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.

Territories 70

Territories Software Software Benefit 70

The Pipeline

SEPTEMBER 15, 2014

In the discussions leading up to the event we wanted to deliver something of substance, people can put into practice right away in almost every market segment, and something that would have impact now, before the end of the year. We each presented three things you can do to close the year strong. What’s in Your Pipeline?

Outsourcing Services 306

Outsourcing Services Closing Hiring Social Selling 306

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

Mindtickle

APRIL 10, 2024

The harsh reality is that most B2B sales content ends up on the shelf. For example, let’s say an organization finds that its best sellers frequently use a specific piece of sales content to close deals. Sales content analytics helps drive deal acceleration Sales content helps reps close more deals.

Analytics 52

Analytics Top of Funnel Revenue Closing 52

Hubspot Sales

JULY 22, 2020

Sales always has been, and always will be, about closing the deal. In reality, sales professionals and managers need to have access to the best available sales planning tools to help them boost sales productivity and close more and bigger deals. HubSpot Sales Platform. Pricing: Free. HubSpot Email Scheduling. Pricing: Free. Plan 2 Win.

Tools 108

Tools Closing Territories Hubspot 108

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. I think you can get AI to figure out what the likely outcomes are based on all risk factors and the market you’re selling into etc. Companies want “one throat to choke!”

Conversion 195

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.

Territories 68

Territories Demographics Travel Distribution 68

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

The Pipeline

JANUARY 19, 2021

For a tribe that fixates so much on the close, salespeople are way too reluctant to reveal the outcome. But When prospecting, not selling, you should share the ultimate outcome right at the start. Foreign territory indeed, but not scary, very navigable, one just needs to try. By Tibor Shanto. What’s The Ultimate?

Territories 241

Territories Energy Up-Sell Software 241

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

Zoominfo

OCTOBER 12, 2022

When Sarena Wing took on a new international sales territory, she was excited to get started. But she also knew she needed to get up to speed very quickly. For sales professionals, conversations aren’t just about closing deals — they’re also about cultivating relationships. Luckily for her, that era is over.

Analysis 130

Analysis Territories Scale SalesForce 130

SBI

DECEMBER 16, 2014

In essence, we’re bringing science to the art of selling. Meaningful data can help improve and change how you sell and how you refine products and services. New technologies open up interesting applications and use cases that weren’t possible before. Historically, sales tools didn’t directly impact sales processes.

Up-Sell 130

Up-Sell Decision Maker Forecasting Revenue 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.

Territories 49

Territories Travel Webinar Metrics How To 49

Tenbound

APRIL 19, 2024

Last but not least, don’t forget to; “LinkedIn connect, and don’t sell!” This includes respect for the Sales Development motion and people, the importance of alignment between teams, and a focus on setting the SDR and AE up for success. What’s the best cold call opener? Which subject lines and email templates are working?

Webinar Metrics 45

Webinar Metrics Sales Qualified Lead Account Lead Rank 45

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 .

Lead Rank 98

Lead Rank Territories Lead Scoring Quota 98

Partners in Excellence

SEPTEMBER 14, 2023

Time Available For Selling is a critical issue for everyone in sales. But before I go into a further discussion about time available for selling, let me first define how I look at time available for selling. There are review meetings-ideally to help improve their selling performance.

CRM 138

CRM Proposal Maximizer Up-Sell 138

Zoominfo

NOVEMBER 1, 2022

But along with that practical insight, you also get great stories — concrete examples of how your work makes a difference in people’s lives, from the first time they check the email over their morning coffee to the moment they close their laptops at the end of the day. Selling in today’s economy is tough enough.

Prospecting 130

Prospecting Hiring Face-to-face Intent Data 130

OpenSymmetry

MARCH 16, 2016

The Territory & Quota Management Revolution – New Incentive Compensation Platforms Blazing the Trails to Greater Efficiencies. Gone are the simplistic days of sales reps simply “having a patch” to cover for selling their goods and services. Territory Definition and Modeling.

Territories 40

Territories Quota Incentives Incentive 40

Pointclear

NOVEMBER 27, 2017

Territory turnover for this new sales manager isn’t unusual, but the solution can be evasive, expensive and humbling. He had 10 sales territories in his domestic North American sales force. Now everybody was scrambling, with a lot of pressure on those remaining to make up the difference. The Situation. Why it Matters.

Forecasting 124

Forecasting Sales Forecasts Territories Sales Qualified Lead 124

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.

Closing 72

Closing How To Top of Funnel Call-back 72

SBI Growth

OCTOBER 4, 2013

My last blog discussed how to Make it Rain in Q4 and close the year strong. To assist you further, sign-up for SBI’s Sales & Marketing Research Review here. Bottom-Up Quota Setting. Bottom-Up Quota Setting: Validating quota from a Sales Rep & Sales Management perspective. Sometimes this metric is all that matters.

Quota 306

Quota Ideal Customer Profile Territories Demographics 306

Partners in Excellence

SEPTEMBER 21, 2023

A lot of the conversation focuses on “freeing up time.” ” But as I think about it, is the issue really about freeing up time or is it about using our time more effectively? For example customer meeting preparation, deal negotiation and closing are critical to getting the work done with customers.

Territories 81

Territories Examples Negotiation Meeting 81

Janek Performance Group

APRIL 17, 2024

Through consistent follow-up and relationship-building activities, BDRs can expand sales pipelines. This is accomplished by uncovering additional opportunities and cross-selling/up-selling to existing clients. These include conducting product demonstrations, negotiating contracts, and closing deals.

Outsourcing Services 62

Outsourcing Services B2B Lead Rank Sales Qualified Lead 62

SBI

MARCH 18, 2015

The weekly sales forecasting process is the heartbeat of a sales teams’ activities, and intended to be a roadmap for the selling period. It currently takes legions of spreadsheets and armies of analysts in sales operations to roll up a sales forecast which ends up being immediately out of date.

Up-Sell 50

Up-Sell Revenue Sales Forecasts Forecasting 50

Hubspot Sales

FEBRUARY 12, 2024

That’s why I’m not the biggest fan of the one-call close. They’re trained to sell to anyone who wants to buy and facilitate a quick buying process — but as inbound salespeople, we know who our products are made for, and we should only be selling to customers who are going to leverage value over time. Their vertical market (i.e.

Hubspot 115

Hubspot Sales Process Buyer Churn 115

Shari Levitin

MARCH 9, 2023

If you want to sell more, lead with empathy. 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. Where does courage live?

ACT 118

ACT Territories Sports Cold Calling 118

The Pipeline

DECEMBER 19, 2011

Sign up for our Email Newsletter. Slow to Close or Slow to Die? Eventually this build up does clog the flow of deals and opportunities through the pipeline and results in a massive attack on your income and success. If you are stuck in a stage or a sale too long, it is less likely to close. Home About The Pipeline.

Pipeline 222

Pipeline Closing Top of Funnel Hiring 222

Sales and Marketing Management

MARCH 25, 2019

Close management of the sales team will be crucial. Self-service tools and a well-designed online shop help cater for this segment much more efficiently and free up resources for higher-paying customers. Selling solutions, not products, is one of the main pieces of advice to win with digital transformation.

B2B 254

B2B Segment Ideal Customer Profile B2C 254

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. How can an organization set themselves up for success by nailing the quota setting process?

Quota 70

Quota Revenue Lead Rank Territories 70

Sales and Marketing Management

JULY 11, 2019

Author: David Bernard The organization of a sales team is always relevant no matter what size a business is, whether a start-up, an SME or a Fortune 500 company. During the last quarter, a more in-depth analysis with the full year’s results can set up any major changes for the following year. The territory. Define objectives.

SME 209

SME Social Selling Follow-up Territories 209

Crunchbase

JANUARY 22, 2020

According to sources, SDRs should spend up to 90% of their daily activities sales prospecting. Tip: Free users can add up to two filters and see the first five results. Pro users can add up to 25 filters and see up to 100,000 results. Sell into a niche segment? Most popular filters for sales reps. Any questions?

Ideal Customer Profile 52

Ideal Customer Profile Closing Leads Marketing Qualified Lead 52

Corporate Visions

JULY 2, 2020

As you move up the y-axis, those programs gain more executive altitude , becoming more strategic and immediately impactful to the company’s growth agenda. The Second Wave: Territory Plans. The second wave of sales enablement, moving up and to the right, is what we call the Territory Planning wave.

Sales Enablement 105

Sales Enablement Webinar Metrics Territories Top of Funnel 105

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. According to Demand Gen Report ‘s 2022 B2B Buyer Behavior Survey , 55% of buyers say their purchasing timelines have grown, while 82% of sales professionals have had to adapt quickly to new ways of selling. The result?

Sales Cycle 98

Sales Cycle Lead Rank Lead Scoring Sales Qualified Lead 98

The Pipeline

FEBRUARY 3, 2012

Sign up for our Email Newsletter. 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. Free Resources.

Pipeline 212

Pipeline Territories Harvest Cold Calling 212

Hubspot Sales

SEPTEMBER 4, 2020

Whether you manage a specific territory, customer account, or service, there is likely a segment of your company’s business that you are responsible for when it comes to generating revenue. That’s a big responsibility, especially in a competitive landscape, but I know you’re up for the challenge. Hone in your listening skills.

Territories 112

Territories Demographics Sales Cycle Social Media 112

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. Just stay out of her way and let her sell. He mostly gets his way.

Territories 303

Territories Quota Engineering Resources 303