Mereo

APRIL 2, 2020

At Mereo, we have developed a unique approach to revenue performance that leverages the inherently interdependent operational disciplines of demand progress, solution marketing, solution management, sales operations and sales enablement. We have touched on demand generation , solution marketing and solution management these past weeks.

Sales Operations 45

Sales Operations Revenue Territories Compensation 45

Zoominfo

JANUARY 5, 2023

A few years ago, companies looking to expand into new markets and territories might see a big budget as the surest sign of a serious campaign. At ZoomInfo, our demand generation team engages hundreds of thousands of global customers and prospects every month using our MarketingOS platform. Find out how today.

Cost per Lead 130

Cost per Lead Demand Generation Demand Generation Targets Lead Rank 130

Sales Training Connection

AUGUST 24, 2011

Ride-Alongs – Marketing leadership, demand generation, product marketing, sales enablement, business development, and product management should each go on at least 6 sales calls a quarter. Make sure the sales calls are with different sales reps, in different territories and industries, and at different stages in the sales cycle. .

Marketing 67

Marketing Demand Generation Demand Generation Targets Territories 67

The Pipeline

NOVEMBER 11, 2011

If you make the sale about them, you win, if you come across as focused on the sale and your quota, you smell desperate. Demand Generation. Territory Alignment. You can avoid this by spending time preparing and knowing how you can deliver value to the client, and focus on that. Book Notice. Book Review. Business Acumen.

Pipeline 258

Pipeline Cold Calling Top of Funnel Compensation 258

The Pipeline

MARCH 18, 2011

We’ve become a generation of retarded under-performing sales semi-professionals. Instead of being thought-leaders we’ve become frenetic, selfish territory managers. Always looking for the quick (and easy) way to make our quota without needing to care too much about the people we happen to be dealing with at the moment.

Pipeline 322

Pipeline Twitter Top of Funnel Hiring 322

Partners in Excellence

DECEMBER 24, 2012

Some inevitable restructuring, new territories and realignment. Always the new quotas and compensation plans. Are your demand generation, nurturing programs changing? We’re getting ready for the Holidays and New Year. We’re getting ready to launch the New Year with a bang. New plans and programs.

Sales Process 93

Sales Process Demand Generation Demand Generation Targets Face-to-face 93

Partners in Excellence

FEBRUARY 7, 2012

He got the most difficult territory. Because he was an independent agent, he didn’t get a lot of support — so he had to figure things out for himself, create a lot of his own demand generation programs, and drive the business. They were concerned about their territories, quotas, commission plans.

Hiring 90

Hiring Commission Territories Compensation 90

The Pipeline

DECEMBER 19, 2011

The goal is to deliver quota with the “norm”, and look at the anomalies as a bonus, for the very reason that they are not predictable, and therefore can’t be counted on. Demand Generation. Territory Alignment. Book Notice. Book Review. Business Acumen. Buying Process. Cold calling. Communication.

Pipeline 222

Pipeline Closing Top of Funnel Hiring 222

The Pipeline

DECEMBER 16, 2011

However, in reality, once they are back at the “front-line”, the day to day pressures of hitting quota, etc. Secondly, most – not all – but a very high percentage of courses on offer today deliver what I term “generalized” skills development. Demand Generation. Territory Alignment.

Pipeline 230

Pipeline Training Twitter Hiring 230

The Bridge Group

SEPTEMBER 19, 2017

I wanted real practitioners to share advice so I reached out to Kevin Dorsey , Head of Sales Development and Enablement at ServiceTitan, and Natasha Miller Sekkat , VP of Demand Generation at ClickSoftware. What does owning a territory look like? Rather than post the full transcript, I’ve grouped their thoughts below.

Promotion 36

Promotion Hiring Gatekeeper Decision Maker 36

Pointclear

MAY 16, 2011

Compared the count of doctor’s offices by zip code against the fixed sales territories by zip code for each sales person. Extrapolated the total number of medical devices on average that would be sold in each territory (by zip code). Compared the sales quotas each salesperson had for each device category by office.

Direct Mail 150

Direct Mail Territories Lead Generation Social Media 150

Sales Hacker

OCTOBER 21, 2019

I was afraid of not making quota, losing to the competition, making an embarrassing blunder, and the list goes on. Senior Director, Demand Generation at Unitrends. Everything else (hitting quota, growing your career, etc) will fall into place if you focus on the customer first. . And again, I know it’s made an impact.

Hiring 90

Hiring Top of Funnel Lead Rank Call-back 90

Sales Hacker Training

NOVEMBER 21, 2022

Some of their most useful features are campaigns for demand generation and sales acceleration. Chorus automatically records and transcribes sales conversations to generate analyses and insights that help sales teams calibrate their conversations with customers.

Sales Tools 52

Sales Tools Tools Ideal Customer Profile Lead Rank 52