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 50

Territories Demographics Travel Distribution 50

Understanding the Sales Force

MARCH 13, 2024

At Kurlan, we role-play each scenario in order to demonstrate what good conversations sounds like. Not only that, their responses are limited to what they have heard from controlling, territorial, price-sensitive, procedure-dedicated, power-hungry procurement people who don’t play nice with salespeople.

Decision Maker 193

Decision Maker Data Hiring Proposal 193

CloserIQ

AUGUST 19, 2019

The best way to do this is to exercise control over sales conversations. Here are some tips for taking control over sales conversations so that you can sell your solution: 1. By asking the right questions in your early conversations, you can discover the prospect’s major pain points. Shift the conversation towards value.

Conversion 81

Conversion How To Closing Objections 81

Zoominfo

SEPTEMBER 7, 2022

If that’s the case, you’ll want to understand things like your ideal conversion rate, your speed-to-lead rate, or your quarterly revenue goals. By using customizable routing workflows from ZoomInfo, Spectrum assigned leads faster, which increased its conversion rates considerably.

Lead Rank 130

Lead Rank Lead Scoring Software Software 130

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. Ninety-five percent of the objections I hear aren’t real.

Objections 62

Objections Cold Calling Face-to-face GoldMine 62

Hubspot Sales

JANUARY 24, 2018

Whether you’re networking, speaking with a new prospect, or warming up a customer before upselling them or asking for a referral, you must be able to build rapport with casual conversation. Conversation starters. Small talk is light, informal conversation. What is small talk? How to make small talk. Small talk topics.

Conversion 141

Conversion Sports Networking Conference 141

Anthony Iannarino

JULY 2, 2020

Many decades ago, the theory about how to close deals faster was to use a trial close, followed by increasing pressure, regardless of your prospective client’s objections (which were unresolved concerns). The most popular theory now is to improve your sales velocity, the speed at which you complete “the sales conversation.”

Closing 121

Closing Territories Decision Maker eBook 121

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. With a comprehensive routing system that’s fast, informed, and data-driven, accelerated pipelines and higher sales campaign conversion rates become more than just goals.

Lead Rank 130

Lead Rank Lead Scoring Revenue Leads 130

The Pipeline

AUGUST 10, 2011

In Conversation – How to Shorten the Sales Cycle. Objection Handling. Territory Alignment. August 2008. April 2008. March 2008. February 2008. January 2008. December 2007. The Pipeline Renbor Sales Solutions Inc.s Guest Post. Hiring Sales Talent. HR Management. Impact Questions. Interactive Selling. Lead Management. Next Steps.

Sales Cycle 244

Sales Cycle Pipeline Conversion Webinar Metrics 244

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 304

Territories Quota Comparison Incentives 304

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? Territory Management. Which questions should you ask? Lead Qualification. What level of attention does each deserve? Deal Management.

Sales Process 124

Sales Process Ideal Customer Profile Sales Qualified Lead Territories 124

SBI Growth

APRIL 21, 2013

Every time there’s a territory rezoning he bellyaches. Or If you chop up my territory, I’ll look somewhere else. How to Spot Them: Look at the number of prospects in each territory. No territory should have twice the amount of any other. This should not be an emotional conversation. He mostly gets his way.

Territories 303

Territories Quota Engineering Resources 303

BrainShark

AUGUST 24, 2022

Reps constantly need to develop their product and market expertise, learn new company messaging and value propositions, and hone conversational skills to have more meaningful interactions with buyers. Objection Handling. Territory Management. Objection Handling. Sales objections are a fact of life for reps.

Social Media 62

Social Media Territories Face-to-face Negotiation 62

Janek Performance Group

APRIL 17, 2024

This includes lead handoff criteria, territory ownership, and commission structures, which can undermine collaboration and cohesion. These may be required to address complex customer inquiries or objections effectively and result in missed opportunities. This can limit their ability to influence purchasing decisions.

Outsourcing Services 118

Outsourcing Services B2B Lead Rank Sales Qualified Lead 118

Janek Performance Group

APRIL 2, 2024

Key Metrics for Measuring Effectiveness Measuring the effectiveness of your business development strategy starts with identifying your goals and objectives. This is your conversion rate. Conversion rates also identify deficiencies in your process, such as where a lead stalls. This is what your strategy hopes to achieve.

Webinar Metrics 62

Webinar Metrics Top of Funnel Strategy Analysis 62

SBI Growth

DECEMBER 10, 2013

Is my talent aligned to accomplish this objective? Have a conversation with other managers if need be to get a handle on it. Are they in the right territories? In order to determine their roles for 2014 (either inside or outside the organization) you need an unbiased and objective analysis. Seize control of your destiny.

Territories 300

Territories Scale Guidelines Groups 300

The Spiff Blog

FEBRUARY 9, 2023

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, optimizing territory design can increase sales by 2 to 7% each year ( source ).

Quota 70

Quota Revenue Lead Rank Territories 70

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. Metrics Sales Plan: Metrics focus on sales performance , revenue targets, conversion rates, customer acquisition costs, and individual sales representative performance.

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. Metrics Sales Plan: Metrics focus on sales performance , revenue targets, conversion rates, customer acquisition costs, and individual sales representative performance.

Paid Content 52

Paid Content Lead Rank Top of Funnel Marketing 52

The Pipeline

NOVEMBER 3, 2014

Specific to prospecting, telephone prospecting, the first think you need to know, actively manage and constantly improve, are your conversion rates. Part of engagement is push back, if you’re not getting any, you’re prospect is probably not engaged. Attempts to right person contact; right person contact to desired result (appointment).

Face-to-face 288

Face-to-face Sports Objections Territories 288

Sales Hacker

DECEMBER 1, 2022

Typically, SDRs work from one of two territory models: Static territories based on geography or vertical or business segment. Conversely, in the territory model, you miss out on revenue because some reps have far more accounts than they can ever work. Related: How to Overcome the 10 Most Common Sales Objections.

Account 77

Account Lead Rank Ideal Customer Profile Territories 77

Hubspot Sales

OCTOBER 2, 2019

Having a set performance management plan keeps compensation structure and overall business objectives aligned, resulting in a more motivated sales team. To create an effective sales performance management process for your sales team, simplify your overall business objectives and make them relevant to the individual contributors on your team.

SAP 119

SAP Oracle Compensation Territories 119

Smooth Sale

FEBRUARY 8, 2024

It’s about more than unpacking boxes; it’s about planting roots in uncharted territory and fostering growth in your career. A simple conversation may occasionally lead to unanticipated chances. As you become more comfortable, modify your objectives considering your learnings and the input you get.

Networking 78

Networking Real Estate Influencer Ideal Customer Profile 78

Partners in Excellence

MARCH 4, 2024

Why I Love Selling: A Journey of Curiosity In response to a conversation initiated by my “LinkedIn friends” David Brock and Christian Maurer, exploring the essence of what we love about selling, I found myself reflecting on my own journey. territory manager or something like that. He got into selling, without really intending to do so.

Coaching 77

Coaching Data Territories Lead Rank 77

Pipeliner

JUNE 10, 2022

They can tell when you’ve wandered into unknown territory. Prepare For Objections. Objections are a natural part of any sales call. The biggest objection you want to prepare for is the one most prospects are thinking in their mind: “why should I care?” Each prospect’s objections will be different.

Sales Qualified Lead 97

Sales Qualified Lead Objections Follow-up Decision Maker 97

The Pipeline

JANUARY 8, 2015

The neighbor’s dog), not only uncover valuable data and information, but give you control of the flow and direction of the conversation. As importantly, good questions get the prospect thinking, an important ingredient in getting Status Quo customers to begin sharing their objectives and going beyond their comforts and preconceptions.

How To 120

How To Objections Territories Maximizer 120

SBI

MARCH 29, 2018

Campaign Improvement: Node will surface the people that are most likely to be a fit for your solution, and provide contextual information to improve campaign response and conversion to pipeline. Build data-driven sales territories. Find the people and companies most likely to buy. Acquire and allocate talent to accelerate revenue.

Campaigns 66

Campaigns Pipeline Ideal Customer Profile Conversion 66

Janek Performance Group

MARCH 12, 2024

Ask questions like, “How would you handle a customer’s price objections?” Simulations add some much-needed objectivity to the interview process. That mock presentation will reveal how persuasive they are, how effective their delivery style is, and—again—how they counter objections. Will they be good at the job, or not?

Hiring 62

Hiring Sales Talent Compensation Lead Rank 62

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

Sales Hacker

MAY 29, 2023

This will help you learn what the AEs did on the leads, how they navigated the conversations, and what was the end result. Related: 10 Tips to Build Internal Relationships in Your Sales Organization What to do on days 15-30 as a new AE Territory mapping After being assigned your territory, study up. Related: Need to Find Leads?

Ideal Customer Profile 84

Ideal Customer Profile Study Sales Cycle Top of Funnel 84

Anthony Iannarino

AUGUST 22, 2020

Territory and Account Plan: You need a territory and account plan to guide your effort in deciding where you are going to find these opportunities and your strategy for helping compel them to change. The sales conversation has always been nonlinear, but it has increasingly become more so over time. Opportunity Creation.

Territories 79

Territories Decision Maker Opportunity Cold Calling 79

Allego

SEPTEMBER 8, 2022

It has 850 million members in more than 200 countries and territories worldwide. And in 2021, LinkedIn saw a 55% increase in conversations among connections. Strategies for great virtual sales conversations. More than 58 million companies are listed on the platform. Published biweekly. Published biweekly.

LinkedIn 118

LinkedIn Hiring Sales Leadership B2B 118

SBI

NOVEMBER 10, 2020

We all appreciate a sales process focused on helping us solve a real pain point or achieving a specific objective. What insight or analytics can you offer to further your buyer’s goals and objectives? Often in large organizations, there are competing interests or unclear paths to achieving goals and objectives.

Lead Rank 177

Lead Rank Lead Scoring Account Penetration 177

SBI Growth

AUGUST 6, 2012

The objective for each was to identify growth opportunity and align resources accordingly. Here is a typical conversation with Oliver ( a fictional Sales Ops Leader) : Dan : “Do you believe there is enough opportunity for growth in your market? Is a territory mapping program the answer? What is wrong with this picture?

Opportunity 316

Opportunity Strategy Banking Territories 316

SBI Growth

OCTOBER 21, 2013

The following insights are a primer for this in depth conversation. Those reps were covering an extensive territory and large customer base. Consider the metrics that will drive your top 3 sales objectives for the year. Sign up for the Research Tour for a more in depth conversation on this topic. Resource Allocation.

Hiring 293

Hiring Ideal Customer Profile Margin Face-to-face 293

The Spiff Blog

NOVEMBER 17, 2023

Working alongside sales, RevOps, and executives, you develop comp plans that motivate sales performance while simultaneously supporting the business’s key objectives. As an incentive compensation manager, you manage or play a key role in the design of your sales commission plans. Administer commission plans.

Incentives 81

Incentives Incentive Compensation Commission 81

Miller Heiman Group

FEBRUARY 26, 2019

Yet, there is an objective way to set quota that incorporates high-level organizational goals while also meeting the realistic expectations of individual sellers. For instance, the top-down approach may miss the potential of each individual sales rep’s opportunities in their territory or accounts (e.g. How much time do they take?

Strategy 71

Strategy Territories Quota Proposal 71