual sales people. This is especially handy if you sell by territory or travel a lot. In this case you might need to get a programmer to code something bespoke to connect the two systems.

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Choosing the best CRM for sales [Insider’s guide]


Case study Award winning London PR agency PHA Media knew from experience that things could quickly get out of hand with their new sales team if a sales process was not put in place. In a sales team, a CRM can assign territories and customers to individual sales people. This is especially handy if you sell by territory or travel a lot. In this case you might need to get a programmer to code something bespoke to connect the two systems.

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The Sales Association: Cold Calling Lives

The Sales Association

Case Study We do phone sales training with a Fortune 50 wireless telecom client that has a large SMB field sales team in the Midwest. Much of the territory is sparsely populated with businesses far apart from each other. Sharing best practices in sales and sales management www.salesassociation.org. Wednesday, November 9, 2011. Cold Calling Lives.