Comparison, Objections and Territories

Presidents Club Winner…NOT

Steven Rosen

DECEMBER 2, 2012

Many companies I work with tie their program to sales vs. objectives. For this to work effectively, quotas need to be set fairly against both large and small territories. Management needs to be able to understand opportunities and challenges in each territory when quota setting. What to do?

Territories

Territories Quota Comparison Incentives

Read Your CSO's Mind and Increase Sales Ops Value

SBI Growth

MAY 21, 2013

As sales ops leaders, you value these outcomes because they directly support your objectives. Is the comp plan or territory design pushing reps out the door? Comparisons to peers and the very best performers will solve for this. Find ways for them to meet their stated objectives. Help sales make their quota.

Hiring

Hiring Collateral Comparison Territories

Can You Switch Hit For Sales Success?

The Pipeline

APRIL 17, 2013

I remember when I first started working for a company back in the early 1990’s (before we had web mail), the company had two main product lines, and had the usual territories across the continent, primarily driven by geography.

Demand Generation Agencies

Demand Generation Agencies Top of Funnel Territories Demand Generation

The Key Differences Between Inside Sales vs Outside Sales

Closer's Coffee

APRIL 23, 2020

We know this debate doesn’t rise to the level of the MJ vs. Kobe vs. LeBron comparisons you’ve likely argued at one point or another, but sales is a competitive environment and we liked the challenge of shedding some light on the debate based on our observations. Inside Sales vs. Outside Sales – Salary Comparison.

Outside Sales

Outside Sales Inside Sales Face-to-face Comparison

If, When, and How You Should Leverage a Sales Gimmick

Hubspot Sales

APRIL 14, 2020

But regardless of how absurd that comparison might be, it's still worth unpacking. Gimmicks come with a territory that can be tricky to navigate, and there are some precautions and potential pitfalls you should be mindful of. There has to be a definitive objective on the other side of the process.

Social Media

Social Media Discount Promotion Social Selling

Top 7 Pipedrive alternatives for small and midsize businesses

PandaDoc

OCTOBER 13, 2022

Lastly, before we begin our comparison, it’s important to highlight that we speak from experience here: The integration between Pipedrive and PandaDoc helps teams to align, finalize and sign documents much faster. Territory management ? ? Territory management ? ? Territory management ? ? Territory management ? ?

Lead Rank

Lead Rank SalesForce Hubspot Lead Scoring

The Ultimate Guide to Small Talk: Conversation Starters, Powerful Questions, & More

Hubspot Sales

JANUARY 24, 2018

You don’t want the conversation to devolve into a boring comparison of what you do -- which it quickly will unless you steer toward more interesting territory. Having an objective can make small talk feel more meaningful. This also allows you to objectively measure your success. Talking about your day jobs can be tricky.

Conversion

Conversion Sports Networking Conference

Unleashing the Power of Frontline Sales Management, Part 3: Institutionalizing Sales Management

Sales and Marketing Management

JANUARY 27, 2019

They must know how to motivate people and hold them accountable, how to coach and develop sales reps, how to structure territories and match them to a rep’s skill sets, and how to leverage data and use it to drive performance. Provide meaningful training.

Sales Management

Sales Management Hiring Compensation Incentives

7 skills you’ll need to become a sales manager

Close.io

OCTOBER 1, 2018

Rejection is painful , and it comes with the territory in sales—which is why you’re doing yourself no favor when choosing someone who’s constantly sold products that are excessively easy to move. They’ve been tested and challenged. Don’t hire the person with the perfect record who’s never been through failure before.

Sales Management

Sales Management Hiring Lead Rank Forecasting

How To Build Your Sales Playbook (With Examples)

Gong.io

MAY 31, 2021

It leads your sales reps through various scenarios: how to prospect, when to sell what product or service, how to overcome common objections, what to negotiate for (and how ) to name a few. Objection handling. A pipeline review turns into a “Well, yeah, but the data isn’t up to date here” type objection. Territories.

Examples

Examples Top of Funnel How To Segment

The Difference Between Inside and Outside Sales, Explained

Crunchbase

JUNE 21, 2022

Especially when working for companies with a multinational focus, reps may need to be available to provide information, answer questions, and handle objections across multiple time zones. The general day-to-day duties of an outside sales rep include: Traveling within various sales territories to meet prospects.

Outside Sales

Outside Sales Inside Sales Hiring Face-to-face

8 Highspot Competitors: An In-Depth Analysis

Bigtincan

DECEMBER 8, 2021

The search functionality will also take into account the location of the seller — If your sales rep is responsible for sales in the Northeast region of your country, Bigtincan will surface results only pertaining to the rep’s role and territory. Read a detailed comparison of Seismic vs. Highspot vs. Showpad vs. Bigtincan here.

Analysis

Analysis Collateral Telecommunications Sales Enablement

How to Build Effective Sales Compensation Plans for Any Customer Facing Role

Sales Hacker

MAY 9, 2019

It ties payment to the achievement of specific objectives that have been pre-determined and communicated to the employees that are on the incentive plan. A recoverable draw makes more sense if your sales rep is taking over an established territory where brand name helps close 80% of the business.

Face-to-face

Face-to-face Compensation Commission Lead Rank

Channel Sales for SaaS: What It Is, When it Works, and How to Build Your Own

Openview

MARCH 15, 2019

Growth Strategy: If you are looking to expand your sales territory into new geographic areas or countries, a channel strategy is one of the best ways to mitigate risk, scale across new locations, and generate revenue quickly. Provide collateral and reference materials for every stage of the sales cycle. Extra Incentives.

Channels

Channels Scale Hiring Lead Rank

Best 150+ Sales Tools: The Complete List for 2023 (Updated)

Sales Hacker Training

NOVEMBER 21, 2022

Value Story empowers sellers with interactive ROI calculators, product comparisons, and benchmark assessments that turn a boring spreadsheet into a collaborative conversation about value. Use Freshsales to upgrade your contact management, lead scoring, email tracking, and territory management process.

Sales Tools

Sales Tools Tools Ideal Customer Profile Lead Rank

Sales Pro Central