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

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

Xactly

JUNE 18, 2018

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. Optimizing Territory Design with Data Intelligence. Download Guide. Quota allocation.

Territories 54

Territories Data Hiring Quota 54

SBI

SEPTEMBER 18, 2012

Prospecting Attention Deficit Disorder: How to Avoid the Shiny Object Syndrome. And you competently juggle your frenetic schedule, apportioning just the right amount of time for office work, prospecting, sales calls, follow-up, travel, and communication. It is aptly referred to as the Shiny Object Syndrome.

Ideal Customer Profile 125

Ideal Customer Profile Objections Prospecting Sales Qualified Lead 125

LeadFuze

OCTOBER 1, 2021

What Does Prospecting Mean? Sales prospecting techniques are important matters in sales but before we dive directly into them, let’s get to know what prospecting means first. Historically, prospecting refers to the hunt for resources such as gold. 25 Prospecting Techniques In Sales . Likewise, for prospecting.

Prospecting 95

Prospecting Top of Funnel Sales Qualified Lead Ideal Customer Profile 95

Sales Hacker

DECEMBER 9, 2022

Regardless of your revenue goals, if you can be faster and more effective at your sales planning practices, you will give your sellers a competitive advantage. Sales leaders often evaluate prospects and existing customers based on readily available information — order history, and firmographic data (company location, size, industry, etc).

Lead Rank 97

Lead Rank Territories Lead Scoring Quota 97

Janek Performance Group

APRIL 2, 2024

Its effectiveness is crucial for sustained growth and competitiveness. And this often begins with prospecting. However, a Janek survey revealed 18% of sales leaders do not have set prospecting metrics. In addition, 32% don’t know how much time reps prospect. However, merely having a strategy isn’t enough.

Webinar Metrics 62

Webinar Metrics Top of Funnel Strategy Analysis 62

Sales and Marketing Management

JANUARY 2, 2019

As a result, they often retain weaker performers, believing it is better than having an open territory. This leads to them to make excuses like, “I missed my goals because I had three underperforming sales reps” or, “I couldn’t hit my numbers because I had two open territories for half the year.” Which accounts (e.g.,

Hiring 224

Hiring Sales Management Territories Outsourcing Services 224

Chorus.ai

NOVEMBER 27, 2019

These lines are just some examples of common objections sales professionals hear time and again from prospects. And while deflections and rejections come with the territory of sales, that doesn’t mean simply giving up on a hard-earned prospect who throws up a wall. If the prospect replies, “Never,” then, you’re stuck.

Objections 62

Objections Cold Calling Face-to-face GoldMine 62

Shari Levitin

MARCH 9, 2023

They demonstrate strategies to adapt to the surroundings and develop the characteristics needed to survive and thrive in the most competitive environment on earth. How disciplined are we when it comes to hunting for new prospects? Set Aside Time to Prospect Prospecting is easy to neglect; like doing the laundry, it piles up.

ACT 118

ACT Territories Sports Cold Calling 118

Janek Performance Group

JANUARY 16, 2024

It can also foster a more collaborative and supportive team environment since there is no direct competition based on individual sales performance. If a sales rep’s entire compensation is directly tied to their individual effort, they could compete against each other for prospects or territories.

Compensation 118

Compensation Salary Commission Margin 118

Zoominfo

JULY 5, 2022

A modern routing strategy that’s built for revenue growth includes three main elements: Integrated account-based selling tools The ability to route any object (e.g. To stay competitive in today’s market, companies require an end-to-end data lifecycle management solution that enables automated record assignment.

Lead Rank 130

Lead Rank Lead Scoring Revenue Leads 130

Hubspot Sales

APRIL 2, 2018

I’m looking forward to working with you [prospect].". Great to meet you [prospect]! Is this a competitive situation?”. You’re working with a prospect. I found myself in this situation a few years back: The deal had been advancing, my prospect was responsive over email, and I was confident we would close soon.

Prospecting 130

Prospecting Call-back Proposal Follow-up 130

Your Sales Management Guru

SEPTEMBER 29, 2014

Should Salespeople Prospect Anymore? Last week during a client’s sales meeting we got into a discussion regarding pipeline values, needless to say the number of prospects and dollar values were insufficient to achieve the overall corporate revenue objectives. Are you territory based or open territories?

Prospecting 92

Prospecting Lead Rank Lead Scoring Real Estate 92

Sales and Marketing Management

JULY 11, 2019

Define objectives. The territory. Senior leaders might have certain doubts about specializing teams because they want to give salespeople the opportunity to touch multiple activities, from prospecting, to social selling, to managing new business, to participating in events, and more. Are we satisfied with our results?

SME 209

SME Social Selling Follow-up Territories 209

SBI Growth

OCTOBER 18, 2012

You’ve had average results recently because your territory is a real dog. Market innovation within your company has slipped as a priority, eroding your competitive edge. You’ve tracked down an employee at the prospect and the pay range seems about right. Are the best performers given the best territories?

Territories 300

Territories Real Estate Compensation Quota 300

Hubspot Sales

SEPTEMBER 16, 2020

During the planning stage, salespeople should have clarity around the following questions: What is the objective of the sales call? What objections do you expect to encounter? How will you position yourself against the competition? Territory Management. Which questions should you ask? Lead Qualification. Deal Management.

Sales Process 124

Sales Process Ideal Customer Profile Sales Qualified Lead Territories 124

Zoominfo

DECEMBER 16, 2020

Without question, the functionality within CRMs, particularly Salesforce, can create a 360 degree view of the prospects and customers alike. So, let’s dive into how Salesforce Sync helps enable sales reps by supporting the foundation of any sales process: Territory Management. Let’s start with a reminder: CRMs have a purpose.

SalesForce 100

SalesForce Territories Intent Signal Buyer Persona 100

Highspot

FEBRUARY 14, 2024

This plan serves as a roadmap, outlining clear objectives, targeted customer segments, and actionable tactics to drive sales and promote brand awareness. It enables companies to understand their market position, competitive landscape, and customer needs. Development of consistent messaging that resonates with the target audience.

Paid Content 52

Paid Content Lead Rank Top of Funnel Marketing 52

Highspot

FEBRUARY 14, 2024

This plan serves as a roadmap, outlining clear objectives, targeted customer segments, and actionable tactics to drive sales and promote brand awareness. It enables companies to understand their market position, competitive landscape, and customer needs. Development of consistent messaging that resonates with the target audience.

Paid Content 52

Paid Content Lead Rank Top of Funnel Marketing 52

Shari Levitin

JUNE 14, 2023

We can learn a lot from the savannah: the way animals adapt to their surroundings and the characteristics they need to survive and thrive in the most competitive environment on earth. How disciplined are we when it comes to hunting for new prospects? Prospect first thing in the morning before checking your email.

ACT 62

ACT Territories Cold Calling Exercises 62

BrainShark

AUGUST 24, 2022

Prospecting. Objection Handling. Territory Management. Prospecting. Unfortunately, we’ve all experienced poor sales prospecting. To be effective, salespeople need to develop a strategic approach to prospecting and work on it daily to identify new business opportunities better. Objection Handling.

Social Media 62

Social Media Territories Face-to-face Negotiation 62

LeadFuze

JUNE 3, 2021

Thus, this article will help you decide how to assign leads and prospecting responsibilities , as well as show you how you can optimize the 7-step sales process for your representatives. The ideal sales representative is the one who can do both the prospecting and the closing , especially if you’re in a dynamic field of work.

Hiring 98

Hiring Sales Qualified Lead Gatekeeper Decision Maker 98

Mr. Inside Sales

NOVEMBER 7, 2019

Yet just six months later, she choose to take action out of her vision, and she overcame this traumatic event (and disability) and was soon surfing competitively again—and winning. How are your leads and your territory? In fact, in 2004 ESPN named her “Comeback Athlete of the Year.”. Think about the circumstances in your own life.

Face-to-face 120

Face-to-face Inside Sales Gatekeeper Decision Maker 120

SalesLoft

FEBRUARY 19, 2020

If you’re a front-line manager striving to increase motivation and productivity or an individual contributor (SDR/BDR, account executive, account manager, success manager) seeking efficient and innovative tactics to gain a competitive edge, this is the track for you. 1) Handling Objections & Rejections. 3 Must-See Sessions.

Revenue 95

Revenue Scale Inside Sales Cold Calling 95

Janek Performance Group

MARCH 12, 2024

2) Don’t Ignore the Candidate’s Red Flags Perhaps your prospective sales rep has an impressive resume, one which lists a series of excellent sales positions with an exciting range of duties, goals, and accomplishments. Ask questions like, “How would you handle a customer’s price objections?” Will they be good at the job, or not?

Hiring 62

Hiring Sales Talent Compensation Lead Rank 62

Hubspot Sales

OCTOBER 5, 2017

In this growing sales landscape, we’ll outline the various processes and key strategies for prospecting -- the phase of selling that often consumes the most time and energy (and is the most crucial to get right). What Is Prospecting? What's the difference between leads and prospects? Sales Prospecting Techniques.

Prospecting 142

Prospecting Tools Top of Funnel Lead Rank 142

The Pipeline

FEBRUARY 3, 2012

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. Not all sales people have the same skills.

Pipeline 212

Pipeline Territories Harvest Cold Calling 212

Zoominfo

MAY 13, 2018

When you set an ambitious goal, or organize competitions, you put on the pressure in a healthy way and bring out the competitive nature in people. Reps, tap into your competitive side and accept the challenges your manager puts on your plate. Look into prospecting tools. So how do you do this correctly? Hire new talent.

Hiring 258

Hiring Sales Qualified Lead Lead Rank Lead Scoring 258

Hubspot Sales

AUGUST 6, 2019

Train reps on how your company handles prospecting. How does your company prospect? Provide a competitive analysis. Then share a competitive analysis that highlights exactly what makes you different. Be honest about where your product/service falls short of the competition and where it outperforms the rest of the market.

Hiring 119

Hiring Training Hubspot Inbound 119

Pipeliner

JUNE 10, 2022

Lack of preparation adds more stress to an already high-pressure task, but it also turns prospects off. They can tell when you’ve wandered into unknown territory. This could be when a prospect starts asking you personal questions or tries to pursue you romantically. It could also be when a prospect starts cursing at you.

Sales Qualified Lead 97

Sales Qualified Lead Objections Follow-up Decision Maker 97

SBI Growth

NOVEMBER 16, 2013

Let’s define what it is: What IS listening to the market —A way to monitor the buying behaviors of your customers that give you a competitive advantage. What does it MEAN to listen to the market —You will make the number in less time, with less effort and outsell the competition. It must be done by an objective third party.

Hiring 308

Hiring Call-back Face-to-face Buyer 308

Zoominfo

JANUARY 12, 2023

As a data privacy specialist in the UK, I often hear this question from customers and prospects: “How do we remain compliant as we expand into new regions?” If you’re operating in the UK or looking to expand into this territory, you need to understand three key privacy laws. Note: The above article is for informational purposes only.

Data 130

Data B2B Government ACT 130

SBI Growth

OCTOBER 5, 2012

Most of your reps seem to lack the urgency and hustle of the competition. They continue to hit slightly larger numbers from the previous year, but spend much less time prospecting and cold-calling. You’d like to see an increase in sales with this huge decrease in prospecting time. They are also your ad-hoc customer service team.

Compensation 257

Compensation Company Hiring Salary 257

PandaDoc

APRIL 25, 2023

Sales objectives In this example of a sales plan, the sales objectives could be to simultaneously increase sales by 25% and to acquire 10 new customers in the first year of operation. This can include training on product features and benefits, sales techniques, objection handling, and customer relationship management.

Examples 52

Examples How To Hiring Segment 52

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.

Examples 118

Examples Top of Funnel How To Segment 118

Pipeliner

DECEMBER 28, 2019

The manager sets up the purpose and objective of the coaching meeting and shares her intent of helping the salesperson get back on track. If I didn’t have so many after-the-sale issues, I’d have more time to prospect.”. Our prices are too high — we just aren’t competitive.”. “I I have the worse territory in the country.”.

Sales Management 97

Sales Management Hiring Territories Coaching 97