Xactly

AUGUST 2, 2018

The sales territory is a geographical area that is managed by a sales rep or sales team. A territory can be defined by sales potential, history, geography, or a combination of the above. The objective is to make sure sales territories are balanced to help increase revenues. . Take Assessment.

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Territories Demographics Travel Distribution 68

The Pipeline

SEPTEMBER 15, 2014

We each presented three things you can do to close the year strong. There could be a question of priorities and changing objectives; a host of factors that could make someone ready now that may have hesitated in February or March. Hence the title of today’s post, featuring my contribution. What’s in Your Pipeline? Tibor Shanto .

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Outsourcing Services Closing Hiring Social Selling 306

Xactly

JUNE 13, 2018

Effective territory design is the basis of strategic sales planning. Balanced territories allow you to set fair quotas, which have a huge impact on your incentive compensation and success of your salesforce. Ultimately, if your sales territories aren’t optimized, you hinder sales reps’ motivation and performance.

Territories 49

Territories Travel Webinar Metrics How To 49

Xactly

JULY 18, 2018

In order to manage your sales performance, you need effective sales territory mapping. Sales territory design must be a thoughtful process that involves data and a balancing act to ensure every sales rep has adequate sales potential within their territory. Use Data-driven Intelligence to Map Territories. Download Guide.

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Territories Travel Hiring Guidelines 45

Mr. Inside Sales

MARCH 25, 2021

Skill level of the sales rep is the most important thing; however, there are other variables like the type of lead—inbound versus outbound; the territory; existing client or new prospect; the marketing and/or branding of the company, etc., They make more closing calls. are just a few of the other factors that influence sales.

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Face-to-face Gatekeeper Licensing Decision Maker 178

The Pipeline

NOVEMBER 9, 2015

Odd how the biggest proponents of Open Ended questioning, end up using questions to create a Closed Ended buying environment. Get them to think of their objectives, about the path forward, and the possibilities those objectives Open Up. You can hear it when they “wouldn’t you agree that if…., then you would be able to ….

Lead Rank 120

Lead Rank Lead Scoring Closing Leads 120

Sales Hacker

DECEMBER 9, 2022

Start your sales planning efforts with account segmentation to fill your territories with fruitful opportunities and increase your sellers’ ability to hit quotas. Consider new territory rules that reflect changes in the market (and your business). Related: Your Territory Model Is Hurting Attainment. Territory profiles .

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Lead Rank Territories Lead Scoring Quota 98

Pipeliner

NOVEMBER 22, 2019

The holidays loom, the weather cools and we’re inundated with articles about how to close the year strong. Not when the sales reps’ objectives are to close the year strong. They’re the reps making those self-serving calls in attempts to close their year strong. It’s the end of the year. Self-serving? Is that a bit harsh?

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Closing Government Channels Vendor 94

Janek Performance Group

JANUARY 16, 2024

A salary-only plan might not align as closely with the company’s revenue goals, as there’s no direct correlation between sales success and compensation. When a sales rep’s pay is directly tied to the deals they close, many will be extra motivated to identify the best targets, make the extra calls, and work longer hours to get things done.

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Compensation Salary Commission Margin 118

Janek Performance Group

APRIL 17, 2024

These include conducting product demonstrations, negotiating contracts, and closing deals. This includes lead handoff criteria, territory ownership, and commission structures, which can undermine collaboration and cohesion. Foster close collaboration between BDRs, sales teams, and marketing departments.

Outsourcing Services 118

Outsourcing Services B2B Lead Rank Sales Qualified Lead 118

Zoominfo

DECEMBER 15, 2020

Which means things shaking up in the B2B world — holiday emails are being blasted, sales deals are being closed, and 2021 recruitment strategies are finishing up. Smooth Out the Sales Process by Mastering Objections. “I And this is no time to be a deer in the headlights — it’ll lower your chance of a close.

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B2B Trade Show Intent Data Buyer Intent 237

Partners in Excellence

SEPTEMBER 14, 2023

Look at typical pipeline, deal, prospecting, territory, account reviews. We come in poorly prepared, we wander, we don’t have clear objectives, so we accomplish very little (keep this in mind for when we talk about using that selling time effectively). We found it generally took 22 meetings or interactions to close.

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CRM Proposal Maximizer Up-Sell 138

SBI Growth

SEPTEMBER 1, 2018

5 primary 100 day program objectives are captured here in this. Purchasing companies comes with an expectation of a rate of return on a timeline. The 100 day plan is a generally accepted strategy and process for long-term value creation.

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Closing Objections Strategy Company 153

Hubspot Sales

SEPTEMBER 16, 2020

During the planning stage, salespeople should have clarity around the following questions: What is the objective of the sales call? What objections do you expect to encounter? This process often ramps up after the initial deal has closed to ensure the success and satisfaction of the customer. Territory Management.

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Sales Process Ideal Customer Profile Sales Qualified Lead Territories 124

Sales Hacker

OCTOBER 10, 2019

Here’s what we’re going to cover: Salesforce objects. Data Governance & Salesforce Objects. Whether your selling model is transactional, self-service, enterprise, or a combination of these, you will need to set up some objects in Salesforce that support the sales and eventual retention strategies of your business.

Government 58

Government SalesForce Objections Lead Rank 58

Shari Levitin

MARCH 9, 2023

Leopards We were fortunate to get close enough to see the rosettes on this female, the spots that uniquely define her. It’s easy to put off sending emails, cold calling and stalking new territories, but like the leopard, this is the lifeblood of your business. Here’s a crazy idea: what if you bring up an objection first?

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ACT Territories Sports Cold Calling 118

MTD Sales Training

JUNE 20, 2018

Here are a few tips: Divide your territory in a way that makes sense. One of the first steps to effective territory management is to have a concrete view of current customers, potential customers, competitors’ activity, and the location of all of these. Have primary and secondary objectives. Craft a custom message.

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Sales Qualified Lead Leads Marketing Qualified Lead Territories 120

The Spiff Blog

FEBRUARY 9, 2023

These functions include territory management, goal setting, capacity modeling, forecasting, sales performance improvement, seller experience, and countless other exercises that set a business up for success– or failure. In fact, optimizing territory design can increase sales by 2 to 7% each year ( source ).

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Quota Revenue Lead Rank Territories 70

SBI Growth

APRIL 21, 2013

Every time there’s a territory rezoning he bellyaches. Or If you chop up my territory, I’ll look somewhere else. How to Spot Them: Look at the number of prospects in each territory. No territory should have twice the amount of any other. It''s not to protect or reward those that undermine your objectives.

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Territories Quota Engineering Resources 303

The Pipeline

AUGUST 27, 2019

If you are a full-cycle rep, with a demanding client base in a defined territory, 23% is not bad. In the process telegraphing to the buyer that despite everything you said to this point, the real object here is your quota. Which is OK, it’s just not good to lead with, because you’ll have to close with it as well. Well you can.

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Wireless Discount Face-to-face Scale 264

Sales and Marketing Management

JULY 11, 2019

Define objectives. The territory. By splitting out activities, e.g., prospecting, closing, social selling, companies can put a real know-how into place and differentiate among the competition. Integrating marketing teams is also critical, as sales and marketing teams are becoming more and more closely linked.

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SME Social Selling Follow-up Territories 209

Gong.io

AUGUST 24, 2022

Sales managers use forecasts for territory planning as well. If you know that next quarter, you’ve got an expected $250k in revenue from one territory and only $100k in expected revenue from a second; you can more appropriately allocate resources to the more lucrative geography. Sales forecasts: responsibilities, objectives, and uses

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Sales Forecasts Forecasting Hiring How To 62

Hubspot Sales

OCTOBER 2, 2019

For example, if a sales rep earns a 15% commission for each deal they close, and are projected to close $100,000 in sales for the quarter, then your finance team will anticipate an allocation of $15,000 in commission payroll for that rep. Communicate objectives to your team and get their buy-in.

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SAP Oracle Compensation Territories 119

The Pipeline

DECEMBER 19, 2011

Slow to Close or Slow to Die? If you are stuck in a stage or a sale too long, it is less likely to close. The challenge sometime are those opportunities that do not conform, but are still viable opportunities, the ones that cause you to ask: “is this one slow to close, or slow to die?” Objection Handling.

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Pipeline Closing Top of Funnel Hiring 222

MTD Sales Training

AUGUST 30, 2012

While it should be only on rare occasions, there are times when you will need to offer a discount and lower your price to close the sale. A well-orchestrated and properly timed price drop can indeed help close a sale. Always keep in mind that a price objection is not about price; it is about value. Hold your price. #2:

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Territories Discount Referrals Negotiation 279

InsightSquared

JANUARY 8, 2018

If I have something that has a close date coming up and I see there are zero activities against it with 10 days left in the month/quarter, I start to wonder how the rep will actually close it. But often not, and this view is a great indicator of what we can expect to close. Q: When do reps see the Momentum score?

Opportunity 54

Opportunity Closing System Lead Rank 54

The Pipeline

FEBRUARY 3, 2012

Stored in Attitude , Business Acumen , EDGE Sales Process , Metrics , Productivity , Sales Success , Territory Alignment , execution. By shrinking your territories, strategically where it make sense. logically shrink territories. logically shrink territories. Not all sales people have the same skills.

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Pipeline Territories Harvest Cold Calling 212

Sales Hacker

DECEMBER 1, 2022

Typically, SDRs work from one of two territory models: Static territories based on geography or vertical or business segment. Conversely, in the territory model, you miss out on revenue because some reps have far more accounts than they can ever work. Related: How to Overcome the 10 Most Common Sales Objections.

Account 77

Account Lead Rank Ideal Customer Profile Territories 77

Close.io

OCTOBER 8, 2019

Enterprise sales can be a treacherous territory if you’re an inexperienced startup founder. We closed the deal. We didn't ask her what her objectives were, and how we could help her achieve them. We worked almost nine months on closing the deal. What are major objections different stakeholders have? Awesomesauce!

Oracle 53

Oracle Enterprise Enterprise Google 53

BrainShark

AUGUST 24, 2022

With training and coaching to support the development of critical sales skills, organizations can equip their sellers to close more and bigger deals, all while ensuring time with buyers is well-spent. Objection Handling. Territory Management. Objection Handling. Sales objections are a fact of life for reps.

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Social Media Territories Face-to-face Negotiation 62

Highspot

FEBRUARY 14, 2024

This plan serves as a roadmap, outlining clear objectives, targeted customer segments, and actionable tactics to drive sales and promote brand awareness. It addresses how sales representatives engage with prospects, close deals, and meet revenue targets.

Paid Content 52

Paid Content Lead Rank Top of Funnel Marketing 52

Highspot

FEBRUARY 14, 2024

This plan serves as a roadmap, outlining clear objectives, targeted customer segments, and actionable tactics to drive sales and promote brand awareness. It addresses how sales representatives engage with prospects, close deals, and meet revenue targets.

Paid Content 52

Paid Content Lead Rank Top of Funnel Marketing 52

SalesLoft

FEBRUARY 19, 2020

1) Handling Objections & Rejections. Objections come with the territory when making cold calls. Attend to hear Kevin Dorsey, VP of Inside Sales at PatientPop, share how to handle objections and bounce back from rejection. . Personalization done right leads to happier prospects and more closed deals.

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Revenue Scale Inside Sales Cold Calling 95

Shari Levitin

JUNE 14, 2023

Leopards We were fortunate to get close enough to see the rosettes on this female, the spots that uniquely define her. What if you bring up an objection first? It requires the ability to be alone in thought at times and the necessity of going out and conquering wild new territories. If you want to sell more, lead with empathy.

ACT 62

ACT Territories Cold Calling Exercises 62

Pipeliner

JULY 18, 2019

What to look for while setting up a sales office in a new territory. Firstly, the market dynamics in the new territory can be dramatically different from what you are used to in your role. Before you get started on your assignment, it is important to look at the long term objectives for your organization.

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Hiring Territories Scale Networking 71

Partners in Excellence

MARCH 4, 2024

territory manager or something like that. So I started to use data as the starting point of building a new behavior, because data is objective, non-contestable, and speaks for itself. And it was a virtuous spiral because the more I was visiting new customers, the bigger my database was and the easier I could sell…effortlessly.

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Coaching Data Territories Lead Rank 77

Sales Hacker

MAY 29, 2023

to being an account executive who’s closed more than 70 logos — I would say I have grown quite a lot professionally. The idea is here to study the lifecycle of a lead from qualification to close (or loss). You’ll learn the basic and common objections that are thrown at AEs, and how the AEs handle them. I’m not sure, Mom.

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Ideal Customer Profile Sales Cycle Study Top of Funnel 84