SBI Growth

OCTOBER 8, 2012

To learn the latest on why insides sales is on the rise sign up for our Making the Number Tour here.). Where I have seen some of the greatest amount of pain is around territory design. So let's walk through my framework on how to optimize inside sales territories. 4 Lenses to Optimize for Inside Sales Territories.

Territories 257

Territories Inside Sales Ideal Customer Profile Lead Rank 257

Understanding the Sales Force

AUGUST 3, 2022

I do my own weeding and that "hobby" takes up a lot of my free time. If you think about territory sales or sales into a specific vertical, reps should be calling on the same customers and prospects all the time. If a rep is selling consumables and/or supplies of some kind, they'll continue calling on those customers who buy.

Churn 296

Churn Account Territories Consumer 296

Zoominfo

MAY 11, 2020

There’s a lot to think about when developing an annual sales plan to support your organization’s strategy and objectives: New customer acquisition, customer retention, increasing share of wallet, resource budgeting … just to name a few. But don’t forget about your sales territory plan. What is a Sales Territory Plan?

Territories 100

Territories Outsourcing Services Buyer Ideal Customer Profile 100

Hubspot Sales

JULY 3, 2018

Sales Territory Plan. Assess Territory Quality. One of the essential pillars of a successful business is a robust and organized sales territory strategy. Studies show that effective territory management can increase overall sales, improve customer coverage, and reduce costs. What Is a Sales Territory?

Territories 123

Territories Lead Rank Lead Scoring Top of Funnel 123

SBI Growth

NOVEMBER 19, 2012

Subsequently, this leads to smaller territories. It is dividing up the total sale target between reps. Instead – Incorporate Bottoms Up. Determine potential by segmenting your customers and prospects. Determine potential by territory. Matching quotas to territory potential will maximize your best territories.

Territories 275

Territories Quota Hiring Maximizer 275

Sales 2.0

MAY 1, 2023

Disrupting the traditional sales model Scott sees AI disrupting some traditional sales models like geographic territories. He says, “what if [my account coverage was] based on my personal relationship map or my own experience in terms of the industries, or where I have done deals and I have worked with customers?”

Scale 221

Scale Top of Funnel Territories Sales 221

Xactly

AUGUST 13, 2018

Let’s cut to the chase–if you’re not using data to drive your sales territory mapping, your territories might be hurting your sales performance more than they are helping it. Sales territory mapping software offers more benefits than sales managers may realize. See if your sales territories have room for improvement.

Territories 70

Territories Software Software Benefit 70

DiscoverOrg Sales

OCTOBER 27, 2016

It wasn’t until after my own special brand of analysis, that I would begin full-on selling. Rather than react to inbound leads or simply start at the top of a list and work my way down, I analyzed my territory before I began. Step two: Add to that list, all companies that should be a customer but aren’t.

Territories 120

Territories Account Ideal Customer Profile Analysis 120

Crunchbase

AUGUST 2, 2021

Your quota isn’t getting any smaller, and your territory isn’t getting any bigger. So, how do you find more qualified leads in your territory, faster? The most effective prospectors take an account-based selling approach. How to define your sales territory in Crunchbase Using advanced search to streamline account research.

Ideal Customer Profile 64

Ideal Customer Profile Sales Qualified Lead Territories Marketing Qualified Lead 64

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. This can work.

Outsourcing Services 193

Outsourcing Services Territories Proposal Sales Methodology 193

SBI

FEBRUARY 7, 2019

Old-School Territory Management is Dead: A Q&A with John Stewart, CEO of MapAnything. Following the recent acquisition of TerrAlign by MapAnything, I asked MapAnything CEO John Stewart to explain the relationship between map-based geo-productivity and territory optimization. So, I asked John to tell me more.

Territories 87

Territories Revenue Data CRM 87

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

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? The facts show that keeping a repeat customer happy is far less expensive. The Difference Between Up-selling and Cross-selling.

Up-Sell 88

Up-Sell Ideal Customer Profile Prospecting Lead Rank 88

Sales 2.0

FEBRUARY 15, 2023

Paul gives an example from his experience where “I was able to sit down with a customer and show them “here’s all the usage. You’re getting lots of value but let me show you what a top 5% customer looks like.” and free up time for managers to coach the reps on how to add more value in their territory for better outcomes.”

Conversion 195

Conversion Amdocs Territories Forecasting 195

Xactly

JULY 18, 2018

In order to manage your sales performance, you need effective sales territory mapping. Sales territory design must be a thoughtful process that involves data and a balancing act to ensure every sales rep has adequate sales potential within their territory. Use Data-driven Intelligence to Map Territories. Download Guide.

Territories 45

Territories Travel Hiring Guidelines 45

Zoominfo

JANUARY 11, 2021

Creating customer profiles for these prospects is crucial for your marketing campaigns—and in the end, your sales. Focusing on segmented groups of potential customers not only saves time and resources, but the marketing campaign as a whole. What is a Customer Profile? The Benefits of Creating Customer Profiles.

Ideal Customer Profile 162

Ideal Customer Profile B2B Buyer Persona Top of Funnel 162

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. The Right Data for Customer Segmentation. Download Guide.

Territories 45

Territories Software Software Benefit 45

Zoominfo

DECEMBER 7, 2022

Sales and marketing teams have always sought to understand how target customers work internally. Knowing how and where a customer’s decisions are made can make a world of a difference in how you sell to them, whether it’s prioritizing the right accounts with the right message or pinpointing which contacts to develop relationships with first.

Scale 130

Scale Territories Pivotal Lead Rank 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. The Right Data for Customer Segmentation. Download Guide.

Territories 50

Territories Demographics Travel Distribution 50

SBI Growth

NOVEMBER 22, 2012

Customer/prospect segmentation is a key first step in making wise allocation decisions. What is the realistic untapped revenue potential within your existing customer base? Where exactly are these greatest potential customers and prospects? Operationalize Your Customer / Prospect Segmentation. Make it Pay Off.

Segment 288

Segment Customer Territories Penetration 288

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

Sales Hacker

DECEMBER 9, 2022

Combine predictive scoring with historical insights to gain a better understanding of your customers. Sales leaders often evaluate prospects and existing customers based on readily available information — order history, and firmographic data (company location, size, industry, etc). Related: Your Territory Model Is Hurting Attainment.

Lead Rank 97

Lead Rank Territories Lead Scoring Quota 97

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. The insights gave her a clear picture of the customer lifecycle, what approaches worked best in each region, and how certain deals were progressing. “My

Analysis 130

Analysis Territories Scale SalesForce 130

Janek Performance Group

APRIL 17, 2024

They can be instrumental in accelerating revenue generation and fostering customer relationships. 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.

Outsourcing Services 118

Outsourcing Services B2B Lead Rank Sales Qualified Lead 118

Zoominfo

DECEMBER 16, 2020

As adoption rates in Customer Relationship Management Software (CRMs) continue to rise, a (data-driven) gap in usefulness and effectiveness is very clear. Without question, the functionality within CRMs, particularly Salesforce, can create a 360 degree view of the prospects and customers alike.

SalesForce 219

SalesForce Territories Intent Signal Buyer Persona 219

Partners in Excellence

MARCH 8, 2024

Preface : Ron Guilbault has been a thoughtful sounding board for all sorts of ideas on selling. At times I’ve been asked for help in areas outside of what I was selling. To be trusted in this way let me know the customer knew I was invested in their success. Such trust is a key component of successful selling.

Retail 73

Retail Hotels Journal Sales Qualified Lead 73

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

SalesforLife

AUGUST 8, 2019

We’ve been working with a Fortune 50 company over the last couple of years, and it’s been incredible to watch how they’ve incorporated modern, digital selling with traditional calls, email-based selling, and account-based marketing as part of the trifecta of success. So let’s get more tactical, with six steps that you can take.

Pipeline 80

Pipeline Lead Rank Lead Scoring Customer 80

Zoominfo

JANUARY 11, 2021

Creating customer profiles for these prospects is crucial for your marketing campaigns—and in the end, your sales. Focusing on segmented groups of potential customers not only saves time and resources but the marketing campaign as a whole. What is a Customer Profile? How do they compare to buyer personas?

Ideal Customer Profile 100

Ideal Customer Profile B2B Buyer Persona Top of Funnel 100

Zoominfo

NOVEMBER 1, 2022

It’s the only way to learn about the challenges your customers face, and find out what kind of features they need from you. In this post, we’ll meet three ZoomInfo customers — Alan, Nic, and Thomas — to learn how ZoomInfo has helped them streamline their workflows, improve their performance, and grow in their careers.

Prospecting 130

Prospecting Hiring Face-to-face Intent Data 130

Partners in Excellence

SEPTEMBER 14, 2023

Time Available For Selling is a critical issue for everyone in sales. But before I go into a further discussion about time available for selling, let me first define how I look at time available for selling. Sellers have responsibilities outside just engaging customers. There is a certain amount of administrative work.

CRM 131

CRM Proposal Maximizer Up-Sell 131

SBI

DECEMBER 16, 2014

Al: ClearSlide is an enterprise SaaS platform that enables sales and marketing teams to better engage with their customers. They can then deliver this message to the customer using our platform, which we have fine-tuned for the needs of sales teams. In essence, we’re bringing science to the art of selling.

Up-Sell 130

Up-Sell Decision Maker Forecasting Revenue 130

Hubspot Sales

FEBRUARY 12, 2024

This sets the foundation for long and healthy relationships, ensures you’re building a quality customer ecosystem, and decreases churn. Signs You Should Disqualify Their company's size is much larger or smaller than your typical customer. Their company's revenue is much higher or lower than your typical customer.

Hubspot 115

Hubspot Sales Process Buyer Churn 115

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? Looking at prospecting and conducting sales calls–sellers are spending 33% of their time engaging with customers/prospects.

Territories 81

Territories Examples Negotiation Meeting 81

Sales and Marketing Management

MARCH 25, 2019

Customized responses will become essential. The B2B market needs to become as customer-centric as the B2C market. With cutting-edge digital tools, considerably smaller sales teams can gain much more knowledge about their customers and how they intend to use their products. Simply “selling products” isn’t enough.

B2B 254

B2B Segment Ideal Customer Profile B2C 254

The Pipeline

JUNE 5, 2013

The more territory, the more accounts I get, the better I will do”. Yet often the opposite is true, more often than not, less is more in sales accounts and territories. When I asked them what can be done to hit their goals, all but one suggested that we add accounts to their territories that were homeless due to a recent departure.

Territories 303

Territories Top of Funnel Account Funnel 303

SBI Growth

OCTOBER 4, 2013

To assist you further, sign-up for SBI’s Sales & Marketing Research Review here. Bottom-Up Quota Setting. Bottom-Up Quota Setting: Validating quota from a Sales Rep & Sales Management perspective. Territory Potential: Growth rates for newer territories will rapidly outpace more mature markets.

Quota 306

Quota Ideal Customer Profile Territories Demographics 306