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

Zoominfo

DECEMBER 16, 2020

And unlike most these applications, CRMs fail to help selling professionals, you know, sell. So, let’s dive into how Salesforce Sync helps enable sales reps by supporting the foundation of any sales process: Territory Management. ZoomInfo Salesforce Sync for Territory Management.

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.

Territories 41

Territories Incentives Incentive Compensation 41

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. 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

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. BDRs may struggle to pivot toward more inbound-focused strategies, such as content marketing or social selling.

Outsourcing Services 62

Outsourcing Services B2B Lead Rank Sales Qualified Lead 62

Sales and Marketing Management

MARCH 25, 2019

With increased competition, the rapidly expanding role of technology in the sales process, and factors such as digitalization impacting every step of the process, we expect things will be significantly different from the way they are today. Simply “selling products” isn’t enough. Value selling shouldn’t only happen during sales talks.

B2B 254

B2B Segment Ideal Customer Profile B2C 254

Hubspot Sales

FEBRUARY 28, 2018

When it comes to recruiting, hiring, and retaining great sales talent -- few things are more persuasive and important than maintaining a competitive sales compensation plan. That draw is deducted from your commission at the end of the pay period, but if a rep comes up short, they owe money to their employer. Be flexible.

Compensation 85

Compensation Competition Salary Commission 85

SBI Growth

OCTOBER 6, 2013

To get this tool, sign-up here. Reps give up and learn to live off of base salary. If it’s been the same year after year, it might be time to shake things up. Incentive targets are linked in a competitive fashion, not on my own improvement. Granted, all things being equal, using competitive rankings may work.

Compensation 293

Compensation Territories Incentives Incentive 293

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

Zoominfo

JANUARY 15, 2021

When sales teams adapt lead intelligence to selling strategies, they gain better perspectives of ideal target customers. Also known as competitive intelligence, market intelligence refers to data that give insights into market trends. And after the initial sale, there are still upsells, renewals, and cross-sells to consider.

Sales Qualified Lead 207

Sales Qualified Lead Marketing Marketing Qualified Lead Lead Rank 207

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. Selling in today’s economy is tough enough. ZoomInfo has opened up an entire channel of potential sales that didn’t exist for us before,” Roberts says. “We I can examine what these people are doing.

Prospecting 130

Prospecting Hiring Face-to-face Intent Data 130

Hubspot Sales

FEBRUARY 12, 2024

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. The prospect is not in your sales territory. Their vertical market (i.e.

Hubspot 115

Hubspot Sales Process Buyer Churn 115

SBI

DECEMBER 16, 2014

In essence, we’re bringing science to the art of selling. Decision makers have to be able to use more flexible, responsive, and iterative approaches, which are able to react quickly to feedback coming from customers, and then react accordingly, faster than their competition. are back-office tracking and reporting solutions.

Up-Sell 130

Up-Sell Decision Maker Forecasting Revenue 130

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. If you want to sell more, lead with empathy. Set Aside Time to Prospect Prospecting is easy to neglect; like doing the laundry, it piles up. Where does courage live?

ACT 118

ACT Territories Sports Cold Calling 118

Hubspot Sales

SEPTEMBER 18, 2023

If you contact a prospect right after they buy an expensive competitive product, they're not going to bite. 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. Set up alerts for when positions at a particular company are open.

Social Media 104

Social Media Google Hiring How To 104

Sales and Marketing Management

FEBRUARY 28, 2019

In a competitive market, what pushes companies ahead isn’t just what they sell – it’s also how they sell. Rather, success today comes from the methods sales leaders use to set up their team and take down a market. It gives you a leg up over your competitors, even if you all start with the same ingredients.

Strategy 149

Strategy Marketing Incentives Incentive 149

Pointclear

MAY 14, 2018

Territory Adjustments. Salespeople expect there may be territory adjustments at the beginning of a year. Yet, when done across the board in many territories, especially mid-year, you can expect a major hiccup in sales momentum as salespeople judge the consequences, adjust their schedules, meet new accounts and prospects, etc.

Territories 124

Territories Quota Sports Compensation 124

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

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

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

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

Sales and Marketing Management

SEPTEMBER 7, 2018

Here are a few incentive structures to consider for open budgets : Do This Get That – Rewarding reps on every increment of units, sales dollars or gross margin dollars they write up during the incentive period is a great way to increase sales. The (BIG) bad news about a minimum qualifier is that it may exclude certain territories or reps.

Incentives 166

Incentives Incentive Sales Qualified Lead Territories 166

The Pipeline

JULY 16, 2012

The specific comment was that the rep was reluctant to ask prospects/clients for referrals “because what if the person or company they refer are out of my territory?” This is easy to solve, some organizations I work with do double pay, a small price to pay to win customers and revenue, while keeping the competition out.

Referrals 324

Referrals Lead Rank Lead Scoring Territories 324

Sales and Marketing Management

MAY 24, 2018

Just think about all the situations that might crop up suddenly, presenting challenges that you need to address right away. These situations might include: Troubled territory – What if a particular sales territory or geography is struggling with an aggressive competitor? The main challenge when it comes to these situations?

Territories 185

Territories Margin Training Pipeline 185

Zoominfo

DECEMBER 16, 2020

And unlike most these applications, CRMs fail to help selling professionals, you know, sell. So, let’s dive into how Salesforce Sync helps enable sales reps by supporting the foundation of any sales process: Territory Management. either on a displacement/competitive or complementary basis).

SalesForce 100

SalesForce Territories Intent Signal Buyer Persona 100

Hubspot Sales

NOVEMBER 20, 2023

That’s why branching into new territory is more important than ever. In this post, we’ll further explore the concept of using AI to sell into new industries and review five ways your sales team can leverage it. 5 Ways Your Team Can Use AI to Sell Into New Industries 1. 5 Ways Your Team Can Use AI to Sell Into New Industries 1.

Industry 95

Industry Top of Funnel Decision Maker Demographics 95

The Sales Hunter

MARCH 7, 2014

Every time you meet with your boss, you say something like, “If only we had _, then I would be able to sell a lot more.” A strong desire to do paperwork to keep the office and your boss happy as a way to cover up for not spending more time selling. Hesitation to call customers and especially to call prospects.

Cold Calling 226

Cold Calling Territories Consultative Selling Motivation 226

The Pipeline

FEBRUARY 13, 2014

Every day there are new sales people stepping into new jobs, often into underperforming territories, and they not only make a go of it, but thrive. Given that both pairs have access to the same resources, information and markets, both are limited and buoyed by the same market realities, why do they end up on opposite side of the same reality?

Territories 292

Territories Follow-up Up-Sell Segment 292

Allego

JULY 14, 2022

After that, they are released to their territories and don’t receive any further systematic training until the next national sales meeting six to 12 months later. Agile Training Gives Veritas a Competitive Advantage. So, by the time they were out selling, they would have forgotten everything they learned.

Hiring 116

Hiring How To Exercises Coaching 116

SBI Growth

SEPTEMBER 5, 2012

Here are 4 immediate and then 3 longer-term things the HR leader can do to help out: (Sign-up for the Make the Number Tour for more in-depth discussion). Has shown a propensity of winning accounts away from the competition (which means the competition is aware of him/her and may try to steal this rep). Immediate Help for Sales.

Sales Talent 288

Sales Talent Hiring Lead Rank Lead Scoring 288

Hubspot Sales

SEPTEMBER 16, 2020

Ultimately, when your reps are selling to the right people, their job and sales process as a whole will be much smoother. How will you position yourself against the competition? This process often ramps up after the initial deal has closed to ensure the success and satisfaction of the customer. Territory Management.

Sales Process 124

Sales Process Ideal Customer Profile Sales Qualified Lead Territories 124

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. If you want to sell more, lead with empathy. At its core, selling requires a mix of both empathy and courage. Identify Your Target Market.

ACT 62

ACT Territories Cold Calling Exercises 62

SBI Growth

DECEMBER 5, 2013

Conversely, we’ve come across teams that throw their hands up in despair. Most important items to remember – screen and select on competencies and pay on a competitive scale. All your data is rolled-up to a common definition of the customer. IT needs to step up here. Social Selling is part of the Process.

Top of Funnel 296

Top of Funnel Territories Scale Segment 296

SBI Growth

MAY 15, 2013

She currently works in a peer territory - not in the one needing an SM. Knowing the current Sales Rep make up will reveal the needs of an SM. Social vs. traditional sales approaches - if most Reps are using emerging social selling, the SM must be strong at this. Fill the open territories with the right SM.

Hiring 300

Hiring Sales Management Forecasting Inside Sales 300

Anthony Iannarino

MAY 20, 2020

Your territory isn’t as good as your neighbor’s territory. So they meticulously created a geographical territory that contains no clients you could win. You’ve noticed the number one rep from your primary competitor has this same territory, and you are sure this is all by design. This makes no sense.

Lead Rank 128

Lead Rank Lead Scoring Territories Cold Calling 128

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. That kind of repetitive, low-value work is a big reason sales professionals only spend about 28% of their week actually selling, down from 34% just five years ago.

Sales Qualified Lead 130

Sales Qualified Lead Scale System Ideal Customer Profile 130

Zoominfo

JULY 12, 2022

To set their sales teams up for success — and drive the largest possible return on investment for their businesses — today’s go-to-market leaders need comprehensive, integrated data and intelligent lead-routing systems. And keeping go-to-market data up to date and accurate only becomes more difficult as the sheer volume of it increases.

Data 130

Data Lead Rank Lead Scoring Sales Qualified Lead 130