Miller Heiman Group

SEPTEMBER 17, 2019

Channel sales present a challenge for several industries, but it’s a particular concern for manufacturers. Additionally, some organizations struggle to clearly define the difference between channel customers and the end-user. Let’s explore the key success factors for manufacturers to maximize sales through indirect channels.

Channels 50

Channels Maximizer Hiring How To 50

Zoominfo

NOVEMBER 1, 2022

In this post, we’ll meet three ZoomInfo customers — Alan, Nic, and Thomas — to learn how ZoomInfo has helped them streamline their workflows, improve their performance, and grow in their careers. Meeting people face-to-face was a valuable experience. Meet Steve Westra, a sales professional in the medical devices and equipment sector.

Prospecting 130

Prospecting Hiring Face-to-face Intent Data 130

Partners in Excellence

OCTOBER 14, 2015

Most organizations have found they need to leverage some form of partner or channel to reach all the potential customers, maximizing their ability to sell and grow. Ironically, while many organizations invest a lot in developing channel relationships–too often, the attitudes within the sales organization are, “They are the enemy.”

Outsourcing Services 48

Outsourcing Services Channels Penetration Territories 48

Zoominfo

JANUARY 12, 2023

If you’re operating in the UK or looking to expand into this territory, you need to understand three key privacy laws. Although the rules vary depending on the marketing channel being used, they apply equally based on the type of subscriber, either corporate or individual. This consent must meet the standard required under the GDPR.

Data 130

Data B2B Government ACT 130

OpenSymmetry

MARCH 16, 2016

The Territory & Quota Management Revolution – New Incentive Compensation Platforms Blazing the Trails to Greater Efficiencies. This shift if critically important for three key reasons: Improved flexibility in defining and modeling of Territory and Channel structures. Territory Definition and Modeling.

Territories 40

Territories Quota Incentives Incentive 40

Cincom Smart Selling

FEBRUARY 16, 2016

An alternative is a multi-channel strategy. Moving to or adding an indirect channel can be very effective, but there are issues to consider , and your end-users will frequently be the ones affected by the issues involved. Your sales channel may or may not understand or embrace that messaging. All partners are the same.

Channels 54

Channels Strategy Customer Automotive 54

The Brooks Group

NOVEMBER 9, 2015

Annual sales kickoff meetings are a great opportunity to get the entire team together in one place—to share ideas, network, and get motivated to hit the ground running in the New Year. But getting buy-in from your team for the sales meeting is critical in determining whether the time away will be successful and productive or not.

Meeting 53

Meeting Territories Networking Motivation 53

Partners in Excellence

AUGUST 19, 2019

Many advocate building a massive social media presence–doing everything one can by increasing your presence in places like LinkedIn, Twitter, Instagram, Facebook, and other social channels. We are supposed to be constantly involved in conversations or other things that increase our presence and visibility in these social channels.

Territories 62

Territories Hiring Face-to-face Social Media 62

Zoominfo

DECEMBER 16, 2020

This latest product enhancement is just the latest chapter in our ongoing effort to put actionable data directly into technologies, channels, and workflows that go-to-market teams use and love. So, let’s dive into how Salesforce Sync helps enable sales reps by supporting the foundation of any sales process: Territory Management.

SalesForce 100

SalesForce Territories Intent Signal Buyer Persona 100

Zoominfo

JANUARY 15, 2021

Additionally, sales teams can uncover new opportunities with uncharted leads, industries, and territories. During purchasing meetings, market intelligence helps sales reps show prospects new intel about the buyer’s business, or competition that they might not know already. How Can I Optimize Intelligence in the Sales Cycle?

Sales Qualified Lead 207

Sales Qualified Lead Marketing Marketing Qualified Lead Lead Rank 207

Janek Performance Group

APRIL 2, 2024

These include emails, phone calls, LinkedIn outreach, connection requests, number of meetings, and appointments set. Of course, these should include a mix of channels and be spaced over time. Lead response time shows the effectiveness of communication channels and responsiveness. This is what your strategy hopes to achieve.

Webinar Metrics 62

Webinar Metrics Top of Funnel Strategy Analysis 62

Highspot

FEBRUARY 14, 2024

It addresses how sales representatives engage with prospects, close deals, and meet revenue targets. Collaboration Sales Plan: Primarily involves collaboration within the sales team, setting individual and team goals, and coordinating efforts to meet targets. Place: Distribution channels and logistics.

Paid Content 52

Paid Content Lead Rank Top of Funnel Marketing 52

Highspot

FEBRUARY 14, 2024

It addresses how sales representatives engage with prospects, close deals, and meet revenue targets. Collaboration Sales Plan: Primarily involves collaboration within the sales team, setting individual and team goals, and coordinating efforts to meet targets. Place: Distribution channels and logistics.

Paid Content 52

Paid Content Lead Rank Top of Funnel Marketing 52

SBI

NOVEMBER 13, 2018

Greater conversion of inquiries and interest to confirmed meetings – Users have seen a 4x lift in meetings when the call-to-action in marketing offers, web site pages and outbound prospecting efforts was a Click-to-Schedule link. Lauren: They are. No more cutting and pasting!

SalesForce 139

SalesForce Lead Capture Sales Cycle Lead Rank 139

Hubspot Sales

MAY 2, 2022

An effective BDR knows how important it is to meet people where they are — and more often than not, they're on social media. Using these channels, BDRs can position themselves as authorities in their spaces and show their industry expertise. Social Selling.

Sales Qualified Lead 77

Sales Qualified Lead Lead Rank Lead Scoring Outbound 77

SBI Growth

AUGUST 10, 2012

Trained the sales force and channel partners on the new product. Set territory revenue/unit goals by product. Do your sales reps know what marketing campaigns directly impact their territories? What if there is interest from someone in their territory? Determined the product is a “must have” rather than a “nice to have”.

Sales Enablement 267

Sales Enablement Tools Territories Campaigns 267

Mindtickle

AUGUST 28, 2020

Master the all-important virtual meeting. This is especially important with customer meetings, as distractions and technology hiccups can negatively impact the flow of the conversation. In addition, boost morale by recognizing accomplishments, whether in one-on-one meetings or in a virtual group setting. Align with marketing.

Sales Enablement 105

Sales Enablement Ideal Customer Profile Webinar Metrics Face-to-face 105

Hubspot Sales

OCTOBER 5, 2020

Well, according to HubSpot Principal Channel Account Manager, Katie Carlin , curiosity is key. Don't Make Meetings Your Sole Focus. Approaching your first 100 days as an SDR, solely focused on booking meetings isn't helpful or sustainable. No meeting booked is only a failure if that is the only outcome you are looking for.".

Hubspot 135

Hubspot Intent How To Buying Cycle 135

Pipeliner

NOVEMBER 22, 2019

Another popular bit of advice is to ask for referrals and every article includes the news flash to conduct account business review meetings (more on that later). Work the Channels – Jay McBain, Forrester’s Principal Analyst for Channels, Partnerships, and Alliances, states that 75% of world trade flows through indirect channels.

Closing 94

Closing Government Channels Vendor 94

Hubspot Sales

MARCH 16, 2020

Parsa Rashidinia, a Channel Account Executive at HubSpot, says "My biggest tip to someone starting a remote sales role is to invest in your workspace before you start. Katie Carlin, a Channel Account Manager at HubSpot, says "At home, you don't have the built-in break you might have throughout a day in the office. Give them a call!

Hubspot 136

Hubspot SalesForce Hiring How To 136

Hubspot Sales

APRIL 19, 2019

Have your salespeople brainstorm ideas and vote on them during your next team meeting. The name serves two purposes: It's based on their sales territory/region. They also created a team flag for their section of the office and a Slack channel to promote a greater sense of community. I saw that Anaheim was part of our territory.

Promotion 93

Promotion Territories Hubspot Sports 93

Pipeliner

SEPTEMBER 19, 2022

Another popular bit of advice is “Ask for referrals” and, of course, every Top 5/10/20 blog post includes the news flash to “Conduct account business review meetings”. So, towards year-end, it’s critical to engage with your channel partners for territory and account planning. More or less.

Government 52

Government Sage Channels Vendor 52

No More Cold Calling

MARCH 15, 2018

We still remind each other to prioritize people over technology: Don’t check messages in meetings or at events. Use social channels to find out what’s going on with them. This isn’t just dangerous territory for families; it also makes for bad business. Don’t answer your phone at meals. We’ve been here before.

Lead Generation 243

Lead Generation System Marketing Qualified Lead Leads 243

PandaDoc

APRIL 25, 2023

A sales plan contains everything your sales team needs to know about their roles and how they can influence meeting your organization’s sales targets in addition to contributing to the company as a whole. Your ultimate choice depends on the best approach to meet your overarching needs and goals. Here are some of the most common types.

Examples 52

Examples How To Hiring Segment 52

Mindtickle

APRIL 16, 2020

With no options to meet face-to-face, it is imperative that your virtual replanning and review strategy be one that is inclusive and prescriptive, including collaboration with internal departments that have a stake in ensuring messaging and sales execution is done correctly.

Face-to-face 78

Face-to-face Territories Exercises Video 78

SBI Growth

MARCH 19, 2013

Creating an Onboarding program to meet the demands of each region will take input from each branch. Social Selling activities –Social Selling is the practice of using social media tools to sell more to customers by listening online, circulating content and communicating through various channels.

Revenue 288

Revenue Hiring Face-to-face Social Media 288

Sales Hacker

FEBRUARY 17, 2022

The old way of doing business doesn’t work in the new normal, with buyers taking longer to make decisions, sales meetings happening mostly virtually, and the line between inside sellers and field sellers blurring. Afterall, SSE tools help sellers facilitate seamless interactions with contacts over various social channels.

Top of Funnel 89

Top of Funnel Lead Rank Lead Scoring Forecasting 89

Increase Sales

DECEMBER 4, 2013

Entering all of the information from the day’s meetings into a CRM system is the last thing a rep wants to do when they get home at night. Giving reps a better visual understanding of their territories and a way to plan clusters of meetings ahead of time allows the rep to be more organized and sell more.

Sales Qualified Lead 147

Sales Qualified Lead CRM Twitter System 147

Zoominfo

SEPTEMBER 25, 2019

The toolkits led to us booking five meetings, ultimately winning two new customers. This campaign cost us around £170 and resulted in two meetings, one of which converted into a customer. But, be careful not to stray too far into gimmicky territory. We have it!”. A great return! Consider the environment.

Direct Mail 182

Direct Mail Paid Content Campaigns Examples 182

Zoominfo

OCTOBER 6, 2020

You have a strong solution to go along with a solid stream of both inbound and outbound activity, which prompted you to split the team by each channel to maximize meeting creation (and hopefully pipeline!). For instance, they may be selected to support a specific territory with higher potential. Are they engaged?

Lead Rank 169

Lead Rank Lead Scoring Marketing Qualified Lead Leads 169

Partners in Excellence

JULY 7, 2016

A lot of the discussion about Personal Branding has to do with leveraging Social Channels in building huge networks of followers. Our customers are hanging out in different places now, increasingly in social channels. There are lots of places we can meet our customers and develop our personal brands. It may be by being helpful.

Territories 48

Territories Scale Social Media Networking 48

SBI

SEPTEMBER 12, 2018

Its sales territory optimization solutions enable companies to maximize revenues across the entire sales force – territory by territory. TimeTrade can be integrated into almost any channel, allowing prospects and customers to make meetings and appointments at the peak of their interest. Booth 1728.

Vendor 106

Vendor InsideView Hotels Hiring 106

Hubspot Sales

DECEMBER 21, 2018

Present at the next sales meeting. Ask a high-performing rep to present an innovative tactic or new approach at the next sales meeting. This kills three birds with one stone -- you're celebrating the rep, their colleagues see that reps who do well earn prestige, and you can delegate some of the responsibility of leading the meeting.

Motivation 103

Motivation Face-to-face Coaching Education 103

SalesLoft

MARCH 20, 2020

Don’t implement a meeting-heavy schedule. Keep a hawk’s eye on your communication channels. This is uncharted territory for us all. Trust your team to do what needs to be done, rather than try to control the results. You’ll kill momentum and rhythm because you think people need to be checked in on. So, be kind. Be realistic.

Scale 131

Scale Gatekeeper Churn Quota 131

Zoominfo

OCTOBER 6, 2020

You have a strong solution to go along with a solid stream of both inbound and outbound activity, which prompted you to split the team by each channel to maximize meeting creation — and hopefully pipeline. For instance, they may be selected to support a specific territory with higher potential. Are they engaged?

Lead Rank 130

Lead Rank Lead Scoring Marketing Qualified Lead Leads 130

A Sales Guy

MAY 7, 2013

You have a sales process in place, but the sales manager and sales people are using separate spread sheets with additional stages, because the current sales process doesn’t meet their needs. You’ve redesigned the territories that sales requested and sales are still down. They need to sit in on pipeline meetings.

Top of Funnel 128

Top of Funnel Sales Leadership Territories B2B 128

Mindtickle

APRIL 16, 2020

With no options to meet face-to-face, it is imperative that your virtual replanning and review strategy be one that is inclusive and prescriptive, including collaboration with internal departments that have a stake in ensuring messaging and sales execution is done correctly.

Face-to-face 52

Face-to-face Territories Exercises Video 52