Practical Market, Territory and Account Planning

Pipeliner

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.

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?

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 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.

Do Your Best Sales Detective Work On Prospects

Pipeliner

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.

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.

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.

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.

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 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.

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.

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?

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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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.

How To 314

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.

How to Identify your Team’s Most Effective Prospectors

LeadIQ

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.

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.

Is Anyone Leading Lead Management?

Pointclear

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.

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!

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

Pointclear

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.

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.

How to Identify your Team’s Most Effective Prospectors

LeadIQ

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.

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.

System 157

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.

How to upgrade your team from Google Docs to Nutshell

Nutshell

At the very least, they’re intimidated by the prospect of going from software anyone can use to software than needs to be learned. Then, Nutshell Intelligence will automatically enhance your Google contact records with information pulled from social channels and public databases, filling in job titles, locations, company details and more. “We prefer to work off of spreadsheets” is one of those great lies that sales organizations like to tell themselves.

12 inside sales skills you need to master to be a top-performing rep

Close.io

Then after that, we’ll dive into the hard sales skills every rep needs to hone, like how to use specific tools & technologies, prospecting, lead qualification, negotiating and more. What happens when you dial a prospect and they pick up the phone? Speak your prospect’s language.

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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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?

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 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?

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.

Four Reasons Sales Managers Fail

MJ Hoffman

Suppose the C-suite decides to shift from a geographic to vertical-based territory system. You might be a horrible leader, but if you stay in sales long enough, you will be promoted to management.

Four Reasons Sales Managers Fail

MJ Hoffman

Suppose the C-suite decides to shift from a geographic to vertical-based territory system. You might be a horrible leader, but if you stay in sales long enough, you will be promoted to management.

Are “Traditional” Selling Skills Even Relevant Anymore?

Partners in Excellence

We all know the story—buying has changed profoundly, complex buying is chaotic, we need to be customer focused/driven, we need to create value in every interaction… At the same time, customers have many more sources/channels for information to help in their buying decisions, AI/ML technologies will make many transactional sales roles less necessary (tough this isn’t new news). Categorize this post as “thinking out loud.”

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?

10 Ways To Optimize Your Sales Process Through Sales Data

Sales Hacker

Sales region / territory. After segmenting your leads, you may notice that certain channels produce better, faster or more leads. Channel. Channel is where your audience exists. Contact between a sales rep and a prospect increases in frequency as a deal approaches a close.

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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.