Benefits of Territory Mapping Software


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.

How to Create a Sales Territory Plan: 5 Simple Steps

Hubspot Sales

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.

The Key to Sales Territory Mapping


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.

Five Elements of an Effective Sales Territory Map


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.

5 Benefits of Territory Mapping Software


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.

Five Elements of an Effective Sales Territory Map


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. .

Practical Market, Territory and Account Planning


Off the Cuff Instant Interview Question: “What are some tips for doing practical market, territory and account planning?”. Market Patterns: Demographics, buying access, trends, etc. Territory Value Propositions – Based on the planning now accomplished, outcome-based messages are crafted for your identified, most promising market areas. Pipeliner CRM empowers practical market, territory and account planning.

A map that might save your sales job

Sales 2.0

Congrats you have a brand-new “greenfield” sales territory! My suggestion when you’re dropped into the desert (sorry “greenfield territory”) look for some of those 22,500 people that are willing to help you.

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

DiscoverOrg Sales

Fit data (demographic and firmographic). All salespeople use basic demographic data and firmographic data. For an individual prospect, this Fit data refers to demographic data: Name. “HOW THE %$#@ DID YOU GET THIS NUMBER? Take me off your call list!”.

The Coming Customer Data Tsunami: 3 Predictions for 2019

DiscoverOrg Sales

Other demographics. When paired with a target account list or territory, Intent Data shows organizations who is most ready to buy – and who they should reach out to now. “Big data” is very 2012. But big data has historically referred to gobs of behavioral data.

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How Realistic is your 2014 Sales Quota?

Sales Benchmark Index

Territory Potential: Growth rates for newer territories will rapidly outpace more mature markets. Territory potential can vary widely based on demographic trends and Ideal Customer Profile saturation. These include Territory Vacancy Rate and Talent Level (sales rep).

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Breaking Open the Predictive Black Box: What Data Points Actually Predict a Purchase?

DiscoverOrg Sales

Fit, Opportunity, and Intent: Behavioral information is only predictive when it is combined with well-defined firmographic and demographic criteria that fit the Ideal Customer Profile. Fit data includes basic demographic, firmographic, and technographic information at the account and contact level. With a foundation of basic demographic and firmographic details in place, and favorable conditions present, intent data is the lynchpin for predicting success.

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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. Before we start talking about leads, Sales and Marketing need to agree on their target demographic/s: What kind of customers buy from them?

10 Conversations to Retain Millennial Sales Talent

Sales Benchmark Index

This post offers solutions to Sales and HR leaders who ask this question: “How do we respond to demographic trends and retain top sales talent?” When new territories and quotas are assigned, other pastures look temptingly green.

6 Things to Consider When Adding Foreign Partners


Use your ideal buyer persona , demographics, and psychographics as your guiding light to determine if your target market will respond well to your campaign. Expanding your partner program into uncharted channel territory is, at times, scary, exhilarating, and refreshing all at once.

How to Create a Sales Plan: The Ultimate Guide

Hubspot Sales

Whether you’re writing your first sales plan or your fifteenth, knowing your target demographic is crucial. If you have territories, assign a sub-goal to each. What’s a sales plan? A sales plan lays out your objectives, high-level tactics, target audience, and potential obstacles.

5 Strategies the Best Reps Use to Tell Tire Kickers From Real Prospects

Hubspot Sales

Are they in the industry or territory you're targeting? Do they fit the demographics of the target persona? You've spent hours prospecting : researching, making warm calls , reaching out via email and on social media.

What’s Different About Account Based Marketing/Selling?

Partners in Excellence

Granted, ABM enables us to narrow the focus more, but we can target our messages by industry group, by persona within industry group, by organizational demographics within those industry groups, by functions within those organizations. In reality, an account is just a different form of territory. The job of the sales person is to maximize their share of territory-however that territory might be defined. Account Based Marketing/Selling is all the rage today.

A Forthcoming Shift of Pharmaceutical Sales Compensation Plans?


Tactics may have changed, but for the most part these sales teams still run on a commission or quota based metric determined by well-planned territories. Sales in the pharmaceutical industry has been a rigid and consistent business.

Account-Based Lesson Learned: 2016-Today

The Bridge Group

Marketing can and should score territories according to potential, fit, and interest. But AEs need to be in on account selection—hopefully they have insights that go beyond demographics and digital footprints. Account-based revenue is a concept as old as outbound sales.

Five Ways to Grow Revenue (and Lower Cost)


Notice, this does not say to deploy demographically, by vertical or by any other arbitrary assignment of territories. Increase the top line while reducing expense—it’s what every CEO wants—and what their sales and marketing leaders are looking for as well. Many execs are realizing that meeting this goal involves increasing investment in sales and marketing with a renewed focus on gaining market share instead of just stabilizing it.

What Exactly Is Sales Force Automation? [FAQ]

Hubspot Sales

Is your team divided into territories? Not all leads are created equal: Certain behavioral and demographic characteristics make some much more likely to close than others. Here’s a question: How should sales teams spend their time? If your answer was anything other than “selling,” you’re in the wrong business. But as it turns out, that’s not how most teams operate. A recent study shows reps spend just about a third of their day selling.

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15 Sales Email Templates Perfect for the New Year

Hubspot Sales

Find one that applies to your prospect’s industry, geographic territory, product space, target demographic, and/or internal policies and pass it along. The beginning of the new year is a fantastic time to reach out to buyers.

10 Best Practices for Enterprise Sales Team Management


For instance, Xactly AlignStar offers territory mapping software to help designate efficient territories to each rep. If you don’t use software to create and design your sales territories, you are leaving money on the table.

A Forthcoming Shift of Pharmaceutical Sales Compensation Plans?


Tactics may have changed, but for the most part these sales teams still run on a commission or quota based metric determined by well-planned territories. Just like any common pharmaceutical sales compensation plan, sales forces are compensated for educating their territory of physicians and gaining market share through filled and re-filled prescriptions. Sales in the pharmaceutical industry has been a rigid and consistent business.

The Pipeline ? More than a Sale

The Pipeline

There may be a need to purchase resources differently if the customer needs to enter new markets and cater to new demographics. Territory Alignment. Home About The Pipeline. Contest. Free Resources. Search. 0 Subscribers. Subscribe by Email. We take privacy seriously.

The Top 5 External Factors Your Customers Contend with

A Sales Guy

Demographics (increasing or decreasing). It enables proactive account and territory management. Quick, What are the 5 external forces that effect your customers? Can you name them? If you can name them, do you monitor them? Every business is affected by external forces, it’s inevitable. Some are constant such as minimum wage or OSHA, others are spot in time like the weather or specific economic environments.

The Biggest Sales Excuses You Need to Stop Making in 2018

Sales Hacker

My territory / opportunities are too small. Consider also whether economic shifts have influenced other buyer demographics into finally considering your solutions. Are there high-value niches or consumer demographic you can engage? Winners make things happen. Losers make excuses. Regardless of the field, this time-tested principle consistently rings true.

Quantifying Sales & Marketing Maturity


Outside sales structure (territory, industry, named accounts, etc.). Visitor demographics (male/female, age, etc.). Quantifying Sales & Marketing Maturity for VCs, Corporate M&A, & Private Equity. I was talking with a VC who was a few months into a sizable investment. They were in the middle of uncovering just how much work they had to do on the sales and marketing front.

CPQ and the Digitalization of Selling

Cincom Smart Selling

Additionally, CRM systems and order management systems contain customer data that include, not only the choices they made within CPQ, install dates and locations, but also their marketing demographic data. List customers in territory with revenue in excess of $100 million per year. Configure Price and Quotation (CPQ) software is front and center in the digitalization of the selling and buying processes.

The Ultimate Guide to Sales Qualification

Hubspot Sales

Does the buyer match the demographics of a given persona? Questions you should ask at this stage include: Is the prospect in your territory? One of the most important conversations salespeople have with their prospects is the discovery call.

20 Blog Posts to Guide Your Event Marketing Strategy


age demographic at 75.4 And, while we covered some great territory, we have even more great takeaways to share with you. For today’s blog post, we put together a comprehensive list of the best articles about corporate events and event marketing.

The Ultimate Guide to Sales Prospecting: Tips, Techniques, & Tools to Succeed

Hubspot Sales

This type of qualification is based solely on demographics. Does the prospect fall within my territory? Tick tock, tick tock, tick tock. That’s the sound of the countdown that begins each day of every week of every month. It’s the one aspect of sales that just never changes.

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Best 150+ Sales Tools: The Complete List (2019 Update)

Sales Hacker

Use Freshsales to upgrade your contact management, lead scoring, email tracking, and territory management process. It takes a lot to succeed in sales. You need empathy, grit and drive. You need to know your customers intimately. You need to resiliently bounce back from rejection.

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Guest Post: Agile Sales – converting managers from bureaucrats to coaches

Jonathan Farrington

This kind of data gives managers exactly what they need to make sure that territories are being covered appropriately, and that reps are being as efficient as possible as they work in the field.

Jonathan Farrington's Blog ? The Real Value of Your Contacts ? The.

Jonathan Farrington

The next age demographic (. Nearly 6 in 10 people stating they would find it useful to have an automated address book – the younger demographic (18-44) were more likely to agree than people 45 and older (63% and 52%, respectfully).