Gong.io

DECEMBER 15, 2022

The value of sales territories isn’t lost on most sales leaders (and if it is, we’ll clarify that shortly). The problem is making your sales territory planning fair without swallowing up your time. . What is sales territory mapping, and why is it important? What is sales territory mapping, and why is it important?

Territories 62

Territories Ideal Customer Profile Hiring Forecasting 62

SBI Growth

OCTOBER 8, 2012

Where I have seen some of the greatest amount of pain is around territory design. So let's walk through my framework on how to optimize inside sales territories. 4 Lenses to Optimize for Inside Sales Territories. This will enable you to design territories where each sales representative has room to sell.

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Territories Inside Sales Ideal Customer Profile Lead Rank 257

Zoominfo

MAY 11, 2020

But don’t forget about your sales territory plan. What is a Sales Territory Plan? A sales territory refers to a geographical location that is assigned to a specific sales rep or sales team, for the purpose of targeting prospects within that area. Why is Sales Territory Planning Important?

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Territories Outsourcing Services Buyer Ideal Customer Profile 100

Xactly

AUGUST 13, 2018

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. See if your sales territories have room for improvement.

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Territories Software Software Benefit 70

Crunchbase

APRIL 11, 2023

In this guide, we’ll cover different prospecting tactics — including tips on how to identify and qualify leads more quickly and efficiently — that will have you closing more deals in no time. This type of selling is often used in B2B sales, but it can be used in B2C sales as well.

Ideal Customer Profile 98

Ideal Customer Profile Closing Prospecting Intent Data 98

Crunchbase

APRIL 11, 2023

In this guide, we’ll cover different prospecting tactics — including tips on how to identify and qualify leads more quickly and efficiently — that will have you closing more deals in no time. This type of selling is often used in B2B sales, but it can be used in B2C sales as well.

Ideal Customer Profile 98

Ideal Customer Profile Closing Prospecting Intent Data 98

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.

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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.” Paul agrees that some companies have too many sales tools.

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Conversion Amdocs Territories Forecasting 195

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

Mindtickle

APRIL 10, 2024

For example, let’s say an organization finds that its best sellers frequently use a specific piece of sales content to close deals. For example, you may find that one of your top sellers uses a specific piece of sales content every time they close a deal in a specific industry. But not just any content will do.

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Analytics Top of Funnel Revenue Closing 52

InsightSquared

MARCH 18, 2020

However, this is uncharted territory for many, and can be difficult to adapt to. The following are four free tools that integrate directly into your Salesforce* function and bring both stability and predictability to your sales process. All tools are available via the Salesforce AppExchange except Champ! Pipeline History.

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Tools Top of Funnel Funnel SalesForce 79

The Pipeline

SEPTEMBER 15, 2014

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. Hence the title of today’s post, featuring my contribution. A variation on the delegate route, is automation.

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Outsourcing Services Closing Hiring Social Selling 306

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.

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Analysis Territories Scale SalesForce 130

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.

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Territories Travel Webinar Metrics How To 49

SBI

MAY 7, 2014

Today’s best-in-class sales organizations implement a variety of sales tools to impact their revenue. Announcing the Top 40 Sales Tools of 2014 - a multi-media guide that brings you up to speed on the best tools to increase sale productivity. See which tools we chose for: Contract Management and eSigning.

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Sales Tools Tools Revenue InsideSales 139

Hubspot Sales

SEPTEMBER 10, 2019

In fact, doing so can help salespeople reach more prospects in less time and close more deals at a faster rate. With this mindset and the right tools, salespeople can become more efficient and effective with little to no additional effort. If you’re looking for growth hacking tools to help your sales team, check out these options.

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Tools Top of Funnel Hubspot CRM 102

SBI

JANUARY 31, 2020

TechTarget Priority Engine Email Alerts Help Sales Teams Take Immediate Action on the Best Opportunities in Their Territory. New alerts now make it even easier for reps to access TechTarget’s purchase intent insight to close more deals faster. ndrew Gilman, Head of Marketing, NWN Corporation. It offers a key account planning and.

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Engineering Territories Opportunity Intent 74

Janek Performance Group

APRIL 17, 2024

They then leverage research tools and market insights to pinpoint promising opportunities. These include conducting product demonstrations, negotiating contracts, and closing deals. They can streamline the sales process and reduce the need for expensive lead generation tools or outsourcing services.

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Outsourcing Services B2B Lead Rank Sales Qualified Lead 118

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 Decision Maker Licensing 178

Hubspot Sales

DECEMBER 30, 2020

Mature lead routing models take multiple factors into account, like deal value, territory or geography, use case or specialization, or a combination of multiple factors by a lead scoring system. Tools like Clearbit can help pull in data about customer’s company size and value to pre-populate CRM data.

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Lead Rank Lead Scoring Sales Qualified Lead Leads 100

Crunchbase

MAY 18, 2023

They must do more with less and move quickly to close deals at a time when the B2B sales cycle has slowed. Closing deals more efficiently and removing friction from the sales cycle have become the real difference-makers. Generative AI tools like ChatGPT have taken the world by storm — particularly the sales space.

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Sales Cycle Lead Rank Lead Scoring Sales Qualified Lead 98

LeadFuze

NOVEMBER 30, 2021

Sales Tools that Actually Matter: Building your Sales Playbook. Small companies often struggle to provide the tools that salespeople need. Gathering information from sellers is the key to creating successful sales tools. If they live in Salesforce, then put the information there or integrate it with a tool like Salesforce.

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Sales Tools Tools Hiring Lead Rank 52

Partners in Excellence

SEPTEMBER 14, 2023

There are a lot of powerful tools that help sellers improve their productivity in these non-selling activities. While millions are invested in these tools, too often, sellers aren’t using them as they should, as a result they aren’t getting the productivity improvements, while we continue to spend money on these things.

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CRM Proposal Maximizer Up-Sell 129

SugarCRM

JANUARY 18, 2024

Sales intelligence tools! In fact, 43% of salespeople made use of sales intelligence tools and intent data in 2023, a 54% increase from two years ago. Intent data is a powerful tool to identify buying groups that have not contacted sales. Well, SDR-generated pipelines are taking a hit, but guess what’s booming?

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Intent Data Intent SugarCRM Data 26

SBI Growth

FEBRUARY 5, 2014

To make your assessment easy, SBI has created a 10-point Compensation Inspection tool. This simple, free, downloadable tool reveals the vital signs of your plan. They roll out the draft plans in November, have a few meetings, adjust the territories and quotas, roll it out to the field and run off to the next challenge.".

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Compensation Territories Hiring Commission 288

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. But too often, tools are added without assessing their compatibility with existing tech. Having a tool like this makes me more valuable,” Real says.

Lead Rank 130

Lead Rank Lead Scoring Sales Qualified Lead Leads 130

Crunchbase

MARCH 13, 2023

It’s the “Goldilocks” sweet-spot sale; something scaled down sales teams can still nurture, execute and most importantly, close. Make smarter territory choices Hard times mean hard choices. For teams with reduced headcounts, that usually means better territory planning. But it doesn’t matter what it looks like on the outside.

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Territories Churn Face-to-face SME 59

Zoominfo

JANUARY 15, 2021

Sales reps can easily lose a successful sale if they don’t have the right tools or framework to work with. Sales intelligence encompasses data types and tools that give insights on prospective customers, target audiences, and buyer behavior. Features for Market Intelligence and Sales Intelligence Tools.

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Sales Qualified Lead Marketing Marketing Qualified Lead Lead Rank 207

Pipeliner

OCTOBER 15, 2018

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. Customers don’t want to be “closed,” they want you to help them facilitate these conclusions.

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Closing How To Top of Funnel Call-back 72

Salesmate

OCTOBER 22, 2021

Moreover, you’ll be getting access to our sales commission calculator tool in this article, so stay tuned. Help your reps close more deals! The more deals your sales reps close , the more commission they’ll earn. The tiered commission structure is best for the companies that want to encourage their reps to close more deals.

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Commission Motivation Tools Salary 52

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). Related: How to Create an Epic Sales Coaching Culture Befriend your CRM and other tools The CRM is a salesperson’s best friend.

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Ideal Customer Profile Study Sales Cycle Top of Funnel 84

Partners in Excellence

SEPTEMBER 21, 2023

For example customer meeting preparation, deal negotiation and closing are critical to getting the work done with customers. For example, some of this time might be training–learning more about how to sell, developing business acumen, learning new tools to help us become more productive. Or sales planning at 14% of seller time.

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Territories Examples Negotiation Meeting 81

SBI

MAY 6, 2014

Today’s best-in-class sales organizations implement a variety of sales tools to impact their revenue. Announcing the Top 40 Sales Tools of 2014 - a multi-media guide that brings you up to speed on the best tools to increase sale productivity. See which tools we chose for: Contract Management and eSigning. InsideSales.

Sales Tools 57

Sales Tools Tools Revenue InsideSales 57

SBI Growth

OCTOBER 4, 2013

My last blog discussed how to Make it Rain in Q4 and close the year strong. Gain access to guides and tools to help you make the number in 2014. Territory Potential: Growth rates for newer territories will rapidly outpace more mature markets. These include Territory Vacancy Rate and Talent Level (sales rep).

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Quota Ideal Customer Profile Territories Demographics 306

Zoominfo

APRIL 5, 2023

As companies add and reallocate talent, enter new markets and territories, and adopt more security tools, corporate email systems are becoming increasingly complex. The number of email patterns was also closely correlated with the size of the company: For companies with at least 50 employees, about 21% had two or more email patterns.

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Sales Qualified Lead Scale System Ideal Customer Profile 130

Sales and Marketing Management

MARCH 25, 2019

Close management of the sales team will be crucial. With cutting-edge digital tools, considerably smaller sales teams can gain much more knowledge about their customers and how they intend to use their products. They can take it one step further by using data to divide sales territories more efficiently.

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B2B Segment Ideal Customer Profile B2C 254

SBI Growth

DECEMBER 5, 2013

Did you directly enable the sales organization to close more business? After evaluating your team and their tools, you might ask “Where do I start?” Don’t do a territory redesign project without knowing exactly who you’re targeting. Messaging is focused, content is relevant, closing rates go up.

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Top of Funnel Territories Scale Segment 296