Old-School Territory Management is Dead: A Q&A with John Stewart, CEO of @MapAnything

Smart Selling Tools

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.

Uncover the Blind Spots in Your Territory

Sales Benchmark Index

When your territory is changed, it opens a lot of questions for Sales Reps. To answer those questions, we built a Territory Evaluator. This downloadable tool helps you evaluate your new territory in relevant terms: Selling time as required to meet quota. Why Territories Change.

How to Create a Sales Territory Plan: 5 Simple Steps

Hubspot Sales

Sales Territory Plan. Assess Territory Quality. One of the essential pillars of a successful business is a robust and organized sales territory strategy. Studies show that effective territory management can increase overall sales, improve customer coverage, and reduce costs.

Benefits of Territory Mapping Software

Xactly

Let’s cut to the chase–if you’re not using data to drive your sales territory mapping, your territories might be hurting your sales performance more than they are helping it. Sales territory mapping software offers more benefits than sales managers may realize.

7 Must-Have Automated Documents for Sales Success

source, territory, or industry vertical—to make quick. doesn’t just save time, it closes deals. of sales organizations can improve their close rates. otherwise ready to close. regular updates and closing the feedback loop is an important. The 7 must-have automated.

The Key to Sales Territory Mapping

Xactly

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.

How to Optimize Sale Territories for a Strategic Advantage

Xactly

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. The Effect of Bad Territory Planning on Sales Performance.

Part II The Territory & Quota Management Revolution

OpenSymmetry

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.

Five Elements of an Effective Sales Territory Map

Xactly

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. .

How to Strengthen Sales Territory Planning with Data Intelligence

Xactly

Download our executive guide, "Optimizing Sales Territories for Strategic Advantage," to see how optimized territory planning can help companies maximize return on sales resources, shorten the planning process, and reduce travel inefficiencies. Sales Planning Sales Territories

How to Take Action on Your Territory Plan for a Successful Year Ahead

Openview

The beginning of the year is typically a time where you either get a new territory or simply start from scratch with your current one. How do you best take action on your territory plan? Make sure your territory plan has action items that are time sensitive. Ahh, the New Year.

When Is a 100 Day Plan Not the Right Next Step After the Deal Closes?

Sales Benchmark Index

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. 5 primary 100 day program objectives are captured here in this.

3 Things You Can Do Now To Close The Year Strong – Sales eXecution 267

The Pipeline

We each presented three things you can do to close the year strong. As a sales person, your territory is “your business”, and when you look at successful business people, one of the things executives do well is delegate. By Tibor Shanto - tibor.shanto@sellbetter.ca .

Are you Open Ended Questions Leading to Closed Ended Results? – Sales eXecution 316

The Pipeline

Odd how the biggest proponents of Open Ended questioning, end up using questions to create a Closed Ended buying environment. But having enough knowledge, confidence and curiosity to help your buyer navigate uncharted territories to get to their objectives.

Closing Sales = Sweet Success

Tom Hopkins

In the selling profession, closing is the winning score, the bottom line, the name of the game, the point of it all. If you can’t close, you’re like a football team that can’t sustain a drive long enough to score. It does you no good to play your whole game in your own territory and [.] Knowing When to Close the Sale. Related posts: Be Aware of Unique Cultural Needs in Sales. The Top 10 Killers of Sales.

Inventory Clearance B2B Style

The Pipeline

Prospects are similar, in as much that some will close, many more don’t. Territory Plan Tibor ShantoBy Tibor Shanto – tibor.shanto@sellbetter.ca. This time of year is an interesting time for the retail trade.

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Closing from a Distance

Tom Hopkins

In the past, most companies divided territories by geographical area. So, companies are more likely to claim as your territory any client who has a need for [.] Related posts: Closing Sales = Sweet Success. Barriers to Closing. Selling Skills client contact contacting clients sales closing sales skills selling skills

How To Close Sales Better… And More!

Pipeliner

Closing sales is an issue that affects everyone. This article gives actionable tips to help salespeople close better, and more. Closing: Closing sales is a part of the sales process that deserves particular attention. You might also think of closing as a natural conclusion to your hard work, as opposed to a checkbox that needs to be completed. Customers don’t want to be “closed,” they want you to help them facilitate these conclusions.

Quarterly Business Reviews Aren’t Just for Clients | Sales Strategies

Engage Selling

However, we need to do quarterly business reviews … Read More » Sales Tips account management Business Reviews closing sales Colleen Francis Engage Selling Solutions quarterly business reviews sales Sales Goals sales quarter sales success sales team sales territory????Most of my clients have a practice where they do quarterly business reviews with their best customers. This is something that I advocate as a best selling practice for key account management.

The Pipeline ? Slow to Close or Slow to Die? ? Sales eXchange ? 128

The Pipeline

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. If you cannot answer the question “is this one slow to close, or slow to die?”, Close. Territory Alignment. Home About The Pipeline. Contest.

Are You A Sales Hoarder?

The Pipeline

This kept things focused, opportunities were qualified or disqualified, closing the former, revisiting the latter. The second area where you see strong evidence of hoarding is in their approach to territories. Territory Management Tibor Shanto

The Pipeline ? Shrink Your Way To Success

The Pipeline

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. Sales Success , Territory Alignment.

Sales Tech Game Changers: @InsideView – How to Identify New Market Opportunities

Smart Selling Tools

Territory planning – We help companies understand where the greatest potential for opportunities are. In this series, we ask Sales Tech Executives to describe how their solution can change a sales organization in a significant way. We call it Sales Tech Game Changers.

Smart Selling Visions: Up-Close with Top Revenue Leader K.V. Rao, CEO of @AvisoInc

Smart Selling Tools

For the last two and half years we have been building the Aviso Insights Platform, working closely with a dozen companies, of which more than half are publicly traded. This post is part of a series of Executive Interviews of top sales and marketing solutions company executives.

How to systemize the way your sales reps generate, manage and close opportunities

InsightSquared

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.

Smart Selling Visions: Up-Close with Top Revenue Leader Leslie Stretch of @CallidusCloud

Smart Selling Tools

We enable organizations to accelerate and maximize their lead to money process by identifying the right leads, ensuring proper territory and quota distribution, enabling sales forces, automating quote and proposal generation, and streamlining sales compensation.

Smart Selling Visions: Up-Close with Top Revenue Leader Al Lieb, CEO of @ClearSlide

Smart Selling Tools

For example, tools that focus on territory management, tracking commission payments, etc. This post is part of a series of Executive Interviews of top sales and marketing solutions company executives.

The Pipeline ? Talking Long-Term ? Acting Short-Term ? Sales.

The Pipeline

One that permeates many aspects of sales, starting at planning and territory alignment, right down to day-to-day tactical aspects of sales. In Discovery, the seller is ready to pitch and close, yet the buyer is still Defining their requirements. Close. Territory Alignment.

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How to Close More Revenue Today — With The Leads You Already Have. Use The “3 L’s”.

SaaStr - Sales Strategy

Low-scored leads are also a great way to train new junior sales reps, or even give SDRs a chance to close. Don’t just use round robin or territories, at least not without an additional layer of analysis. If you’re past $4m-$5m or so in revenue, this post isn’t for you.

Announcing Our 3rd Annual Guide to the Best Sales Acceleration Tools #TopSalesTools

Smart Selling Tools

There’s no better place to learn how you can get more leads, motivate your sales reps, get deals signed faster, hold better conversations, convert more leads into opportunities, strategize, collaborate, forecast, follow-up, engage, AND close. Territory Management & Quota.

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The Pipeline ? Retarded Sales Behavior and The Reasons We.

The Pipeline

Instead of being thought-leaders we’ve become frenetic, selfish territory managers. We’ve become a craft of neurotic protagonists all running around spouting the latest “closing lines” and hoping again hope that we have the luck to churn out a respectable quota this quarter. Close.

What Sales Tools do You Use to Fuel Your Revenue?

Smart Selling Tools

There’s no better place to learn how you can get more leads, motivate your sales reps, get deals signed faster, hold better conversations, convert more leads into opportunities, strategize, collaborate, forecast, follow-up, engage, AND close. Territory & Account Planning.

The Pipeline ? ?But we're not IBM?

The Pipeline

If you are in sales and your mandate is to sell to companies within your geographical territory, you have probably faced a scenario similar to the one that follows. Close. Territory Alignment. Home About The Pipeline. Contest. Free Resources. Search. 0 Subscribers.

Smart Selling Visions: Up-Close with Top Revenue Leader Leslie Stretch of @CallidusCloud

Smart Selling Tools

We enable organizations to accelerate and maximize their lead to money process by identifying the right leads, ensuring proper territory and quota distribution, enabling sales forces, automating quote and proposal generation, and streamlining sales compensation.

Smart Selling Visions: Up-Close with Top Revenue Leader Leslie Stretch of @CallidusCloud

Smart Selling Tools

We enable organizations to accelerate and maximize their lead to money process by identifying the right leads, ensuring proper territory and quota distribution, enabling sales forces, automating quote and proposal generation, and streamlining sales compensation.

Beware of The Player-Coach

Engage Selling

” That is, assigning a role that is both coaching and managing a team while also having their own territory or clients that they manage on their own. A huge mistake growing businesses make is assigning an individual as a “player-coach.”

Five Keys to Accelerated Lead to Money

OpenSymmetry

I understand the constant struggle of trying to get all lines of business onboard and understanding the entire process from capturing a new name to tracking it all the way to closed won/lost opportunities. Territory and Quota Solutions.

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Price is Only A State of Mind

The Sales Hunter

Discussing with a salesperson the concerns he or she is having closing sales is something I do quite a bit. Everything was about his market, his territory, his customers — or I should say, “lack of customers” and his belief system.

What Sales Tools do You Use to Fuel Your Revenue?

Smart Selling Tools

There’s no better place to learn how you can get more leads, motivate your sales reps, get deals signed faster, hold better conversations, convert more leads into opportunities, strategize, collaborate, forecast, follow-up, engage, AND close. Territory & Account Planning.

Tools 68

What Sales Tools do You Use to Fuel Your Revenue?

Smart Selling Tools

There’s no better place to learn how you can get more leads, motivate your sales reps, get deals signed faster, hold better conversations, convert more leads into opportunities, strategize, collaborate, forecast, follow-up, engage, AND close. Territory & Account Planning.