Benefits of Territory Mapping Software

Xactly

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.

4 Steps to Master Your Territory

Sales Benchmark Index

One of the most dreaded can be a change to your territory. Where should my focus be in my new territory? Follow the 4 steps and use the Agile Territory Planner to become the master of your domain. Information about your new territory is usually available to help you ramp quickly.

How to Use Executive Leadership Changes to Time Sales Outreach

DiscoverOrg Sales

A DiscoverOrg study revealed that 71% of newly-hired or recently promoted decision-makers lead 3+ initiatives within their first 3 months in a new position. ” New decision-makers want to show early success to gain the trust of superiors.

The Comfort and Safety of “Me Only Territory”

Jonathan Farrington

The very best consultative sales professionals operate exclusively in “me only territory” and that demands an explanation, so let’s begin by examining the traditional sales environment. These people are all operating exclusively in “me-too territory”?. When we move into center field, we find ourselves in “me-first territory:” These salespeople bring much more to the table and have a much wider commercial bandwidth.

What’s it Like in “Me Only Territory?”

Jonathan Farrington

The very best consultative sales professionals operate exclusively in “me only territory” and that demands an explanation, so let’s begin by examining the traditional sales environment …. These people are all operating exclusively in “me-too territory”.

What’s it Like in “Me Only Territory?”?

Jonathan Farrington

The very best consultative sales professionals operate exclusively in “me only territory”and that demands an explanation, so let’s begin by examining the traditional sales environment. These people are all operating exclusively in “me-too territory”?. When we move into center field, we find ourselves in “me-first territory:” These salespeople bring much more to the table and have a much wider commercial bandwidth.

Sales Tech Game Changers: @InsideView – How to Identify New Market Opportunities

Smart Selling Tools

Joe: InsideView helps B2B companies drive rapid growth by empowering business leaders to quickly and confidently make go-to-market decisions. Territory planning – We help companies understand where the greatest potential for opportunities are.

What makes a stellar B2B sales person?

Artesian Solutions

To get to the heart of the issue we thought it best to take inspiration from those in the know, and who better to give us the low down on what makes a stellar sales person than 2018’s BESMA Sales Professional of the Year – Andrew Jenkins , Territory Account Executive at Autodesk.

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The Pipeline ? Retarded Sales Behavior and The Reasons We.

The Pipeline

Instead of being thought-leaders we’ve become frenetic, selfish territory managers. There are a dozen sales tasks we put off because they are scary – calling back decision-makers or prospecting for the right point-of-contact at our optimal contact. Territory Alignment.

How to Construct the Perfect Target List

Sales Benchmark Index

There was a change to your territory. The problem is they don’t know the details of your territory like you do. Some examples are: Access to Decision Makers. Amaze your manager with your new territory insights. It’s that time again.

How to Effectively Follow-up After Sales Meetings

Openview

Who’s the decision maker? (If If your champion isn’t the decision maker, how can they influence the decision maker?). The average salesperson is losing up to 40% of their deals because they’re not following-up effectively.

How to Construct the Perfect Target List

Sales Benchmark Index

There was a change to your territory. The problem is they don’t know the details of your territory like you do. Some examples are: Access to Decision Makers. Amaze your manager with your new territory insights. It’s that time again.

Choose Activity Goals to Grow Sales

Score More Sales

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.

Why Are You Trying To Kill Me?

The Pipeline

But hype is something decision makers have a radar for, serious decision makers want facts not hype, they want tangible things that help them achieve their objectives. Let’s look at the “short list claim”, and decision makers.

The Sales Manager New Year’s Resolution: 3 Do’s & 3 Don'ts

Sales Benchmark Index

Reps struggling to get in front of Decision Makers. A-players – Incent them more and put them in your best territories. It is using tools like LinkedIn to get face-time with Decision Makers inside target accounts. I am big on New Year’s resolutions.

3 Ways for Better Follow Up in Sales

Score More Sales

The same is true for companies in your geographic territory who fit one of your buyer profiles. If you don’t have any historical data, start now by clearly noting as much detail in your CRM system as possible so that you can make some decisions based on actual data.

Three Simple Ways LinkedIn Helps Sales Grow

Score More Sales

example: instead of “Account Manager” list how you help others in the geographic territory, such as “Data Specialist for Multi-Location Companies, Atlanta” This helps anyone scanning to better understand what you do, and is entirely searchable in Google.

Cold Voicemails Work … Just Not How You Expected

DiscoverOrg Sales

In this instance, a quick glance at the LinkedIn profile of my prospect of Jeff revealed his territory and job description – which was all I needed to know in order to leave a targeted voicemail. How many emails hit your inbox every day? A lot, right?

How To Keep Generating Fresh Leads

MTD Sales Training

Here are a few tips: Divide your territory in a way that makes sense. One of the first steps to effective territory management is to have a concrete view of current customers, potential customers, competitors’ activity, and the location of all of these. ” Based on geography and the number of your accounts and prospects, you may divide your territory by area post code, by customer type , or by product…as long as you’re divvying it up in a logical way.

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Here Are the Best Books to Read Over the Holidays

Alice Heiman

Concerned your team might be bombard ing C-level decision makers with digital outreach? More decision makers. If you want to target the best and most profitable customers in your territory and take them from your competition, let this book be your guide. Many leaders take advantage of the holidays in November, December, and January to read the latest books about sales and leadership.

Why The Sales World Sucks at Earning Referral Business and How You Can Change The Game

Sales Hacker

The concept is this: The decision maker, C-level exec, or Owner of a firm you are serving can actually be a TERRITORY within your TERRITORY. I once met a decision maker who told me HE LOVED my marketing and my cold call approach — but he would never buy from me.

Don’t Make Excuses for Not Calling on Your Dream Clients

Anthony Iannarino

Some prospects in your territory only perceive “ lowest price ” as value. The stakeholders who were unhappy with you will move on, leaving their company for another opportunity, replaced by a new decision-maker.

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5 Habits of the Best Salespeople

Sales and Marketing Management

That decision by Irene, and her staff, was fortunate for me because it allowed me to tag along on sales calls with our best sellers, and executives who were known to be great with customers. From that experience, I noticed the five abilities that these top performers used: Vis-ability – The best salespeople know how to create such a curiosity about their product or service that decision-makers and influencers are compelled to know more.

Three Simple Ways LinkedIn Helps Sales Grow

Score More Sales

example: instead of “Account Manager” list how you help others in the geographic territory, such as “Data Specialist for Multi-Location Companies, Atlanta” This helps anyone scanning to better understand what you do, and is entirely searchable in Google.

4 Cold-Call Lines That Don’t Creep Out Your Prospect

DiscoverOrg Sales

You finally found a direct phone number for the perfect decision-maker – AND a hot tip that the company finally got funding in place to purchase a solution like yours. “HOW THE %$#@ DID YOU GET THIS NUMBER? Take me off your call list!”.

3 Ways for Better Follow Up in Sales

Score More Sales

The same is true for companies in your geographic territory who fit one of your buyer profiles. If you don’t have any historical data, start now by clearly noting as much detail in your CRM system as possible so that you can make some decisions based on actual data.

10 Reasons Why Inside Sales Will Displace Field Sales Teams by 2015

Pointclear

Structuring a global workforce and creating geographic territories will be a thing of the past because today’s salespeople work virtually, socially, and inter-culturally. Scheduling an on-site meeting with the committee of decision-makers will be almost impossible—especially because the committee of decision-makers now has up to 21 people in it, and most of them telecommute.

Why You Need to Know “The Need behind The Need”

Miller Heiman Group

Research engines employ predictive analytics to help sellers focus on target-rich territories. Sales analytics platforms like Scout inform sellers’ next moves according to where a buyer is in the sales cycle, shedding light on what information resonates with each decision-maker—and when. Knowing customers’ pain points before engaging allows sales professionals to give their customers a frame of reference for their buying decisions—and a chance to see things differently.

9 Steps to Boost Sales in 2014 Part 3 Execution

Score More Sales

If it is a new plan, or new territory – find the upside to it and see how you can make it work for you. or their prospecting conversion rates (how many decision makers do I need to talk to in order to set up a next meeting / demo / conversation)?

10 Inside Sales Ideas From Ken Krogue

Score More Sales

2010 Demandgen study, done on behalf of Genius, said 2 out of 10 organizations make purchase decisions based on annual budget. If you are talking to the right decision maker and the need is strong enough – they will find the money and do it quickly.

8 Surefire Tactics Proven to Shorten the Enterprise Sales Cycle

Sales Hacker

Territories are created or realigned. Although it may seem unnecessarily complicated on the surface, involving multiple decision makers is a good thing. Deals that involve more than one decision-maker are called multi-threaded sales deals , and here’s how they work… Your sales conversation may begin with someone in procurement who has control over the budget. But don’t rush their decision process. Don’t limit decisions to the sales team.

2013 TOP SALES TRENDS

HeavyHitter Sales

More organizations will study their top salespeople in 2013 to understand how they formulate their winning account strategies based upon customer politics, evaluator psychology, and the human nature of executive decision makers that are unique to winning every account. 

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Unleashing the Power of Frontline Sales Management, Part 3: Institutionalizing Sales Management

Sales and Marketing Management

They must know how to motivate people and hold them accountable, how to coach and develop sales reps, how to structure territories and match them to a rep’s skill sets, and how to leverage data and use it to drive performance.

SiriusDecisions Research: Longer Sales Cycles Drive Need for Change

The ROI Guy

There are also many more decision makers involved in each purchase, driving a more complex review / approval process and longer sales cycles to gain consensus. And what about improving the ability for your sales reps to ignite stalled decisions?

7 Quick Wins for Sales and Marketing Alignment

DiscoverOrg Sales

SiriusDecisions points out that first 67% of a buyer’s decision-making process is completed online – in Marketing territory. If they’re not a decision-maker or don’t have authority to sign the check, Sales is wasting their time.

The Leads Are Weak: An Intro to Finding & Working Good Leads

DiscoverOrg Sales

Salespeople comb LinkedIn, check their rolodex of former clients, and pay attention to what’s going on in their territory in order to identify potential opportunities and contacts. Sales intelligence can mean a number of things, but in the case of DiscoverOrg, it’s an in-depth solution spanning from “trigger events” that can indicate the presence of purchase intent, to decision makers’ verified contact data & job responsibilities, to predictive analytics based on content consumption.

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100 Most Prospected-to Companies of 2018

DiscoverOrg Sales

And they don’t publish press releases proclaiming strategic expansions into a new sales territory, and they need new headcount to work that new territory.

Selling Internally

Partners in Excellence

We get the programs and products we need to better penetrate our territories. More people are involved in the decision making process–not just higher in the food chain, but laterally in the company. Related Posts: No Decision Made!!

Inside Sales Power Tip 116 – Call Deep

Score More Sales

So, you stick with “your guy” A better alternative is that you start from the beginning knowing that a complex sale has multiple decision makers so it makes perfect sense to do some looking around and contacting more than one person.

Smart Selling Visions: Up-Close with Top Revenue Leader Al Lieb, CEO of @ClearSlide

Smart Selling Tools

Nancy: What’s the most important thing that today’s business decision-makers should look for (or ask, or consider, or solve)? Al: The biggest question today’s business decision-makers should ask themselves is – do we really understand our customers?