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

InsideSales.com

MAY 13, 2021

The Death of the Conference Room Meeting. Some constructs of field selling are canonical, like conference room meetings and stakeholder meetings. Before COVID-19, the conference meeting was earned once or twice over a 6-9 months sales cycle, but post-COVID, it’s earned zero times because conference rooms aren’t an option.

Outside Sales 52

Outside Sales InsideSales Conference Inside Sales 52

The Brooks Group

MARCH 15, 2011

Conference last week. There were many great things about the conference, including a number of great presenters like Bell Mobility's Michael Weening (who talked about Sales transformations) and Jeffrey Hayzlett (who discussed the impact of social media on business). . Territory Lead Development: 11%. It was a great experience.

Conference 40

Conference Report Face-to-face B2C 40

Alice Heiman

SEPTEMBER 5, 2018

How much can you increase revenue inside existing territories with existing products? . How much can you increase revenue inside existing territories with new products? . How much can you increase revenue in new territories with existing products? . How much can you increase revenue in new territories with new products? .

Sales Goal 106

Sales Goal Top of Funnel Territories Funnel 106

Sales Hacker

JULY 11, 2022

We have our prescribed lists and territories. We wanted to sniff out every new hire, job posting, piece of news, and attended conference for an opportunity to reach out in a relevant way. They also include data on upcoming conferences and tech stacks that helped us stay in the know about current happenings.

Account 98

Account Hiring Intent Signal Conference 98

Anthony Iannarino

MAY 18, 2020

Start with Territory and Accounts. You need to take a look at your territory and accounts plan to determine where you need to spend time now. You need to develop a plan to communicate with the contacts inside your client companies, as well as the prospects in your territory. Don’t worry if it’s too soon.

Territories 122

Territories eBook Call-back Face-to-face 122

Mindtickle

AUGUST 28, 2023

Mobile-ready A mobile-friendly delivery of content and training for reps to complete as they commute across their territories. Ensure this platform supports offline browsing so that reps can access training and content even in remote areas or while commuting across their territory.

Pharmaceuticals 52

Pharmaceuticals Training Collateral Face-to-face 52

Sales 2.0

JULY 7, 2018

Many sales people’s “elevator pitches” are so bad that prospects at a conference with them would start using the stairs. ” For those that may have been following along, that’s it for posts about preparing to sell into a new territory. It can happen in an elevator or at a networking event or at the weekend barbecue.

Territories 150

Territories Networking Conference Account 150

Engage Selling

APRIL 6, 2019

No matter who you are in sales—whether you’re managing a team or selling in a territory—you know you need to go where the customers are. If I met you at a conference and I told you that all of your … Read More »

Social Media 48

Social Media Media Territories Conference 48

Sales and Marketing Management

JUNE 4, 2017

Typically dispersed across territories far and wide, and always on the go, face-to-face communication is often overridden by email, voicemail and text. The management team then cascades content via district meetings, webinars and/or conference calls – or a combination. They are entrepreneurial, self-motivated, curious and persistent.

Face-to-face 197

Face-to-face Automotive Webinar Metrics Conference 197

The Pipeline

MAY 7, 2011

Stored in Attitude , Business Acumen , On-Line Conference , Proactive , Sales Leadership , execution. 2011 Sales & Marketing Success Conference. The thing that makes this conference truly great is that all the funds collected will go directly to the relief fund for the victims of the earthquake and tsunami in Japan.

Pipeline 218

Pipeline Conference Webinar Metrics Cold Calling 218

SalesforLife

JUNE 27, 2019

These events could be localized events, sporting events, experiential events, conferences, trade shows, or user conferences. If you read our blog, you know that account executives are responsible for building TAM maps for their particular geographic territory. Build a Total Addressable Market (TAM) for the event.

Campaigns 95

Campaigns Ideal Customer Profile Strategy Trade Show 95

Score More Sales

JANUARY 4, 2013

But I also had sales leaders who just raised the number by a percentage every year, not taking into consideration changes in the market or in opening up a new territory. You won’t be successful until you have many many conversations by phone, by email, and by video conference. What has always motivated me are activity goals.

Sales Qualified Lead 224

Sales Qualified Lead Decision Maker Territories Outbound 224

SalesLoft

FEBRUARY 19, 2020

REV2020 , SalesLoft’s industry conference about where sales is going , is shaping up to be a truly transformational event. Objections come with the territory when making cold calls. 50+ sessions. 100+ speakers. 2000 attendees. 3 Must-See Sessions. 1) Handling Objections & Rejections.

Revenue 95

Revenue Scale Inside Sales Cold Calling 95

InsightSquared

MAY 15, 2019

Gathering resources at my stage in career involves the practice of active networking, user conferences, sales leadership groups, slack channels, above par googling skills, and sheer grit to piece together a resource pool. The responsibilities range from daily support of sales to developing the territories for regions of the world.

Sales Operations 110

Sales Operations Scale Conference Engineering 110

Partners in Excellence

AUGUST 19, 2019

Most every sales person I know has some sort of defined “territory.” What does it mean to build our reputations within our territories? We build our reputations by being helpful to those people in our territories. ” It’s our customers, prospects, colleagues.

Territories 62

Territories Hiring Face-to-face Social Media 62

Zoominfo

JANUARY 29, 2018

5 Reasons to Send Employees to Trade Shows and Conferences. There’s no way around it—industry conferences and networking events are expensive. Keep reading for our top five reasons to send your employees to industry conferences this year! From event planning to trade show design, there’s a little something for everyone.

Webinar Metrics 113

Webinar Metrics Trade Show Marketing Strategy 113

The Brooks Group

SEPTEMBER 18, 2018

One STRATEGY to achieve that goal could be to join the professional networking groups those clients are members of, and attend upcoming conferences. If you realize how important planning is to your sales team's success, give them a structured formula for doing it with the Sales Territory Planning Workshop.

Territories 79

Territories Conference Face-to-face Quota 79

BrainShark

AUGUST 24, 2022

Territory Management. It includes: Writing and presentation abilities, which are needed when interacting over email, social media, video conference, or in-person. Territory Management. Reps’ ability to understand the market factors affecting their target accounts is critical to maximizing a high-potential territory.

Social Media 62

Social Media Territories Face-to-face Negotiation 62

Pointclear

JUNE 26, 2012

When I attend conferences, I usually come with a few questions in mind that I hope to get answered. There were several large and recognized companies at the conference offering perspectives and experiences to help guide others in the profession. You can reach him at Britton@ManascoMarketing.com.

Inside Sales 162

Inside Sales Hiring Conference Field Sales 162

Mindtickle

APRIL 16, 2020

Luckily sales readiness technology such as MindTickle can assist with soliciting feedback from the field team and managers, account planning and pre-meeting territory reviews. Consider the requirements and venue of your remote workforce since the business review will be done via video conference.

Face-to-face 78

Face-to-face Territories Video Exercises 78

Fill the Funnel

DECEMBER 13, 2013

Then add in the challenge of scheduling for a worldwide audience on a webinar or conference call and it becomes almost impossible to get it right. If you have a national or worldwide territory keep it open it a tab so it is always available. East Coast, West Coast, Daylight Savings give me a headache.

Top of Funnel 134

Top of Funnel Webinar Metrics Funnel Territories 134

The Pipeline

APRIL 30, 2011

Jonathan and Top Sales World have organized the biggest ever online conference, 2011 Sales & Marketing Success Conference. This is more than a sales conference: Just four weeks after the Magnitude 9.0 I have the honour of closing the conference with a presentation titled: Success Through Execution! On-Line Conference.

Pipeline 223

Pipeline Conference Webinar Metrics Cold Calling 223

Hubspot Sales

SEPTEMBER 18, 2023

New Product/Service Announcement By rolling out a new product or service, a company is venturing into uncharted territory. And uncharted territory calls for different types of support -- and potentially new vendors. Event Announcement Is your prospect putting on a conference, or some other kind of event? Offer your help.

Social Media 104

Social Media Google Hiring How To 104

The Pipeline

AUGUST 8, 2011

One that permeates many aspects of sales, starting at planning and territory alignment, right down to day-to-day tactical aspects of sales. On-Line Conference. Territory Alignment. Specifically, the tendency to talk long-term, but act short-term; the effect of which is usually negative on results. HR Management. Negotiations.

ACT 244

ACT Pipeline Top of Funnel Hiring 244

The Brooks Group

MARCH 12, 2020

The Coronavirus and COVID-19 infection have thrust us all into unfamiliar, if not uncharted, territory. Working Remotely From Home. Along with other mandated changes to our daily lives, the requirement to implement “social distancing” measures, to avoid the spread of the illness, carries with it some of the most draconian of implications.

How To 120

How To Licensing Cancellation Territories 120

Score More Sales

AUGUST 20, 2012

Our mission is accomplished through an industry-specific focus on leadership and individual development, member forums and networking, best practice sharing, individual training, career development, sales accreditation, and annual conferences.” Works a territory of some type. Works a territory of some type. Outside Sales.

Inside Sales 193

Inside Sales Travel Outside Sales Territories 193

Closer's Coffee

APRIL 23, 2020

They often travel to meet customers face-to-face, as well as to maintain relationships with existing customers at their place of business or interacting at networking events, trade shows and conferences. In addition, they might sell at industry events, conferences, speaking engagements, as well as channel partner locations.

Outside Sales 64

Outside Sales Inside Sales Face-to-face Comparison 64

Score More Sales

SEPTEMBER 20, 2012

This is my 6th time attending Dreamforce – the crazy annual party / conference / education that happens around this time each year in San Francisco. One highlight today was a discussion on Social Selling, creating “social proximity” sales territories, and integrating mobile into your sales strategy.

Webinar Metrics 165

Webinar Metrics Vendor Education Territories 165

Hubspot Sales

OCTOBER 2, 2019

Attendance at an upcoming seminar or conference. Sales territory optimization - The ability to support strategic territory mapping and efficiency. Their areas of expertise include compensation planning and territory management. Informational interviews with sales leaders within their company. Image Source: SAP.

SAP 119

SAP Oracle Compensation Territories 119

criteria for success

DECEMBER 1, 2021

Where will you find these buyers at conferences and trade shows? Is there an opportunity for expansion, such as a new territory or a complementary offering? How will sales work with marketing to help plan and develop content? Where and how will content be shared? What events will they produce?

Buyer Persona 98

Buyer Persona Ideal Customer Profile Buyer Trade Show 98

Chorus.ai

APRIL 11, 2022

In addition to strategic alignment, the people charged with RevOps are often responsible for budgets, territory management, campaign management, and lead generation. Deals aren’t being done in corporate conference rooms and dragging on into drinks and dinner. Is marketing doing its job to generate enough qualified leads?

Cost per Acquisition 117

Cost per Acquisition Revenue Cost per Lead Lead Rank 117

The Accidental Negotiator

AUGUST 25, 2023

Alternatively, you might also choose to negotiate on neutral territory (such as in a conference room at a hotel) or remotely using e-mail or telephone. But traveling to the other party’s turf can communicate to the other side that you are serious about making a deal.

Negotiation 98

Negotiation Face-to-face Exact Hotels 98

SalesLoft

FEBRUARY 21, 2018

Mitch Albom will be the closing keynote for Rainmaker on Wednesday, March 7th at 2:30 pm following the final breakout sessions, wrapping up the premier sales engagement conference of 2018 with insightful wisdom that attendees will find themselves reflecting upon for days, months, and years to come. About Rainmaker.

Sports 52

Sports Conference Territories ACT 52

SalesLoft

SEPTEMBER 15, 2016

It’s conference season and everyone’s sales teams are in full-on appointment-setting mode, getting ready to meet with prospective customers and clients. In addition to these new scheduling capabilities, sales teams will also have the ability to: Get video conference details automatically inserted for the meeting owner.

Meeting 52

Meeting SalesForce Case Study Conference 52

Hubspot Sales

SEPTEMBER 17, 2019

You also might feel thrown off by presenting on your prospect’s territory, instead of your own. First, it guarantees your meeting will take place in a conference room, rather than their office — which balances the power dynamic. If I come at [time], is there someone who can show me to the conference room?”. Always arrive early.

Meeting 87

Meeting Face-to-face Sales Meeting Conference 87

Mindtickle

APRIL 16, 2020

Luckily sales readiness technology such as Mindtickle can assist with soliciting feedback from the field team and managers, account planning and pre-meeting territory reviews. Consider the requirements and venue of your remote workforce since the business review will be done via video conference.

Face-to-face 52

Face-to-face Territories Video Exercises 52