Zoominfo

JULY 28, 2022

In the hustle and bustle of connecting with contacts and closing deals, misrouted or slowly routed leads can sit in a backlog or end up forgotten. Account-based territory lead routing capabilities, along with parent-child relationship mapping, are critical to its revenue strategy. Using it comes at a cost.

Lead Rank 130

Lead Rank Lead Scoring Sales Qualified Lead Leads 130

Hubspot Sales

JULY 22, 2020

Sales always has been, and always will be, about closing the deal. But, sales professionals cannot rely on cold calls and haphazard prospect visits if they want to meet their sales goals and make it into the top 10%. This sales platform helps automate the most repetitive sales tasks while helping you communicate with prospects.

Tools 108

Tools Closing Territories Hubspot 108

Crunchbase

MAY 14, 2021

Prospects expect customization at every stage of the sales cycle but, as every salesperson knows, customization is impossible without accurate and relevant data. Sales intelligence can help sales teams automate research and customize outreach to book more meetings with qualified prospects. That’s where sales intelligence comes in.

Ideal Customer Profile 111

Ideal Customer Profile Data Closing Hiring 111

SBI

FEBRUARY 7, 2019

Old-School Territory Management is Dead: A Q&A with John Stewart, CEO of MapAnything. Following the recent acquisition of TerrAlign by MapAnything, I asked MapAnything CEO John Stewart to explain the relationship between map-based geo-productivity and territory optimization. So, I asked John to tell me more.

Territories 87

Territories Revenue Data CRM 87

Sales 2.0

FEBRUARY 15, 2023

“In my experience a lot of sales managers are keeping deals in their heads and they spend a lot of time discussing what they think is going to close and why. and free up time for managers to coach the reps on how to add more value in their territory for better outcomes.” There were a hundred million actions in my territory every year.

Conversion 195

Conversion Amdocs Territories Forecasting 195

Crunchbase

MARCH 23, 2023

If your team doesn’t already use sales automation software, or isn’t familiar with the benefits, we’re here to help. In this article, you’ll find everything you need to know about sales automation, the benefits of automating different parts of the sales cycle and how you can use sales automation software to close more deals.

Sales Automation 52

Sales Automation Software Software Sales Process 52

The Pipeline

JANUARY 19, 2021

For a tribe that fixates so much on the close, salespeople are way too reluctant to reveal the outcome. If prospects like the outcome they will take interest in the process. But When prospecting, not selling, you should share the ultimate outcome right at the start. By Tibor Shanto. What’s The Ultimate? What’s The Ultimate?

Territories 241

Territories Energy Up-Sell Software 241

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.

Territories 68

Territories Demographics Travel Distribution 68

Zoominfo

OCTOBER 12, 2022

When Sarena Wing took on a new international sales territory, she was excited to get started. Wing was able to lean on ZoomInfo’s Chorus conversation intelligence solution and its SalesOS platform to analyze successful deals and perform lightning-fast research on her new territory and team. Luckily for her, that era is over.

Analysis 130

Analysis Territories Scale SalesForce 130

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.

Territories 45

Territories Travel Hiring Guidelines 45

DiscoverOrg Sales

DECEMBER 18, 2018

You might recognize the most-prospected-to companies of 2018, according to DiscoverOrg’s database, as household names – but that’s not why savvy sales and marketing professionals have been pitching to them. Before we dive in, let’s take a quick look at the most-prospected-to industries. FinancialServices. Insurance. ITServices.

Company 156

Company Prospecting Oracle Transportation 156

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

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. It’s a science — understanding the market + humanization + appeal = (hopefully) more fitting prospects. Organize Prospect Info by Building a Database from Scratch.

B2B 237

B2B Trade Show Intent Data Buyer Intent 237

Cincom Smart Selling

SEPTEMBER 21, 2017

Sales management software tools cover a vast amount of functional territory. Complex organizations often require sales managers to oversee many mundane tasks and processes that support the organization itself but offer little in return in the form of increased sales, shorter closing times or happier customers. Qualifying.

Software 81

Software Software Sales Management Proposal 81

Cincom Smart Selling

SEPTEMBER 21, 2017

Sales management software tools cover a vast amount of functional territory. Complex organizations often require sales managers to oversee many mundane tasks and processes that support the organization itself but offer little in return in the form of increased sales, shorter closing times or happier customers. Qualifying.

Software 81

Software Software Sales Management Proposal 81

Apptivo

FEBRUARY 20, 2023

A good lead management software ensures that every lead from web forms, emails, and chat is automatically fed into the CRM system, preventing prospects from falling through the cracks. Your team can quickly identify the right leads and devote their time to closing the deal. Which advice do you want to provide your prospects?

Lead Rank 103

Lead Rank Lead Scoring Lead Management System 103

Zoominfo

JANUARY 11, 2021

Although each prospect is unique, your target audience will have some traits in common, based on industry, location, company size, etc. Creating customer profiles for these prospects is crucial for your marketing campaigns—and in the end, your sales. The Benefits of Creating Customer Profiles. What’s Included in a B2B Customer Profile?

Ideal Customer Profile 162

Ideal Customer Profile B2B Buyer Persona Top of Funnel 162

Hubspot Sales

DECEMBER 30, 2020

The more mature a business gets, and the more complex the prospective customer’s needs are, the more challenging it is to maintain that speedy response and personalized touch. Lead routing helps make sure the right prospects reach the right people, and at the right time, saving your business time and resources.

Lead Rank 100

Lead Rank Lead Scoring Sales Qualified Lead Leads 100

Hubspot Sales

APRIL 12, 2023

In this post, you’ll learn tips for managing your team’s sales activity and about the software that can help along the way. By identifying the key activities your reps perform daily, tracking them, and providing the tools to optimize them, you can create a framework for them to close more deals. Analyze best practices as well.

Revenue 118

Revenue Proposal SalesForce Lead Rank 118

Hubspot Sales

NOVEMBER 28, 2023

Thankfully, there are tactics you can use to encourage buy-in from your prospects. Wittman encourages salespeople to find common ground with their prospects. Acknowledge that it’s a no for now, but try to guide the prospect to agree to the product's value. When there’s more budget, perhaps the prospect will return.

Sales Qualified Lead 100

Sales Qualified Lead Lead Rank Lead Scoring Real Estate 100

Accent Technologies

APRIL 17, 2019

and the sales engagements that transpired with each of those prospects. And this is helpful as you embark down the path of identifying your ideal customer profile, setting territories, etc., but it still leaves the second gap: Prospect engagement data. Considering the state of technology at the time, this seemed logical.

Ideal Customer Profile 40

Ideal Customer Profile Data Closing Lead Rank 40

Zoominfo

JANUARY 11, 2021

Although each prospect is unique, your target audience will have some traits in common, based on industry, location, company size, etc. Creating customer profiles for these prospects is crucial for your marketing campaigns—and in the end, your sales. What’s Included in a B2B Customer Profile?

Ideal Customer Profile 100

Ideal Customer Profile B2B Buyer Persona Top of Funnel 100

Hubspot Sales

OCTOBER 5, 2017

In this growing sales landscape, we’ll outline the various processes and key strategies for prospecting -- the phase of selling that often consumes the most time and energy (and is the most crucial to get right). What Is Prospecting? What's the difference between leads and prospects? Sales Prospecting Techniques.

Prospecting 142

Prospecting Tools Top of Funnel Lead Rank 142

Hubspot Sales

SEPTEMBER 16, 2020

By having a specific set of criteria reps should look for when qualifying leads, along with a consistent set of questions they can ask in initial sales calls, reps will be more prepared walking into their initial conversations with prospects, and can feel more confident when pursuing the right leads for their offer. Territory Management.

Sales Process 124

Sales Process Ideal Customer Profile Sales Qualified Lead Territories 124

Sales and Marketing Management

FEBRUARY 22, 2021

The survivors learned to be scrappy, reprioritize on the fly and pay close attention to customer needs and motivations. We’ve now created four nurture streams (previously we had just one), segmenting prospects by job title and areas of interest as determined by our BDR team and through progressive profiling.

Webinar Metrics 177

Webinar Metrics Lead Rank Marketing Qualified Lead Cancellation 177

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. Sales Performance Management Software. Allows sales reps to build their skills.

SAP 119

SAP Oracle Compensation Territories 119

SBI Growth

OCTOBER 12, 2013

Setting Quotas, territory structures, headcounts and total compensation budgets are examples. Planning for new analytics software, Business Intelligence platform or new/upgraded CRM? Align Your Sales Process to the Buyer : Does your sales process have stages titled “Qualify”, “Propose” and “Close”?

Buyer Persona 310

Buyer Persona Territories Compensation Buyer 310

Chorus.ai

APRIL 11, 2022

What does building a truck factory have in common with selling software? And while he probably won’t need to put on a hard hat anytime soon, overseeing sales and marketing operations for a B2B software provider has offered plenty of opportunities to use the same skills that helped him in manufacturing. That’s how Scott Sutton sees it.

Cost per Acquisition 117

Cost per Acquisition Revenue Cost per Lead Lead Rank 117

Lessonly

NOVEMBER 13, 2020

The bottom line is this: Practice in sales—from mastering demos to becoming active listeners to navigating negotiations—is what makes the best teams close bigger and better deals together. Develop your territory. Ramp your reps faster than you can say “closed won”. Hence this blog post. . It turns out, it can.

Sales Enablement 42

Sales Enablement Software Software Sales Leadership 42

Hubspot Sales

APRIL 30, 2020

It listed information for all the prospects in my California territory including the company name, revenue figures, address, telephone number and — of course — the decision maker’s name and title. It’s much easier now to find out what you need to know about a prospect or a client. A lot has changed since then — or has it?

Sales Process 137

Sales Process Webinar Metrics Face-to-face Sales Qualified Lead 137

Crunchbase

JULY 27, 2022

The idea of sales operations—founded on the premise that good information combined with sound analysis will drive sales teams to better prospecting and higher closing rates—has been around since at least the 1970s. Parsing out territories. What is sales operations? Sales rep support. Sales team structure. Enhance communications.

Sales Operations 52

Sales Operations Company Territories Sales Qualified Lead 52

Sales Hacker

MARCH 27, 2018

Every business runs like a B2B sales prospecting operation. You head out to a territory (market) where you can mine (generate) something valuable, then sift (qualify) good finds from the bad. Keep your sales pipeline full by prospecting continuously. Why B2B Sales Prospecting Needs More Attention Than You Think.

B2B 87

B2B Ideal Customer Profile Sales Qualified Lead Lead Rank 87

Hubspot Sales

SEPTEMBER 10, 2019

As a sales professional, the rate at which you’re expected to guide prospects through the sales process and drive revenue for your company is likely increasing. In fact, doing so can help salespeople reach more prospects in less time and close more deals at a faster rate. Best for: Engaging with prospects who visit your website.

Tools 102

Tools Top of Funnel Hubspot CRM 102

Janek Performance Group

APRIL 2, 2024

And this often begins with prospecting. However, a Janek survey revealed 18% of sales leaders do not have set prospecting metrics. In addition, 32% don’t know how much time reps prospect. Closely related is the Customer Lifetime Value. Analyze trends over time and segment data by customer or territories.

Webinar Metrics 62

Webinar Metrics Top of Funnel Strategy Analysis 62

InsideSales.com

JULY 24, 2020

While we rely on CRM software to build territories, track our funnel, and record deals, we do not rely on it to guide reps to the right prospects or the right activities. Work on closing deals, not on prospecting . Our data shows reps spend 297% of time on opportunities that will never close.

CRM 96

CRM Scale ROI Territories 96

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. Prospecting. Territory Management. Prospecting. Unfortunately, we’ve all experienced poor sales prospecting.

Social Media 62

Social Media Territories Face-to-face Negotiation 62

Crunchbase

JUNE 21, 2022

The primary benefit of utilizing outside sales reps is that prospects receive a personalized sales experience with more detailed product information and demonstrations. There are several places where outside reps meet with prospects. Close rate – On average , outside sales have a higher close rate than inside sales.

Outside Sales 97

Outside Sales Inside Sales Hiring Face-to-face 97