SBI Growth

SEPTEMBER 27, 2013

This tool is a practical guide to 10 conversations that will boost retention. Now they are impatient to make up for the temporary career setback. Best-selling author and Gen-Y expert Dan Schawbel explains why. When new territories and quotas are assigned, other pastures look temptingly green. But it isn’t.

Sales Talent 300

Sales Talent Conversion Survey Salary 300

Understanding the Sales Force

OCTOBER 25, 2023

Those salespeople aren’t aware that they suck and they don’t believe that they suck because they don’t know what great selling looks like, sounds like, or feels like. None of that makes them very good at selling, but those scenarios would certainly contribute to ongoing, recurring account revenue.

Outsourcing Services 193

Outsourcing Services Territories Proposal Sales Methodology 193

Smooth Sale

JANUARY 3, 2020

Like most salespeople,you, too, might have faced a dilemma of cross-selling in your career while dealing with prospective clients. Are you familiar with cross-selling strategies for prospective buyers? No one can guarantee a 100% conversion ratio. The Difference Between Up-selling and Cross-selling.

Up-Sell 88

Up-Sell Ideal Customer Profile Prospecting Lead Rank 88

Xactly

AUGUST 2, 2018

The sales territory is a geographical area that is managed by a sales rep or sales team. A territory can be defined by sales potential, history, geography, or a combination of the above. The objective is to make sure sales territories are balanced to help increase revenues. . Take Assessment.

Territories 68

Territories Demographics Travel Distribution 68

Zoominfo

OCTOBER 12, 2022

When Sarena Wing took on a new international sales territory, she was excited to get started. But she also knew she needed to get up to speed very quickly. For sales professionals, conversations aren’t just about closing deals — they’re also about cultivating relationships. Luckily for her, that era is over.

Analysis 130

Analysis Territories Scale SalesForce 130

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 45

Territories Software Software Benefit 45

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

CloserIQ

AUGUST 19, 2019

However, to really set yourself up for closing, you need to be setting the groundwork from the very beginning. The best way to do this is to exercise control over sales conversations. If you can do this, you can successfully deploy a solution-selling approach. This should guide the rest of your approach in sales conversations.

Conversion 81

Conversion How To Closing Objections 81

The Pipeline

SEPTEMBER 21, 2021

Think of it as being multilingual, they only speak one of the three languages spoken in their territory. The 20% who are recognized as eagles continue to sell the future, but future is not singular. Clearly for Decision, it is here and now, “we need to be up by year end…?”.

Buyer 345

Buyer Demographics Video Territories 345

Tenbound

APRIL 19, 2024

Last but not least, don’t forget to; “LinkedIn connect, and don’t sell!” This includes respect for the Sales Development motion and people, the importance of alignment between teams, and a focus on setting the SDR and AE up for success. What’s the best cold call opener? Which subject lines and email templates are working?

Territories 45

Territories Cold Calling Pipeline Webinar Metrics 45

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 118

Outsourcing Services B2B Lead Rank Sales Qualified Lead 118

The Pipeline

AUGUST 10, 2011

Sign up for our Email Newsletter. In Conversation – How to Shorten the Sales Cycle. A few weeks back, I was working with the folks at NetProspex to come up with a way to help clients improve their sales success. Responding questions and expanding on the topic, we ended up record over an hour of straight and useful talk.

Sales Cycle 244

Sales Cycle Pipeline Conversion Webinar Metrics 244

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

Anthony Iannarino

JULY 2, 2020

The most popular theory now is to improve your sales velocity, the speed at which you complete “the sales conversation.” ” The “sales conversation” is your sale process, and if you believe your prospective client has one, the steps that they think they need to decide what to do and who with.

Closing 121

Closing Territories Decision Maker eBook 121

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. When you’re trying to make 30 or 40 calls and have meaningful conversations, you need as much time to prep for those calls as possible, versus doing all that research across five different websites or services.”

Prospecting 130

Prospecting Hiring Face-to-face Intent Data 130

Partners in Excellence

SEPTEMBER 21, 2023

A lot of the conversation focuses on “freeing up time.” ” But as I think about it, is the issue really about freeing up time or is it about using our time more effectively? Even non selling activities at 15% can be very important uses of time. For example, Gartner published an interesting analysis.

Territories 81

Territories Examples Negotiation Meeting 81

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

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

No More Cold Calling

MARCH 15, 2018

B2B selling is all about relationships. Digital technology certainly helps facilitate conversations, but when it comes to relationship-building, technology can also be a hindrance, a distraction, and a crutch. Growing up, many of us Baby Boomers only had a radio. Don’t stay up too late watching TV.

Lead Generation 243

Lead Generation System Leads Marketing Qualified Lead 243

Allego

OCTOBER 18, 2022

If you’re going to take a data-driven approach to selling, you must have salespeople who are able to find that data and interpret it. He specializes in B2B selling to help companies transform and maximize the results of their sales organization. Nick Valla: “Sales today is all about having productive conversations.

Google 93

Google Maximizer Territories Groups 93

Pointclear

NOVEMBER 27, 2017

Territory turnover for this new sales manager isn’t unusual, but the solution can be evasive, expensive and humbling. He had 10 sales territories in his domestic North American sales force. Now everybody was scrambling, with a lot of pressure on those remaining to make up the difference. The Situation. Why it Matters.

Forecasting 124

Forecasting Sales Forecasts Territories Sales Qualified Lead 124

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 conversations your reps are having.

Territories 185

Territories Margin Training Pipeline 185

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. How can an organization set themselves up for success by nailing the quota setting process?

Quota 70

Quota Revenue Lead Rank Territories 70

InsideSales.com

MAY 13, 2021

Since the landscape has changed dramatically in the past year, here’s what changed about the traditional inside sales vs. outside sales conversation and how sales are building new, digitally enabled teams, no matter where they set up their workspace. Strategic vs. Transactional Selling. The Death of the Conference Room Meeting.

Outside Sales 99

Outside Sales Conference Inside Sales Territories 99

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. Just stay out of her way and let her sell. He mostly gets his way.

Territories 303

Territories Quota Engineering Resources 303

Apptivo

FEBRUARY 20, 2023

Wind-Up Overview No matter what you sell or the sector you’re in, you need a consistent flow of qualified leads to develop your business. Depending on where they are in the marketing funnel , you can then follow up with different leads or retarget them with content. Overview 2. ABCs of sales lead management 3.

Lead Rank 103

Lead Rank Lead Scoring Lead Management System 103

The Pipeline

MAY 7, 2019

When you ask them straight up, they always have a reason or excuse. But when their guard is down, the conversation more casual, you find out the real deal. I remember a rep about two years in the territory, telling me he has earned the right not to prospect. Complete The Sales Person.

Handbook 235

Handbook Lead Rank Hiring Top of Funnel 235

Hubspot Sales

JULY 22, 2020

The HubSpot Sales Platform gives sales professionals the tools they need to sell more deals faster in one integrated suite. HubSpot Sales gets rid of manual data entry, a huge time waster in sales, so professionals can spend time selling. HubSpot Sales Platform. Pricing: Free. HubSpot Email Scheduling. Pricing: Free. Pricing: Free.

Tools 108

Tools Closing Territories Hubspot 108

Hubspot Sales

SEPTEMBER 16, 2020

During the execution of the sales process, the rep should rely on their planning and preparation to guide the call, while still being attentive and allowing room for flexibility if the conversation doesn’t go as planned. Ultimately, when your reps are selling to the right people, their job and sales process as a whole will be much smoother.

Sales Process 124

Sales Process Ideal Customer Profile Sales Qualified Lead Territories 124

Crunchbase

MARCH 13, 2023

As the downturn continues, many account executives are expected to be selling more and achieving better results in order to help their companies maintain trajectory. Make smarter territory choices Hard times mean hard choices. For teams with reduced headcounts, that usually means better territory planning.

Territories 59

Territories Churn Face-to-face SME 59

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

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. Putting HOW You Sell at the Core of Your Business. Building Blocks, Close Up by Mike Kunkle , VP Sales Effectiveness Services, SPARXiQ and Felix Krueger.

LinkedIn 118

LinkedIn Hiring Sales Leadership B2B 118

The Sales Hunter

APRIL 11, 2018

Are you the lone wolf at your company or are you the first one to sign up to help organize the 3-legged sack race at the company picnic? Early in my career, my territory consisted of 1/3 of the state of Oregon. The size of the territory was bigger than territory in 4 other states I covered driving my company-supplied Buick.

Sports 138

Sports Territories Outbound Conference 138

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. Selling to local SMBs is very different from selling to Fortune 100 executives, for example.) Social Selling. Prospecting.

Social Media 62

Social Media Territories Face-to-face Negotiation 62

Crunchbase

MAY 18, 2023

According to Demand Gen Report ‘s 2022 B2B Buyer Behavior Survey , 55% of buyers say their purchasing timelines have grown, while 82% of sales professionals have had to adapt quickly to new ways of selling. The result? This means getting the right people on the right calls without scheduling mishaps.

Sales Cycle 98

Sales Cycle Lead Rank Lead Scoring Sales Qualified Lead 98

SBI Growth

DECEMBER 5, 2013

Conversely, we’ve come across teams that throw their hands up in despair. All your data is rolled-up to a common definition of the customer. IT needs to step up here. Don’t do a territory redesign project without knowing exactly who you’re targeting. Messaging is focused, content is relevant, closing rates go up.

Top of Funnel 296

Top of Funnel Territories Scale Segment 296

Anthony Iannarino

MAY 20, 2020

You don’t really lose deals because you didn’t differentiate your approach throughout the sales conversation or create greater value. 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.

Lead Rank 128

Lead Rank Lead Scoring Territories Cold Calling 128