BrainShark

AUGUST 24, 2022

Territory Management. To develop this skill, you should coach reps on telling stories, especially how to use case studies, research, and other proof points adding to the story’s credibility. Don’t have the right sales coaching tools or culture yet? Territory Management. Communication. Prospecting.

Social Media 62

Social Media Territories Face-to-face Negotiation 62

Gong.io

DECEMBER 5, 2022

It’s your job to lead your team through the trenches and give them direction so they’ll know which markets or territories to target and how best to attack. By making your ICPs and personas data-backed by pulling data from your CRM and other sales tools. Case studies. Tools are also essential. Proposal slides.

Ideal Customer Profile 62

Ideal Customer Profile Top of Funnel Sales Qualified Lead Sales Methodology 62

Highspot

FEBRUARY 14, 2024

case studies, one-pagers), frequency, and distribution channels. Tools and methods for data collection and analysis. Sales Territories and Distribution Channels Definition of sales territories and distribution channels. Content Strategy Development of a content plan, including types of content (i.e.

Paid Content 52

Paid Content Lead Rank Top of Funnel Marketing 52

Highspot

FEBRUARY 14, 2024

case studies, one-pagers), frequency, and distribution channels. Tools and methods for data collection and analysis. Sales Territories and Distribution Channels Definition of sales territories and distribution channels. Content Strategy Development of a content plan, including types of content (i.e.

Paid Content 52

Paid Content Lead Rank Top of Funnel Marketing 52

Hubspot Sales

AUGUST 26, 2018

Here are some Twitter lists you might want to create: Prospects within your territory that you want to keep tabs on. Bloggers and media that report on companies in your territory so you can find out about new companies. VCs in the territory to find out what they’re investing in and what funding round companies are in.

Prospecting 80

Prospecting Hiring Journal Territories 80

Showpad

JANUARY 8, 2021

According to HubSpot, the pre-work onboarding period can include everything from “shadowing,” in which new hires follow established reps as they go about their daily routine, to learning about whatever software and other tools they’ll be regularly using. Case studies will be perfect for this purpose.

Hiring 52

Hiring Training Sales Enablement Case Study 52

Mindtickle

APRIL 10, 2024

These include sales presentations, sales collateral, whitepapers, case studies, videos, or any other type of content used throughout the sales cycle. Sales content analytics is the practice of analyzing the performance of the different types of sales content your revenue team uses.

Analytics 52

Analytics Top of Funnel Revenue Closing 52

SalesLoft

SEPTEMBER 15, 2016

If you’re new to the world of intelligent calendar tools, here’s a few reasons why Chili Piper is better than any scheduling solution you’ve ever used. Automatically route meetings based on territory, prior ownership, etc. We’ll be sharing some case studies soon, but in the meantime, see for yourself!

Meeting 52

Meeting SalesForce Case Study Conference 52

The Brooks Group

JULY 7, 2017

Email can be a very easy and effective sales tool, but it can also become a tremendous drain on time and energy. 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. Be Smart with Email.

Hiring 74

Hiring Energy Case Study CRM 74

Partners in Excellence

SEPTEMBER 18, 2014

They’re both excited about the tool, but worried about it. They want to use the tool, but they’re worried about the time that it will take from their day. The question also shows they haven’t figured out how to incorporate the tool into their work flow. As you know they’re already running full out.

System 90

System CRM Territories Call-back 90

SalesLoft

APRIL 18, 2016

There’s a new technology coming out every day, and companies invest in different tools to “help” the SDR be more productive. Take an afternoon or weekend to step back and look at all the different tools you use, and figure out where the overlaps are, which ones are helping vs. hurting, etc. Tomorrow, come in and try two more.

Sales Qualified Lead 52

Sales Qualified Lead Meeting Case Study Ideal Customer Profile 52

LeadFuze

DECEMBER 31, 2021

Pipeline management tools are designed to help sales managers find the best way for their teams to increase revenue and improve performance. A Sales CRM is a powerful pipeline management tool that monitors metrics like sales pipeline. Sales reps and managers have a broader view of the pipeline than just their territory.

Pipeline 98

Pipeline Top of Funnel Ideal Customer Profile Sales Qualified Lead 98

Openview

MARCH 7, 2019

Armed with this research, not only will you have to tools to give a super-customized sales pitch but also to connect better with your prospect which enables you to send engaging follow-ups that will resonate them. One great way to do this is to leverage case studies and testimonials. The Sales Pitch.

Follow-up 103

Follow-up Sales Meeting Meeting Decision Maker 103

Sales Hacker

DECEMBER 3, 2019

Inaccurate sales commissions paid in arrears, along with unfair territories, drive attrition — but replacing sales reps is disruptive and expensive. You can use a digital asset management tool like Highspot to see which content gets used most and how reps are modifying it. Keep in mind, these are not long, drawn-out case studies.

Sales Enablement 84

Sales Enablement Data Hiring Decision Maker 84

Allego

APRIL 21, 2022

The global sales training team tapped sellers’ love for competition and created a contest asking their reps to explain the problems they face and how they solve them in their territory. Conversation Intelligence is an AI-powered tool that records and analyzes sales calls and makes content recommendations.

Hiring 71

Hiring Video Distribution Buyer 71

Sales Hacker

JANUARY 30, 2023

The days of building a point solution in uncharted territory are over. You need to figure out your wedge into your buyer’s tech stack while showing how you’re different (and better) than existing tools. Use sales conversations as a tool to get product feedback. But finding product-market fit is harder than it sounds.

Ideal Customer Profile 88

Ideal Customer Profile Conversion Marketing Hiring 88

Your Sales Management Guru

JANUARY 3, 2012

4.1.2 Territory definition. Sales Tools (Q-screens, proposals, standard documents, contracts, sales collateral kits, case studies, ROI/justification calculators), section? b. Launch (Kickoff meeting), move to Tools to execute. Sales Goals. 3.1.1 Revenue. 3.1.2 Profit. 3.1.4 Target Customers.

Hiring 70

Hiring Collateral Lead Rank Trade Show 70

Showpad

JANUARY 12, 2021

Traditionally, new hires would prep for hours for a live roleplay with their territory leaders who would learn if they had the knowledge needed to be successful in a client meeting. . The tool lets managers see how their sellers are doing in meetings without having to join the meetings themselves. . “We Before Alteryx adopted Showpad.

Hiring 52

Hiring Company Face-to-face Scale 52

Zoominfo

JANUARY 29, 2018

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

Webinar Metrics 113

Webinar Metrics Trade Show Marketing Strategy 113

The Pipeline

AUGUST 16, 2011

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. Sales Tool. Sales Strategy.

Pipeline 267

Pipeline Lead Rank Lead Scoring Sales Qualified Lead 267

Sales Hacker

OCTOBER 28, 2019

Current customers will not only support your product, they will advocate for it, whether directly by referring their associates, or indirectly by participating in the case studies demonstrating the effectiveness of your products. For example, LeadIQ you use for lead generation, Vidyard you use for calls, and similar tools.

Sales Qualified Lead 54

Sales Qualified Lead Account Advertising Advertising 54

Your Sales Management Guru

AUGUST 10, 2016

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. Check out his Sales Management Tool Kit or the Acumen Project and his new Ignite Your Sales Team online video training program for sales leaders.

Channels 40

Channels Lead Rank Lead Scoring Strategy 40

Close.io

OCTOBER 1, 2018

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? Preparation and organization are key. They’ve been tested and challenged. That’s what leadership is. can help with that).

Sales Management 115

Sales Management Hiring Lead Rank Forecasting 115

Sales 2.0

FEBRUARY 1, 2023

He says there’s a lot of potential in applying AI to maximizing revenue from existing customers through an ongoing, multi-stage relationship lifecycle, whereas many of today’s sales tools focus on high-in-funnel initial conversations for a single sales stage conversion. But later on, those tools aren’t as relevant. Oliver: Yes.

Sales Management 195

Sales Management Top of Funnel Data Intent Signal 195

Xactly

MAY 30, 2018

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. Discover more territory planning insights in our territory planning infographic.

Territories 61

Territories Research Travel Survey 61

Sales and Marketing Management

SEPTEMBER 7, 2017

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.

Engineering 180

Engineering Top of Funnel Revenue Hiring 180

Close.io

FEBRUARY 24, 2020

Best sales enablement tools to automate the process. ? Sales operations is the team that plans and organizes rep operations, territory planning, lead generation, sales analytics, and more. Which case studies and testimonials are your sales reps providing to prospects? Today, we’ll see: ? 9 sales enablement best practices.

Sales Enablement 85

Sales Enablement Top of Funnel Hiring Face-to-face 85

Sales Hacker Training

MAY 8, 2020

Yet, on the other end of this spectrum of value is a transformational capability, which is basically bringing a completely new capability, offering a company something that they couldn’t do before, that they didn’t have the tools, or the wherewithal, or the resources to be able to do something in a certain way.

Lead Rank 80

Lead Rank Lead Scoring Call-back Oracle 80

Hubspot Sales

AUGUST 23, 2023

Understanding your prospect's pain points requires some research, but once you determine how to solve them, it can be a great tool to build trust and show that you take them seriously. You can attach client case studies to provide your prospect with a detailed preview of your work. Back up all claims with proof.

B2B 76

B2B Lead Rank Lead Scoring Leads 76

Sales Hacker

JULY 17, 2019

I was delivering our case-studies book and realized it may not be enough. Behave like management, not union – Start wearing a “perspective lens” that sees things from the company’s angle when discussing things like territories and quotas. The first 4–6 months were spent solely hustling.

Promotion 79

Promotion Sales Management Hiring Lead Rank 79

The Sales Association

NOVEMBER 9, 2011

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. There is so much training and support for people who conduct sales face to face, but what about the phone?

Cold Calling 34

Cold Calling Top of Funnel Face-to-face Call-back 34

Bigtincan

SEPTEMBER 8, 2021

And, as an example, if your sales rep is in charge of the Southeast territory, the AI-powered search ensures they’ll only have to look through content related to their role and territory. Bigtincan Learning offers sales reps with direct feedback tools and serves as a one-stop training platform.

Sales Enablement 111

Sales Enablement Strategy Enterprise Enterprise 111

Highspot

NOVEMBER 15, 2022

One of the world’s largest banking and financial services organizations, HSBC serves around 40 million personal, wealth, and corporate customers in 63 countries and territories. Our efforts were focused on enabling them, through technology and digital tools, to move faster and smarter. . RW: THAT SOUNDS LIKE A WELL-GROUNDED STRATEGY.

Scale 52

Scale Government Banking Face-to-face 52

Gong.io

MAY 31, 2021

Love ‘em or loathe ‘em, sales presentations are an essential tool for sales folks to highlight who they are, what they do, what customers they serve, and — most importantly — how you (future customer) will benefit from buying. Here’s the full case study. Territories. How are territories divided up by rep?

Examples 118

Examples Top of Funnel How To Segment 118

Hubspot Sales

APRIL 28, 2020

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. It grabs prospects' attention and supports its bold first page with information in the ones that follow it. Tell a story. You don't have to write a novel here.

Pharmaceuticals 90

Pharmaceuticals Direct Mail Lead Rank Case Study 90

PandaDoc

JULY 6, 2022

When nurturing customers, it often becomes hard to understand where to start and where to stop, which is why tools like the sales funnel exist , helping you understand what stage your customer is currently at and why, and how to best qualify that lead. Stage 2: Interest stage. Stage 3: Desire stage. A pretty solid investment, if you ask us!

Top of Funnel 98

Top of Funnel Funnel Sales Qualified Lead Lead Rank 98

Close.io

AUGUST 19, 2019

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 best coaches will tell you that data is one of their most powerful tools.

Hiring 57

Hiring Competition Motivation Journal 57