SBI Growth

OCTOBER 25, 2012

selling time) This equals only 17 hours per week. We all know improving selling time should increase sales. And what is the value I should receive by actually improving a sales person’s selling time in front of a customer? Look below on what impact an increase in an hour of selling time has on revenue.

Hiring 310

Hiring Travel Territories Face-to-face 310

Nutshell

MARCH 5, 2024

Definition: Lead distribution is the process of strategically assigning leads to specific sales reps. You’re probably already familiar with lead generation , where you draw people in and get them actively interested in whatever your business sells. You can also use the round-robin method in combination with these kinds of criteria.

Distribution 77

Distribution Lead Rank Lead Scoring Sales Qualified Lead 77

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

Hubspot Sales

SEPTEMBER 16, 2020

Having clear definitions for your sales process matters a lot. Ultimately, when your reps are selling to the right people, their job and sales process as a whole will be much smoother. This process often ramps up after the initial deal has closed to ensure the success and satisfaction of the customer. Territory Management.

Sales Process 124

Sales Process Ideal Customer Profile Sales Qualified Lead Territories 124

No More Cold Calling

MARCH 15, 2018

B2B selling is all about relationships. Growing up, many of us Baby Boomers only had a radio. Don’t stay up too late watching TV. Don’t turn it up too loud or you won’t hear people when they talk to you. The devices have definitely changed over the years, but the cautions have not. What about social selling?

Lead Generation 243

Lead Generation System Marketing Qualified Lead Leads 243

The Pipeline

MARCH 10, 2014

They also sell and upsell you from wine to desert and everything between, helping their restaurant sell more profitable items, increasing the size of the bill, their tip, and your experience. Sales people are not standing at the checkout counter waiting for the next buyer to walk up. In other words earning their tips.

Webinar Metrics 316

Webinar Metrics Intent Objections Sales Methodology 316

OutboundView

AUGUST 14, 2019

Let’s delve into the inside sales definition. In this blog post we’ll talk about the inside sales definition, key responsibilities of inside sales reps and what they do on a daily basis. Here is a short outline of what you’ll find in our post: Inside sales definition. Inside Sales Definition.

Inside Sales 31

Inside Sales Outsourcing Services Telemarketing Salary 31

Hubspot Sales

OCTOBER 27, 2020

While there's no definitive standard for segmenting salespeople, there are some archetypes that sales professionals tend to fall into — categories that can help reps better understand how they sell and what they should work on. Selling styles aren't set in stone. Take this quiz to find your selling style. Repairperson.

Telemarketing 131

Telemarketing Engineering Top of Funnel Territories 131

Hubspot Sales

SEPTEMBER 18, 2023

Skip to: Trigger Event Definition Importance of Trigger Events Tracking Trigger Events Trigger Event Examples Sometimes called a “buy signal,” a sales trigger event is an action or occurrence that creates a sales opportunity. Luckily there are a few places you can set up alerts that will help you discover these events as they arrive.

Social Media 104

Social Media Google Hiring How To 104

The Pipeline

SEPTEMBER 25, 2013

Whether by fate or chance, the following definition was contained in a marketing piece I received in my inbox yesterday: “By definition, “Cold Calling” is the marketing process of approaching prospective customers or clients, typically via telephone, who were not expecting such an interaction.

Cold Calling 282

Cold Calling Outsourcing Services Wireless Harvest 282

SalesforLife

JULY 28, 2019

Over the last couple of years, many of our customers have been asking us to identify the go-to-market strategy, and specific execution points, around selling in teams. In this blog, I won’t cover why it’s so critical to sell in squads and pods – that should be self-explanatory.

Pipeline 93

Pipeline Case Study Top of Funnel Territories 93

The Pipeline

JUNE 13, 2012

As with many things, it comes down to semantics and definitions, in most cases experience is a synonym for having done something for a long time, as in “Henry is more experienced, he has been at it longer than Tom”. There does come a point when sales people establish themselves at a company, in a territory, and they go into cruise control.

Territories 267

Territories Government Discount Account 267

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 52

Outside Sales InsideSales Conference Inside Sales 52

SBI Growth

JUNE 4, 2013

Most comp issues are not about comp – they are really territory or quota problems. Even if you’re certain your team uses a selling process, that’s not enough. Your reps are “selling” like crazy, but your buyer consumes differently. Nobody sells anyone anything anymore. It makes no sense. Talent Management. The punch line?

Hiring 308

Hiring Lead Rank Lead Scoring Demand Generation 308

Zoominfo

FEBRUARY 23, 2021

If you don’t understand your target audience—their interests, pain points, and buying triggers—how are you supposed to sell to them? Although buyer personas are typically considered marketing territory, they’re also critical to the prospecting process. And while rejection always hurts, don’t give up on the prospects that tell you “no.”

Ideal Customer Profile 208

Ideal Customer Profile Prospecting Strategy Top of Funnel 208

No More Cold Calling

OCTOBER 16, 2014

Click To Tweet - Powered By CoSchedule Growing up, many of us Baby Boomers only had a radio. Don’t stay up too late watching TV. Don’t turn it up too loud or you won’t hear people when they talk to you. The devices have definitely changed over the years, but the cautions have not. But we’ve never.

Face-to-face 291

Face-to-face Transportation Pivotal Social Media 291

The Pipeline

MAY 26, 2016

One of the great things in what I do is the opportunity to meet a range of thinkers and doers involved in sales and helping others sell better. Sales Manager Survival Guide: Lessons From Sales’ Front Lines , is a book I wish I had way back when I was promoted from being territory rep to sales manager.

Sales Management 180

Sales Management Coaching Sports Promotion 180

Women Sales Pros

MAY 25, 2018

In many instances, we limit ourselves in how we go about selling into large accounts. Sales managers work diligently to “even out” territories ensuring everyone has a chance to make lots of money. Finally, look at the overall potential of the account and then assign territories. Large Accounts with Big Names but Little Revenue.

Account 85

Account Territories Ideal Customer Profile Quota 85

Showpad

MAY 12, 2022

She was exploring new territory and charting the unknown. . Starting up a brand new function isn’t an easy task at the best of times. We want to make sure that we’re selling solutions that will bring our customers the most efficiencies and benefits to their business,” explains Rachael. .

Industry 98

Industry Sales Enablement Hiring Telecommunications 98

InsightSquared

MAY 7, 2019

Are certain types of customers, or certain geographies and sales territories meeting or beating the benchmark, or underperforming? But, like almost everything with metrics, the devil is in the definitions. First and foremost, are you meeting or beating the benchmark for sales cycles from similar types of companies?

Sales Cycle 102

Sales Cycle Lead Rank Hiring Sales Qualified Lead 102

Score More Sales

NOVEMBER 26, 2014

Imagine a time when you can work totally on the go with your mobile device – phone or tablet – to create business, follow-up with customers, train your team, assess your pipeline, and work a smooth system. Some of what I saw last week definitely challenges the status quo like nothing I’ve seen before – especially. Mobilepaks.

Workbooks 232

Workbooks Analytics Territories Ideal Customer Profile 232

Emissary

AUGUST 6, 2022

The key is to choose an account planning template that fits into your selling environment … and then embed it into your sales culture. To help you ramp your account planning up a notch and to make sure you’re fully equipped to ask the right questions at the right time, we’ve compiled a list of our favorite account planning templates for 2023.

Account 52

Account Account Based Marketing Hubspot Sales Methodology 52

Miller Heiman Group

FEBRUARY 20, 2020

In part, that’s because sales managers spend less time coaching—14%—than they do on selling, forecasting and administrative tasks, according to our latest study, 2020 Trends in Sales Management. That way, sales managers model the same selling skills that their sellers use to build strong relationships with buyers. But only 12.6%

Sales Coaching 80

Sales Coaching Coaching Top of Funnel Lead Rank 80

The Pipeline

JANUARY 2, 2012

Sign up for our Email Newsletter. Fire everyone in your pipeline that you thought definitely close by year end 2011. There is no reason why some can’t be revisited, but that should been done based on merit rather than emotion; if it stands up to scrutiny, it may close next time you execute the sale. EDGE Selling.

Pipeline 219

Pipeline Hiring Cold Calling Top of Funnel 219

The Brooks Group

MARCH 12, 2020

The Coronavirus and COVID-19 infection have thrust us all into unfamiliar, if not uncharted, territory. Most importantly, try to locate your workspace away from a TV – and definitely not in your comfy bed. Our IMPACT Selling Virtual Instructor-Led Sales Training Program is the perfect solution. Working Remotely From Home.

How To 120

How To Licensing Cancellation Territories 120

The Pipeline

DECEMBER 12, 2011

Sign up for our Email Newsletter. Go Ahead, Sell On Price – Sales eXchange – 127. Stored in Attitude , Business Acumen , EDGE Selling , Gap Selling , Impact Questions , Interactive Selling , Interview , Price , Proactive , Sales Strategy , Sales Success , Sales eXchange , Zone Selling , execution , qualifying.

Pipeline 225

Pipeline Hiring Lead Rank Lead Scoring 225

Sales Hacker

JULY 14, 2021

This team brings a system to selling to the sales floor by providing clear sales processes, automating time consuming tasks, and deploying and upholding a sales methodology. Revenue Ops is lifted up and made better by each of the other ops functions.”. But there is a tactical difference between the two. This is akin to a table.

Top of Funnel 84

Top of Funnel Revenue Sales Methodology Territories 84

Vengreso

SEPTEMBER 19, 2018

Subscribe to Selling With Social. I try to keep myself informed about the social media changes that are happening so I can equip my clients and podcast listeners to get more from their social selling efforts. Salespeople Are CEOs of Their Own Territory and Accounts. Apple Podcasts | Stitcher | Google Play | Google Podcasts.

Trends 73

Trends Social Media Territories How To 73

Hubspot Sales

OCTOBER 26, 2020

When a company has clearly defined win rate criteria, calculates its win rate frequently, and takes insight-based action to improve win rate, it is setting itself up to turn a higher percentage of prospects into customers. Be Consistent with Your Win/Loss Definitions. Use a Sales Win Rate Calculator. Download This Template.

Hubspot 124

Hubspot Decision Maker How To Follow-up 124

The Pipeline

NOVEMBER 13, 2014

The most recent would be assassins are Socialites, social selling advocates, who seem to spend as much time sniping at and proclaiming the death of cold calling as they do speaking about what they sell, social selling products, seminars, remedies and dreams. Since we are on stats, allow me to digress for a second.

Cold Calling 292

Cold Calling Social Media Decision Maker Lead Rank 292

Hubspot Sales

JANUARY 6, 2021

The definition of a "lead" depends on how you acquire customers. If you're connecting with prospects on LinkedIn and then following up over email, a lead might be any LinkedIn user you've identified as a potential good fit. Second, are your salespeople effectively following up with those leads? Review their approach.

Sales Process 137

Sales Process How To Hubspot Hiring 137

InsideSales.com

JUNE 16, 2021

Operations makes an organization’s actions intentional—meaning there is data, strategy, and process backing everything up. The enemy of operations is a poor definition or poor execution of process. The overall mission of each of these teams is to set up customers for long-term success. The Value of Rev Ops. RevOps Summit.

Revenue 105

Revenue Top of Funnel Ideal Customer Profile Lead Rank 105

Highspot

FEBRUARY 14, 2024

A comprehensive sales and marketing plan sets up organizations for long-term growth and success. And when teams are aligned, companies can generate up to 208% more revenue from their marketing efforts. Strategies for acquiring new customers, upselling, cross-selling, and customer retention. What is a Sales and Marketing Plan?

Paid Content 52

Paid Content Lead Rank Top of Funnel Marketing 52

Highspot

FEBRUARY 14, 2024

A comprehensive sales and marketing plan sets up organizations for long-term growth and success. And when teams are aligned, companies can generate up to 208% more revenue from their marketing efforts. Strategies for acquiring new customers, upselling, cross-selling, and customer retention. What is a Sales and Marketing Plan?

Paid Content 52

Paid Content Lead Rank Top of Funnel Marketing 52

Hubspot Sales

AUGUST 4, 2020

The way businesses sell is constantly changing, and many sales reps are facing impossible deadlines, strict accountability, dozens of curveballs with each deal, and pipeline scrutiny from all sides. If I have no control over something, by definition I can’t do anything about it, so what’s the benefit of worrying? Don’t quit.

Positioning 136

Positioning Hubspot Face-to-face Quota 136

Gong.io

NOVEMBER 21, 2022

Sales territories get a bad rep. . But that’s not a problem with sales territories as a whole so much as it’s a problem with how those territories were created and assigned. When you create balanced sales territories that everyone is happy with, the benefits can be huge. . What is a sales territory?

Territories 62

Territories Ideal Customer Profile Segment Lead Rank 62

Hubspot Sales

NOVEMBER 7, 2019

If you enjoy spending your precious time hunting through spreadsheets, emails, and paper trails to find all of your customer data, you definitely don’t need a CRM. Your reps will need to piece together the interaction history of their prospects, which is a great use of their time as opposed to, you know, selling. Image Source: Giphy.

CRM 76

CRM Hubspot System Software 76