Practical Market, Territory and Account Planning


Off the Cuff Instant Interview Question: “What are some tips for doing practical market, territory and account planning?”. Affiliations: Alliances, associations, channels, partners, prime/subs, etc. KARE (Keep, Attain, Recapture, Expand) – Developing profiles for all accounts, clients and prospects, based on their traits and tendencies, is truly impactful. Pipeliner CRM empowers practical market, territory and account planning.

Channel Management Strategies: Using CPQ to Improve Customer Experience

Cincom Smart Selling

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. If your company is used to communicating directly with the customer, adding an indirect selling channel between you and the customer is going to cut off much of that interaction. Your sales channel may or may not understand or embrace that messaging.

The Pipeline ? Prospecting ? When Is The Best Time?

The Pipeline

Prospecting – When Is The Best Time? Stored in Attitude , Business Acumen , Cold calling , Proactivity , Productivity , Prospecting , Time Allocation , Video , execution. Last week I talked about prospecting, why some like it when most don’t, rejection, and managing them.

9 Places Salespeople Can Find New Prospects Fast

Hubspot Sales

How to Find Prospects. Prospecting can be tedious and time-consuming, but it’s something that has to be done to keep pipelines healthy. However, while sales reps can’t avoid prospecting, they can certainly make it easier for themselves. Where Do Salespeople Find Prospects?

Do Your Best Sales Detective Work On Prospects


The true sales hunters will dive 10,000 leagues deep below the ocean and know what their prospects had for breakfast that morning. If you don’t have a provocative business case that will pique your prospective customer’s interest, you’re sunk like the Titanic. This means you can message your prospects freely through LinkedIn without it counting against your InMail threshold of 30 per month. Adding prospects on Facebook is risky.

9 Things You Should Never Say to a Prospect Over Email

Hubspot Sales

I’m looking forward to working with you [prospect].". Great to meet you [prospect]! You’re working with a prospect. I found myself in this situation a few years back: The deal had been advancing, my prospect was responsive over email, and I was confident we would close soon.

How to be Human in Sales. Bots haven’t taken over yet!

Igniting Sales Transformation

No matter how many prospecting touches you are expected to make, it is up to you to take the reins and change how you present yourself. You can probably get away with not developing the kind of trusting relationship that leads to a prospect becoming a customer who stays with you for life.

Use Sales Engagement To Break Through The Noise, with Mark Kosoglow, Episode #113


In short, sals engagement is the interactions that take place between a sales rep and a buyer that focus on how a seller communicates with the prospect and how effective that engagement is in moving the prospect toward a purchase. DigitalSales #Prospecting Click To Tweet.

Prevent ‘A’ Player Turnover

Sales Benchmark Index

Here’s an example: Top Territory Todd: Todd has exceeded quota the past 5 years. Yet he has 3x the average territory potential in his patch. Prospects fall into his lap with little effort. His boss does not want to split his territory.

The Weaponization Of Social Media

Partners in Excellence

It seems that we have taken all that was bad about the old school channels–advertising, the phone, direct mail, email, replacing it with the new, “cooler” channels. We can attack new markets, new channels, all in the quest of increased engagement.

A Get-Well Plan for Sales Ops in the New Year

Sales Benchmark Index

Don’t do a territory redesign project without knowing exactly who you’re targeting. Having a clear understanding of your ideal customers and prospects is essential to success. Channel / Routes-To-Market – Understanding BPM’s and Personas will provide a base line here.

Sales Tech Game Changers: @Timetrade – How to Improve Engagement & Speed Business Cycles

Smart Selling Tools

For a sales organization, TimeTrade Scheduler for Salesforce provides: More qualified leads – delivered right to your calendar via a custom Click-to-Schedule link, based on when and where your prospect wants to engage with you.

A Sales Enablement Tool for the CEO

Sales Benchmark Index

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?

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6 Things to Consider When Adding Foreign Partners


There’s nothing more exciting than saying hello to new channel partners. Growing your channel is something to be thrilled about, but there are a few things you should consider before expanding your partner program into foreign soil. Howdy, Zdravo, Bonjour, Ciao, Hola.

7 Quick Wins for Sales and Marketing Alignment

DiscoverOrg Sales

Kill lead generation channels that don’t convert. SiriusDecisions points out that first 67% of a buyer’s decision-making process is completed online – in Marketing territory. To maximize results prospects should both 1.) 4: Kill lead channels with low conversion.

What Does ZoomInfo’s Acquisition of Datanyze Signal to the Sales Industry?

Sales Hacker

For many years salespeople at companies like Box, Citrix, Paypal and more have relied on Zoominfo, founded in 2000, as their foundational database of millions of business profiles and contacts when prospecting and sourcing leads. We already had sales-channel saturation.

How to Scare Your Top Sales Reps

Sales Benchmark Index

Our territories? Some may even start to spread the internal rumors externally to customers and prospects. Have different senior leaders communicate via different channels throughout the project. Completely plan communication content, dates, channels, and communicators.

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Building Your Personal Brand

Partners in Excellence

A lot of the discussion about Personal Branding has to do with leveraging Social Channels in building huge networks of followers. It’s still the same, we want to build our reputations, perceptions, visibility within the our target customers and prospects.

Top 20 Sales Tech Vendors to Follow (and Party with) at Dreamforce #DF18

Smart Selling Tools

Its sales territory optimization solutions enable companies to maximize revenues across the entire sales force – territory by territory. Unless you live under a rock, you know that Salesforce’s annual event, Dreamforce, is just around the corner.

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Sales Tips: How to Determine WHERE Your 2017 Revenue Will Come From

Customer Centric Selling

By Gary Walker, EVP of Channel Sales & Operations, CustomerCentric Selling® - The Sales Training Company. It was time to apply those basic management skills (planning, organization, delegation, and control) to my sales territory and job function.

Finding Customers Who Aren’t Looking

Partners in Excellence

Remember, my mantra is that it’s my God-given right to 100% share of customer and 100% share of territory—but it’s my job to find it and earn it. Of course there’s, the other approach too many people take–flooding the channels with so much volume and noise that a person can’t possibly miss what you are shouting about. This is why I believe so strongly in aggressive outbound prospecting!

How to Identify your Team’s Most Effective Prospectors


In the world of B2B sales, prospecting is often defined as the art and science of contacting leads or target accounts in hopes of creating opportunities for account executives. And when it comes to prospecting, few would disagree that it’s a numbers game. By: Doug Dzina.

Optimizing Part Of The Selling Function, Sub-Optimizing The Whole

Partners in Excellence

They should never pick up the phone and make a prospecting call!” Enter the realm of account management/territory. Perhaps account/territory managers for core product lines and managing the overall customer relationship, with specialists for the more complex product lines.

Staying Ahead of the Sales Clock by Aaron Tolson

Increase Sales

Most outside salespeople would tell you their most important priorities are finding qualified sales leads, getting in front of those prospects, closing the sale, and maintaining customer relationships.

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The 4 kinds of promises you should never make to customers


You can have an outstanding product at a price that can’t be beat, but one thing is for sure: If you make a promise you can’t keep, your prospect will walk. Plus, your company might have to go into damage control if those customers complain online via social media channels or review websites.

How to Identify your Team’s Most Effective Prospectors


In the world of B2B sales, prospecting is often defined as the art and science of contacting leads or target accounts in hopes of creating opportunities for account executives. And when it comes to prospecting, few would disagree that it’s a numbers game. By: Doug Dzina.

Is Anyone Leading Lead Management?


Sales territory management: which can include territories by zip code, telephone area code, counties or even major city streets. International Channel Management. Sales Channel Management. If you do these four things, the entire sales lead management machine and dozens of departments and vendors will fall into line, with the objectives of serving the prospect and the company’s revenue expectations to the best of their abilities.

On Personal Branding

Partners in Excellence

Somehow, though, much of the discussion of personal branding seems very complicated and too social channel oriented. You create value in every interchange–not just with customers and prospects, but with colleagues and within your community.

Web Tools – The Fastest Way to Fail in Sales

Fill the Funnel

Getting through a maze of organizational charts and administrative staff to reach your desired prospect has always been a time-consuming, long-term project. However, a new generation of web tools has enabled sales execs to reach their prospects considerably faster than even five years ago.

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Is Account-Based Marketing the Holy Grail for Lead Generation Nirvana? [PowerOpinions Part 2]


Marketing provides air cover by nurturing and educating their known universe of prospects. While sales is effectively utilizing the moments of attention that marketing is engendering with their target prospects.

Is Technology Tanking Your Lead Generation System?

No More Cold Calling

Remember, prospecting is all about people. 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. You’ve heard it: Television will kill radio. Video killed the radio star.

Sales Tips: How to Setup Your 2015 for Success

Customer Centric Selling

By Gary Walker, EVP of Channel Sales & Operations, CustomerCentric Selling® - The Sales Training Company. The time to begin developing your Territory Sales Plan is now ! Identify the Top10 prospects that you will carry over into 2015. Prospecting a pain?

Sales Operations Demystified: What It Is, Why It Matters, and How To Do It Right

Sales Hacker

Sales Territory Assignment and Growth Forecasting. Allocation of Accounts and Sales Territories. Maintenance of Communication and Collaboration Channels. Territory design. Analysis of territory allocation and account assignment plan. What is Sales Operations?

What is Success? The Ultimate Guide

Anthony Iannarino

You also see a lot of focus on sales processes and methodologies, with the new and exciting refresh of old ideas that gain a lot of attention on the social channels. They made their prospecting calls every day. They were rarely in front of prospects.

Want to Better Align Sales and Marketing? Consider Storytelling

Jeff Davis

Of course, it’s important that we work with sales, but while they’re focused on dealing with individual prospects and serving existing customers, we have a broader view of the market and are uniquely positioned tell stories that speak to a wide range of potential customers.

The 40+ Best Apps for Salespeople Who Want to Win

Sales Hacker

Work in Slack happens in channels, so all the right people can be included, all relevant information kept in one place, and new team members are able to get up to speed easily. In short “sound bites,” you can share your thoughts, tell a story, or connect with your prospects and peers.

Sales Strategy Plan

The Digital Sales Institute

Do your salespeople need to learn new approaches to prospecting, selling or relationship building. For new sets of prospects, update them to reflect the kinds of buyers who you can acquire to reach your sales goals. Is your go to market plan to have direct, inside, channel sales etc?

The Pipeline ? What's in Your Pipeline? ? Attitude

The Pipeline

As usual, I invite you to have your two cents, and view all our videos at Renbor’s You Tube channel Sell Better. Prospecting. Territory Alignment. 3 R’s of Prospecting Success. Home About The Pipeline. Contest. Free Resources. Search. 0 Subscribers.

Sales Tips: Time to Sharpen the Ax

Customer Centric Selling

By Gary Walker, EVP of Channel Sales & Operations, CustomerCentric Selling®. We talk about their sales process and what they can do to make it more effective; how to conduct a territory prospecting planning session; etc. Sales Tips: Is It Time to Sharpen the Ax?

Best 150+ Sales Tools: The Complete List (2019 Update)

Sales Hacker

Lead Generation, Productivity, Prospecting. The platform’s Sales Navigator helps you pump your pipeline with new leads and build relationships with prospects. 6sense adds a data-driven layer to your sales cycle, unlocking and prioritizing new prospects across your pipeline.

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