SBI Growth

DECEMBER 28, 2012

Make a New Year’s resolution to build territories that are market-centric in 2013. Today’s post explores designing sales territories based on your customers and prospects. For a step-by-step guide on how to do this, Download the Territory Design Whitepaper Here ! How Market Focused Are Your Territories?

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Territories Marketing Analysis Segment 303

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?

Territories 100

Territories Outsourcing Services Buyer Ideal Customer Profile 100

Hubspot Sales

JULY 3, 2018

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. What Is a Sales Territory?

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Territories Lead Rank Lead Scoring Top of Funnel 123

SBI Growth

NOVEMBER 19, 2012

Subsequently, this leads to smaller territories. It is dividing up the total sale target between reps. Instead – Incorporate Bottoms Up. Determine potential by territory. Matching quotas to territory potential will maximize your best territories. How do you communicate quota and territory changes?

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Territories Quota Hiring Maximizer 275

Adaptive Business Services

JANUARY 24, 2024

It was also used to ensure that follow-up tasks were completed when due. While the benefits of Nimble CRM can expand into many departments in an organization, as a self-identified salesperson, we are going to focus on your salespeople, your sales manager, and the overall benefits to your company. By territory. By industry.

CRM 71

CRM Revenue Company Hiring 71

Sales 2.0

MAY 1, 2023

Disrupting the traditional sales model Scott sees AI disrupting some traditional sales models like geographic territories. Sales enablement is key If we introduce new tools, we need to prove to our salespeople that they are worth the investment of time–that they will actually help our salespeople sell more.

Scale 221

Scale Top of Funnel Territories Sales 221

DiscoverOrg Sales

OCTOBER 27, 2016

As a newly hired sales rep, I began the way I did at every new company, spending the first several weeks typing furiously into a growing Excel spreadsheet. It wasn’t until after my own special brand of analysis, that I would begin full-on selling. Step two: Add to that list, all companies that should be a customer but aren’t.

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Territories Account Ideal Customer Profile Analysis 120

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

AUGUST 2, 2021

Your quota isn’t getting any smaller, and your territory isn’t getting any bigger. So, how do you find more qualified leads in your territory, faster? The most effective prospectors take an account-based selling approach. How to define your sales territory in Crunchbase Using advanced search to streamline account research.

Ideal Customer Profile 64

Ideal Customer Profile Sales Qualified Lead Territories Leads 64

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

Understanding the Sales Force

OCTOBER 25, 2023

Those salespeople aren’t aware that they suck and they don’t believe that they suck because they don’t know what great selling looks like, sounds like, or feels like. None of that makes them very good at selling, but those scenarios would certainly contribute to ongoing, recurring account revenue.

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Outsourcing Services Territories Proposal Sales Methodology 193

Sales 2.0

FEBRUARY 15, 2023

Paul has a great perspective on all things sales as he’s had many roles associated with the function, including running sales enablement, carrying a bag, managing sales teams, running his own sales consultancy, and starting his own sales enablement SaaS company. Companies want “one throat to choke!”

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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

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. Check out the top 100 companies at the end of this post. For sellers, context is everything.

Company 156

Company Prospecting Oracle Transportation 156

Zoominfo

DECEMBER 7, 2022

Knowing how and where a customer’s decisions are made can make a world of a difference in how you sell to them, whether it’s prioritizing the right accounts with the right message or pinpointing which contacts to develop relationships with first. A 360-degree view of their company also yields insight into other companies they’re connected to.

Scale 130

Scale Territories Pivotal Lead Rank 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.

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Territories Travel Hiring Guidelines 45

Xactly

JULY 12, 2018

Your sales territories are geographical areas managed by a sales rep or sales team. A territory can be defined by several factors, but most commonly, territories are mapped based on sales potential, sales history, geography, or a combination of factors. Download Guide. The Right Data for Customer Segmentation.

Territories 45

Territories Software Software Benefit 45

Xactly

JULY 12, 2018

Your sales territories are geographical areas managed by a sales rep or sales team. A territory can be defined by several factors, but most commonly, territories are mapped based on sales potential, sales history, geography, or a combination of factors. Download Guide. The Right Data for Customer Segmentation.

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Territories Demographics Travel Distribution 50

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

John Barrows

AUGUST 23, 2019

So how have you guys managed to find that balance in your company culture, but still maintain the feeling that what you’re doing is fun? Rafael Jara-Simkin: There’s always the thing about working for a small start-up with less people, you personally know so many people. They’re executives running their own in their territory.

Company 159

Company Hiring Engineering Social Media 159

Zoominfo

DECEMBER 16, 2020

Because, let’s face it, even in a perfect world, CRMs benefit company leadership more than the quota-carrying sales rep. . And unlike most these applications, CRMs fail to help selling professionals, you know, sell. ZoomInfo Salesforce Sync for Territory Management. Context is King: Keep Your GTM Strategy in Motion.

SalesForce 219

SalesForce Territories Intent Signal Buyer Persona 219

Xactly

AUGUST 23, 2018

Sure, you know you need ICM to handle accurate and timely payments, but do you really need automated sales territory planning as well? Although automating technology for territory design can increase your sales up to 20 percent, territory planning is often categorized as a luxury in SPM—instead of as the necessity it is.

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Territories Incentives Incentive Compensation 41

Sales Hacker

DECEMBER 9, 2022

Sales leaders often evaluate prospects and existing customers based on readily available information — order history, and firmographic data (company location, size, industry, etc). Start your sales planning efforts with account segmentation to fill your territories with fruitful opportunities and increase your sellers’ ability to hit quotas.

Lead Rank 97

Lead Rank Territories Lead Scoring Quota 97

Zoominfo

NOVEMBER 1, 2022

Castro began his career in sales in a field role, which has long been shorthand for good old-fashioned door-to-door selling. Finding companies in new markets, identifying individual prospects and their contact info — it’s all right there in one place.” 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

Janek Performance Group

APRIL 17, 2024

In B2B sales and marketing, companies employ various strategies to drive growth and expand their client base. 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.

Outsourcing Services 118

Outsourcing Services B2B Lead Rank Sales Qualified Lead 118

Sales 2.0

APRIL 7, 2017

Designing your go-to-market plan based on relationships versus ZIP codes is a really smart move for most companies these days. The key point is relationships take more time and energy to establish than setting up a screen share (or worst case jumping on a plane.) Redefining Sales Territories: From Geographic to Social Proximity.

Account 150

Account Territories Conference Energy 150

Hubspot Sales

FEBRUARY 12, 2024

Every new customer you bring on who isn’t the right fit presents a churn risk — and if they don’t follow through, take direction when it comes to implementation, or see value from the product, their bad customer experience reflects poorly on you and your company. Their company's revenue is much higher or lower than your typical customer.

Hubspot 115

Hubspot Sales Process Buyer Churn 115

SBI

DECEMBER 16, 2014

This post is part of a series of Executive Interviews of top sales and marketing solutions company executives. In essence, we’re bringing science to the art of selling. Today, more companies rely on a networked approach. Meaningful data can help improve and change how you sell and how you refine products and services.

Up-Sell 130

Up-Sell Decision Maker Forecasting Revenue 130

Sales and Marketing Management

MARCH 25, 2019

There are five developments that companies should pay attention to if they want to be competitive: Traditional sales forces will be cut in half. Why should companies do this? 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.

B2B 254

B2B Segment Ideal Customer Profile B2C 254

Partners in Excellence

MARCH 8, 2024

Preface : Ron Guilbault has been a thoughtful sounding board for all sorts of ideas on selling. At times I’ve been asked for help in areas outside of what I was selling. Such trust is a key component of successful selling. ” Why am I so interested in selling? Selling is the flip side of buying.

Retail 73

Retail Hotels Journal Sales Qualified Lead 73

The Pipeline

JUNE 5, 2013

Ever wonder why some companies can generate as much revenues with less sales people than others with more? The more territory, the more accounts I get, the better I will do”. Yet often the opposite is true, more often than not, less is more in sales accounts and territories.

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Territories Top of Funnel Account Funnel 303

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. Executive Leadership plays a key role in the team-selling segment of the commercial engine.

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Territories Cold Calling Pipeline Webinar Metrics 45

The Spiff Blog

FEBRUARY 9, 2023

What works for one company won’t necessarily work for another. 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, with only 24.3%

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Quota Revenue Lead Rank Territories 70

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. Add in another rep who took maternity leave and then resigned after a leave of absence, and his company was hurting. The Situation.

Forecasting 124

Forecasting Sales Forecasts Territories Sales Qualified Lead 124

SBI Growth

OCTOBER 4, 2013

To assist you further, sign-up for SBI’s Sales & Marketing Research Review here. Bottom-Up Quota Setting. For many companies, it is the only data analyzed when setting quotas. Bottom-Up Quota Setting: Validating quota from a Sales Rep & Sales Management perspective. Sometimes this metric is all that matters.

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Quota Ideal Customer Profile Territories Demographics 306

Hubspot Sales

SEPTEMBER 18, 2023

Tracking Trigger Events With the myriad of instances that can be considered a trigger event, you may be wondering how to keep up with all of them. Luckily there are a few places you can set up alerts that will help you discover these events as they arrive. Set up alerts for when positions at a particular company are open.

Social Media 104

Social Media Google Hiring How To 104