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.

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.

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’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”.

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”?. 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 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 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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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.

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.

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.

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.

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.

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.

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.

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?

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.

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.

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.

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.

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?

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.

What's Wrong With Your Sales Training Program

HeavyHitter Sales

That means 75 percent of the time, customers made their decision halfway through the process. Only 25 percent of the time did customers make their final decision at the end of the selection process. In almost every case, the decision wasn’t even close between the top two choices.

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.

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.

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?

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!”.

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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Smart Selling Visions: Up-Close with Top Revenue Leader K.V. Rao, CEO of @AvisoInc

Smart Selling Tools

Sales teams end up relying on gut, intuition, and emotion to make critical decisions around deal prioritization, resource allocation, and pricing/discounting. Nancy: What’s the most important thing that today’s business decision-makers should look for (or ask, or consider, or solve)?

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!!

Smart Selling Visions: Up-Close with Top Revenue Leader Leslie Stretch of @CallidusCloud

Smart Selling Tools

We enable organizations to accelerate and maximize their lead to money process by identifying the right leads, ensuring proper territory and quota distribution, enabling sales forces, automating quote and proposal generation, and streamlining sales compensation.

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.

Hiring the Right Sales Hunter

Pipeliner

A few key questions to ask include: Tell me about a time you grew a territory from scratch. If a prospect’s assistant blocked you from a decision maker what would you do? We’ve learned a thing or two about hiring salespeople in the 19 years I’ve been running a company of for-hire senior level Door Openers®. Most sales VPs–and, for that matter, business owners–know the difference between farmers and hunters in sales.

Inside vs. Outside Sales: How to Structure a Sales Team for Success

Hubspot Sales

While they’re sometimes assigned territories based on specific roles (inside/outside), companies often allow inside sellers to close smaller value deals on their own -- and support the outside seller when working on key strategic accounts. Inside vs. Outside Sales.

9 Places Salespeople Can Find New Prospects Fast

Hubspot Sales

Then search for the newly-hired decision maker, and send your pitch. Here are some Twitter lists you might want to create: Prospects within your territory that you want to keep tabs on. How to Find Prospects. Job Boards. Twitter Searches. Business Journals.