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. CRM adoption? You can’t turn them over to someone else, I brought them in !

Territories 303

Territories Quota Engineering Resources 303

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

Sales Hacker

FEBRUARY 6, 2023

and other unpredictable events. When the plan is in alignment with execution, your territories remain optimized and sellers are focused on the best opportunities. Furthermore, transparent territories and quotas keep sellers happy. I forgot to add the new sales rep to the CRM” on their start date. It prevents the “Oops!

Hiring 83

Hiring Policies Territories Commission 83

Corporate Visions

JULY 2, 2020

But, just as the first wave of agricultural society gave way to the second wave of industrial society, so too Learning Paths transitioned to more situational, Territory Plan-based learning and enablement. The Second Wave: Territory Plans. Then you can identify the “land and expanders” you need to help grow existing accounts.

Sales Enablement 105

Sales Enablement Webinar Metrics Territories Top of Funnel 105

SBI

OCTOBER 4, 2018

As crazy as it always is, it remains one of the best events of the year to attend if you’re looking for inspiration, knowledge, and networking. As I always do, I stopped at the booths of some of the most exciting technologies to learn what they had to share at the event. What a week! It can’t be done with a spreadsheet.

Report 138

Report SalesForce Video Distribution 138

Hubspot Sales

APRIL 12, 2023

Or are your field sales reps handling deals from start to finish within their assigned territories? However, say one of those reps researches her prospects, writes personalized emails, incorporates trigger events, and crafts individual value propositions. HubSpot CRM offers an industry-leading product with customer support to match.

Revenue 118

Revenue Proposal SalesForce Lead Rank 118

Hubspot Sales

AUGUST 26, 2018

HubSpot CRM. In addition, new jobs are often trigger events for buying new products or services. Here are some Twitter lists you might want to create: Prospects within your territory that you want to keep tabs on. Bloggers and media that report on companies in your territory so you can find out about new companies.

Prospecting 78

Prospecting Hiring Journal Territories 78

Zoominfo

JANUARY 11, 2021

But more niche terms like, “mobile CRM software,” or, “competitive lead intelligence,” generally have a lower price tag and attract your segmented audiences. Don’t forget to save everything (EVERYTHING) in your CRM! What’s Included in a B2B Customer Profile?

Ideal Customer Profile 162

Ideal Customer Profile B2B Buyer Persona Top of Funnel 162

The Pipeline

AUGUST 6, 2019

So will the number of time reps can spend time developing their skills and territories when they stop chasing marginal things. These are short term opportunities; some are part of the regular cyclicality, others are specific to that company, regulatory events, or other common triggers. More Priorities Than Pain. Go Living In The Past.

Sales Qualified Lead 242

Sales Qualified Lead Buyer Segment Margin 242

InsideSales.com

JUNE 16, 2021

Ops teams traditionally rely on basic territory planning and account planning for an initial prioritization, but there isn’t really much prioritization strategy beyond that initial plan for more organizations. Everyone who is successful in a rev ops role capitalizes on the CRM. The CRM becomes a one-stop source of truth.

Revenue 105

Revenue Top of Funnel Ideal Customer Profile Lead Rank 105

Zoominfo

JULY 26, 2022

ZoomInfo APIs automatically move our B2B data and intelligence directly into the systems and tools that our customers use every day — like a CRM, marketing automation platform, and sales engagement system. That’s the value of ZoomInfo’s Enterprise API technology. Here are a few successful examples of APIs delivering for ZoomInfo customers.

Enterprise 130

Enterprise Enterprise Data Top of Funnel 130

Nutshell

SEPTEMBER 12, 2018

Last month, Highrise’s 10,000+ customers got some bad news : The CRM platform will no longer be actively developed by its parent company, Basecamp. Here are the top 5 Highrise alternatives that sales teams need to consider when choosing a new CRM: Nutshell. Unlimited contacts and data storage in all plans: No. Salesforce Sales Cloud.

Lead Rank 74

Lead Rank Lead Scoring SalesForce CRM 74

Zoominfo

JULY 6, 2021

Tom is pitching to you because his office is based a few blocks away from your house and your street happens to fall within his territory. By the early 2000s, both inside and outside sales teams were receiving leads from their companies’ websites; logging into CRM systems; and showcasing their services via glitchy video conferencing.

Lead Rank 147

Lead Rank Ideal Customer Profile Inside Sales Outside Sales 147

SBI

OCTOBER 1, 2014

They’ll all be participating in this year’s Dreamforce 2014 event at the Mosconi Center in San Francisco. “Event” is perhaps not the right word to use. This year looks to be the biggest event of it’s 12 year history. This year looks to be the biggest event of it’s 12 year history.

Vendor 139

Vendor Twitter InsideView InsideSales 139

SBI Growth

OCTOBER 27, 2012

In the event that your competitors aren’t utilizing a Win/Loss Analysis you’ve got a major leg up. A good 360 Degree View will focus on all outcomes: Wins: Great resource to watch trends and understand what is working in your market, segment, territory, etc. If you don’t keep up with this practice, you’ll end up out of the game.

Ideal Customer Profile 280

Ideal Customer Profile Analysis Trends Segment 280

No More Cold Calling

OCTOBER 16, 2014

We still remind each other to prioritize people over technology : Don’t check messages in meetings or at events. The Lesson for Salespeople This isn’t just dangerous territory for families; it also makes for bad business. The devices have definitely changed over the years, but the cautions have not.

Face-to-face 291

Face-to-face Transportation Pivotal Social Media 291

No More Cold Calling

MARCH 15, 2018

We still remind each other to prioritize people over technology: Don’t check messages in meetings or at events. This isn’t just dangerous territory for families; it also makes for bad business. The devices have definitely changed over the years, but the cautions have not. Don’t answer your phone at meals.

Lead Generation 243

Lead Generation System Leads Marketing Qualified Lead 243

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. Territory Alignment. Trigger Events. Last week I wrote about the follies of having a shorter sales cycle , beyond the points highlighted, I think it raises another trend in sales these days.

ACT 244

ACT Pipeline Top of Funnel Hiring 244

DiscoverOrg Sales

FEBRUARY 13, 2019

Sales uses a CRM … but the marketing automation system might not integrate. Sales often uses Location data for territory planning, but Marketers love Location data because it has so many use cases: be more targeted with event promotion (like the Dreamforce happy hour example above). Marketing has certain data needs.

Ideal Customer Profile 202

Ideal Customer Profile Data Scale Marketing 202

Crunchbase

APRIL 11, 2023

Buy signals, or events such as new funding raised, changes in leadership and new product launches can indicate that a company has purchasing power, while intent data like a prospect visiting your website can help you gauge just how interested in your product they are. You can gauge buyer intent using factors like buy signals and intent data.

Ideal Customer Profile 98

Ideal Customer Profile Closing Prospecting Intent Data 98

Crunchbase

APRIL 11, 2023

Buy signals, or events such as new funding raised, changes in leadership and new product launches can indicate that a company has purchasing power, while intent data like a prospect visiting your website can help you gauge just how interested in your product they are. You can gauge buyer intent using factors like buy signals and intent data.

Ideal Customer Profile 98

Ideal Customer Profile Closing Prospecting Intent Data 98

Nutshell

JANUARY 9, 2019

Sales teams tend to cling onto free software like Google Docs because they think switching from spreadsheets to a CRM will be disruptive, or labor-intensive, or will require them to recreate their database from scratch in a new system. We’ve been over this, people. Turn Google Maps into a selling tool. So, isn’t it time your team leveled up?

Google 86

Google How To CRM Top of Funnel 86

The Pipeline

MARCH 31, 2011

Stored in Attitude , Business Acumen , Prospecting , Sales 2.0 , Sales Strategy , Social Selling , Social media , Trigger Events , Webinar , execution. Triggers Fundamentals (101) – Events. How well prepared you are in advance will help determine how well you can leverage events when they come to your advantage.

Social Selling 216

Social Selling Webinar Metrics Pipeline Social Media 216

Your Sales Management Guru

SEPTEMBER 29, 2014

and as the discussion of “territory development” evolved several of the salespeople simply didn’t feel it was their responsibility to prospect because of the futility of cold calling/phone calling and event marketing. In this format there maybe a series of marketing campaigns, tele-sales people and a well-designed CRM reporting system.

Prospecting 92

Prospecting Lead Rank Lead Scoring Real Estate 92

Corporate Visions

JULY 2, 2020

But, just as the first wave of agricultural society gave way to the second wave of industrial society, so too Learning Paths transitioned to more situational, Territory Plan-based learning and enablement. The Second Wave: Territory Plans. Then you can identify the “land and expanders” you need to help grow existing accounts.

Sales Enablement 52

Sales Enablement Webinar Metrics Territories Top of Funnel 52

Zoominfo

JANUARY 11, 2021

But more niche terms like, “mobile CRM software ,” or, “competitive lead intelligence,” generally have a lower price tag and attract your segmented audiences. Cheaper advertising – It’s no secret—broad, popular search terms like “business software,” or “ sales intelligence ,” are expensive for ads.

Ideal Customer Profile 100

Ideal Customer Profile B2B Buyer Persona Top of Funnel 100

The Pipeline

AUGUST 5, 2011

Stored in CRM , Communication , Guest Post , Review , Sales 2.0 , Sales Success , Sales Tool , Sell Better , execution. Sugar Mobile – Sugar is already a leader in the CRM arena, and now they have extended their capabilities to mobile devices so that you can access client-critical information from anywhere. Territory Alignment.

Pipeline 275

Pipeline Hiring Travel Top of Funnel 275

Pipeliner

JULY 21, 2020

However, our outcomes are the results of our response to some event. The circumstances we are in are the unknown territory for all of us. He is CSMO at Pipeliner CRM. To enjoy the journey, we need to speed, but sometimes it’s necessary to step on the breaks. Advanced Self-Leadership. We are all leaders of ourselves.

Margin 69

Margin Territories Influencer Lead Rank 69

The Pipeline

NOVEMBER 10, 2011

Focus Roundtable Free Online Event. Territory Alignment. Trigger Events. Stored in Attitude , Buying Process , Cold calling , Communication Strategy , EDGE Selling , Gap Selling , Interactive Selling , Planning , Proactive , Prospecting , Sales Strategy , Sales Tip , Success. Thursday November 10, 2011 3:30 pm Eastern.

Webinar Metrics 193

Webinar Metrics Pipeline Strategy Prospecting 193

The Pipeline

FEBRUARY 21, 2012

A collection of three top sales books, including my award winning book on Trigger Events. A copy of the award winning book on Trigger Events. Territory Alignment. Trigger Events. Second Prize. What you need to Win. Simply promote the workshop by tweeting it to your friends, followers, neighbors, former lovers, etc.

Pipeline 220

Pipeline Cold Calling Sales Qualified Lead Hiring 220

Crunchbase

FEBRUARY 9, 2021

Additionally, your CRM should offer sophisticated analytics and reporting features to detect early potential pattern changes in your business. How often do we start analyzing sales and end up in the wrong financial or market territory? Will these events in a vacuum drive failure?

Data 98

Data Forecasting Ideal Customer Profile ACT 98

The Pipeline

DECEMBER 7, 2011

Territory Alignment. Trigger Events. Buying Process. Cold calling. Communication. Communication Strategy. Customer Care. Demand Generation. Dependability. Don't Wait. EDGE Sales Process. EDGE Selling. Emotional Intelligence(EQ). Funnel management. Gap Selling. Guest Post. Hiring Sales Talent. Selling to Executives. Social Buying.

Pipeline 245

Pipeline Cold Calling Webinar Metrics Hiring 245

Zoominfo

JUNE 8, 2021

But ZoomInfo and Insent can continuously monitor your entire total addressable market across all territories and account lists, mine your website and first-party data for signals, and trigger automated sales and marketing workflows, plays, and alerts to create informed, serendipitous, personalized engagement.

Ideal Customer Profile 100

Ideal Customer Profile Sales Qualified Lead Scale Lead Rank 100

The Pipeline

JUNE 8, 2011

Sales Success , Tibor Shanto , Trigger Event Selling , Trigger Events , Video. Territory Alignment. Trigger Events. Tibor Shanto. Add a Comment. Name (required). Mail (will not be published) (required). Click here to cancel reply. Add video comment. Categories "Did You Just Say…? Buying Process. Cold calling.

Pipeline 224

Pipeline Cold Calling Hiring Compensation 224

The Pipeline

MARCH 28, 2011

Most common of these is prospecting, but there are other things including keeping the information in their CRM up-to-date. Fearing that if they “lost” the rep they would somehow be behind, the vacant territory syndrome. Territory Alignment. Trigger Events. Reply to this comment. Trackbacks/Pingbacks.

Pipeline 220

Pipeline Twitter Hiring Territories 220

The Pipeline

NOVEMBER 16, 2011

Territory Alignment. Trigger Events. Buying Process. Cold calling. Communication. Communication Strategy. Customer Care. Demand Generation. Dependability. Don't Wait. EDGE Sales Process. EDGE Selling. Emotional Intelligence(EQ). Funnel management. Gap Selling. Guest Post. Hiring Sales Talent. Selling to Executives. Social Buying.

Pipeline 240

Pipeline Cold Calling Hiring Compensation 240

The Pipeline

JANUARY 18, 2012

Territory Alignment. Trigger Events. Buying Process. Cold calling. Communication. Communication Strategy. Customer Care. Demand Generation. Dependability. Don't Wait. EDGE Sales Process. EDGE Selling. Emotional Intelligence(EQ). Funnel management. Gap Selling. Guest Post. Hiring Sales Talent. Selling to Executives. Social Buying.

Pipeline 253

Pipeline Cold Calling Hiring Compensation 253