Sales and Marketing Management

JUNE 24, 2019

Most sales territories are divided according to a region. His areas of expertise include sales force effectiveness, go-to-market strategies, customer segmentation, pricing strategies and value-based discounting. Use heat maps. It’s not enough to know how many salespeople are needed; tracking their success is essential.

Customer 238

Customer Churn Segment Media 238

The Sales Hunter

MARCH 7, 2014

Are you fast to offer the customer a discount the second you sense a hesitation on their part to buy? You blame your lack of success on your territory and how you would be more successful if you had a better territory. An uneasiness about asking for the order out of fear the customer may turn you down.

Cold Calling 226

Cold Calling Territories Consultative Selling Motivation 226

The Pipeline

DECEMBER 10, 2012

While they always talk about quality over quantity, when it comes to hiring, they seem to favour quantity over quality, preferring to have a body in a territory vs. the patience to wait for the right body. As for the argument that at least having a performing body is better than an empty territory, I am not sure. Tibor Shanto.

Hiring 254

Hiring Wireless Sports Territories 254

The Sales Hunter

OCTOBER 15, 2013

Everything was about his market, his territory, his customers — or I should say, “lack of customers” and his belief system. Blog Closing a Sale pricing Professional Selling Skills closing a sale discount price' Emphasis on the last point — his belief system. Price is purely a state of mind.

Discount 245

Discount Face-to-face Territories Selling Skills 245

Partners in Excellence

FEBRUARY 17, 2020

Surely there were product line B possibilities in his territory, he just didn’t bother to chase them. In reality, had he looked for all the opportunity in his territory, he might have sold much more than $10M. I would, also, say that even though sales person 2 hit his goal, he underperformed the potential.

Revenue 94

Revenue Territories Face-to-face Quota 94

SBI Growth

DECEMBER 16, 2012

Last minute deals are being pushed through with discounts. He tracks bottom up stats: Territory Potential, Product Maturity, Territory Vacancy Rate, etc. It’s that time of year again. Prospects aren’t responding to phone calls. And Sales Leaders are handed their 2013 goals by the CEO. How did they come up with this? ”

Quota 282

Quota How To Territories Guidelines 282

The Pipeline

JUNE 13, 2012

There does come a point when sales people establish themselves at a company, in a territory, and they go into cruise control. This one reason I recommend to clients that they employ a combination of changing territories, shrink them, or change reps, requiring reps to always use their experience, rather than just ware it as a badge.

Territories 267

Territories Government Discount Account 267

MTD Sales Training

AUGUST 30, 2012

While it should be only on rare occasions, there are times when you will need to offer a discount and lower your price to close the sale. So, Steve, we are looking at £200 per territory for three territories or £600 per month. I’ll give you 25% for three territory sales that I know I will make. Sales Person. “So,

Territories 279

Territories Discount Referrals Negotiation 279

Corporate Visions

JULY 2, 2020

But, just as the first wave of agricultural society gave way to the second wave of industrial society, so too Learning Paths transitioned to more situational, Territory Plan-based learning and enablement. The Second Wave: Territory Plans. Negotiations and Discounting – Review deal profitability to find the “unscrupulous discounters.”

Sales Enablement 52

Sales Enablement Webinar Metrics Territories Top of Funnel 52

PandaDoc

APRIL 26, 2023

Territory volume Territory volume is a commission paid off based on revenue from a specific region. It is designed to prevent sales representatives from using discounts too often, as the commission is tied to the final cost. Territory volume commission is great for lifting team spirit.

Commission 52

Commission Salary Margin Scale 52

Hubspot Sales

APRIL 14, 2020

Gimmicks come with a territory that can be tricky to navigate, and there are some precautions and potential pitfalls you should be mindful of. Discounting Isn't a Good Call Long Term. Discounting often means running the risk of undermining your sales strategy — particularly in B2B sales. Flash Sales as a Case Study.

Social Media 97

Social Media Discount Promotion Social Selling 97

Hubspot Sales

FEBRUARY 17, 2020

Re-assign your sales territories. If your sales team relies on territory management as part of your strategy, you may want to take a look at how your territories are assigned to ensure you have your strongest sellers assigned to territories or accounts that have the most sales potential. Implement customer rewards.

Territories 108

Territories Incentives Incentive Sales Qualified Lead 108

SBI Growth

FEBRUARY 5, 2014

They roll out the draft plans in November, have a few meetings, adjust the territories and quotas, roll it out to the field and run off to the next challenge.". Here’s the two step process to that Managers and Reps follow in the first month: Step One : Complete a Territory Account Plan. The January Two-Step.

Compensation 120

Compensation Territories Hiring Commission 120

Pipeliner

FEBRUARY 2, 2020

Pricing and discounting are seldom rigorously controlled. There is probably a nominal process, but the triggers for approving discounts/price exceptions are easy for certain salespeople to game. Companies at this level seldom formally track who is discounting, how much, and to which customers. Great Sales Culture.

Hiring 67

Hiring Discount Forecasting Compensation 67

SBI Growth

NOVEMBER 25, 2013

For example, making the number by discounting heavily hits your goals. open territory) is met in stride. But selling value allows not just revenue but margin to be considered. That’s profitable and good business. Get Extra Credit : The great ones make the number while helping you. Somehow they figure out how to do it.

Promotion 297

Promotion Construction Hiring Scale 297

Zoominfo

DECEMBER 15, 2020

So whether you’re expanding into new territory, prepping for next year’s round of new hires, or deploying marketing campaigns, following these B2B tips and tricks will help your B2B efforts during the holiday season. Give me a discount, or we’re through.”. “I B2B Tips for Sales, Marketing, Recruitment, and More.

B2B 237

B2B Trade Show Intent Data Buyer Intent 237

Apptivo

MARCH 9, 2023

If someone has left items in their cart but hasn’t made the final purchase, automated email campaigns can give them a gentle push and sweeten the pot with discounts or incentives. For example, a sales rep can drop a line with a friendly reminder of their abandoned cart and throw in a tempting discount to seal the deal.

Sales Automation 64

Sales Automation Lead Rank Lead Scoring Campaigns 64

Partners in Excellence

MAY 1, 2020

They want to see the right activity levels, the progress with opportunities, full pipelines, strong account/territory plans. Perhaps breaking a stalled deal loose by provoking the customer, escalating, making a time based offer such as a discount. Or filling anemic pipelines by more prospecting.

Pivotal 86

Pivotal Call-back Pipeline Territories 86

Hubspot Sales

AUGUST 6, 2019

What are your parameters for discounts and sales? What kind of judgement calls can your reps make regarding discounts? Create vertical-, role- or territory-specific trainings. And train your reps on specific verticals or territories they’ll be targeting (i.e., Practice negotiating and common object handling.

Hiring 119

Hiring Training Hubspot Inbound 119

The Pipeline

DECEMBER 10, 2012

While they always talk about quality over quantity, when it comes to hiring, they seem to favour quantity over quality, preferring to have a body in a territory vs. the patience to wait for the right body. As for the argument that at least having a performing body is better than an empty territory, I am not sure. Tibor Shanto.

Hiring 120

Hiring Wireless Sports Territories 120

Pipeliner

MAY 21, 2019

Deciding the amount of discount to give a client is never easy. It will let you in on the ideal discount rates to work with to ensure that you end up winning your proposal. Region/territory, etc. As a result, drivers get to be at the right location at the right time. Price Optimization. Number of competitors. Size of your firm.

How To 75

How To Discount Sales Qualified Lead Territories 75

BrainShark

AUGUST 24, 2022

Territory Management. High-stakes negotiations can often lead reps to make errors, such as offering a too steep discount. Territory Management. Reps’ ability to understand the market factors affecting their target accounts is critical to maximizing a high-potential territory. Communication. Prospecting. Technology.

Social Media 62

Social Media Territories Face-to-face Negotiation 62

Xactly

NOVEMBER 15, 2018

At many companies, reps may not have control over pricing and discounting policies. Also, you should consider including a revenue-based bonus structure (read more on the commission vs. bonus debate here ), improved staffing, or well-designed territories. The Importance of Data in Planning.

Compensation 87

Compensation Examples Sales Management Incentives 87

Hubspot Sales

OCTOBER 16, 2017

Reduce discounting frequency. Reduce average discount size. 1) It disincentives discounting. Salespeople can become reliant on discounts to close deals. Tying their commission to the product’s final cost encourages them to give fewer and smaller discounts. Increase upsell/cross-sell rate. Lower expenses.

Compensation 124

Compensation Hiring Salary Commission 124

Partners in Excellence

NOVEMBER 2, 2020

Typically, she won deals not through any sale skill, but through discounting. Our account and territory plans are the foundation to doing the most effective and impactful prospecting. It is in these meetings we execute our deal strategies or the prospecting strategies from our account/territory plans.

Pipeline 85

Pipeline Ideal Customer Profile Top of Funnel Hiring 85

SBI Growth

DECEMBER 7, 2012

Most sales leaders discount the job tryout because it is difficult. In return you receive an empty territory and wasted resources. To hire effectively you need to observe sales candidates in action. This requires a “real life” scenario be required as part of the hiring process. It is the most important component of any hiring process.

Hiring 282

Hiring Face-to-face Salary Sales Talent 282

Sales Hacker

MAY 5, 2020

We’ve all been zapped into unchartered territory by COVID-19 , and our personal and professional mettle is being put to the test. When you’re facing fearful buyers with frozen budgets, dropping prices or dishing out steep discounts is tempting. It’s like a sudden punch to the gut, isn’t it?

Face-to-face 88

Face-to-face Discount Webinar Metrics Decision Maker 88

The Pipeline

MARCH 6, 2012

In these times of shrinking margins and diminishing returns, Mark’s insights will change the way you think about discounting, price, negotiating, and, above all, the all-important concept of value. Territory Alignment. Saturday Sales Tip. Sell Better. Selling to Executives. Shorter sales cycle. Social Buying. Social media.

Pipeline 212

Pipeline Hiring Top of Funnel Cold Calling 212

A Sales Guy

DECEMBER 7, 2015

You see, unlike most other types of jobs, in sales we have a LOT of autonomy and therefore in essence we ARE the CEO of our sales territory. If we don’t make enough calls, if we discount too much, if we target the wrong the prospects, if we lead with the wrong product, we fail and it’s our fault.

Territories 60

Territories Discount ACT Strategy 60

LeadFuze

NOVEMBER 30, 2021

You have to design and administer incentive plans, decide how the territory is divided up among your employees and plan for growth in order keep pushing performance over time. There’s deep discounting or poor terms, which means it’ll cost you more. Being opinionated is important in negotiations and territory disputes.

Sales Operations 52

Sales Operations Lead Rank Hiring Forecasting 52

The Pipeline

JULY 15, 2011

Discounting works on the Internet, too – but be careful. Discounting price also discounts value. Be careful about a blanket discount that can reduce the perceived value. This is one way in which discounting can work – sign up before midnight tonight to get 35% off. Territory Alignment.

Pipeline 243

Pipeline Twitter Discount Hiring 243

Xactly

JULY 5, 2018

At many companies, reps may not have control over pricing and discounting policies. Other plan components to consider include a revenue-based bonus structure (read more on the commission vs. bonus debate here ), improved staffing, or well-designed territories. Think about your sales cycle as you set the manager’s performance period.

Compensation 69

Compensation Sales Management Examples Commission 69

Cincom Smart Selling

FEBRUARY 8, 2018

CPQ data illuminates specific performance metrics related to individuals, departments, territories, products and options. CPQ helps the Finance Department validate the prices of products to ensure healthy margins by setting parameters that control pricing, discounting and promotions throughout the sales process. Territory Performance.

Revenue 48

Revenue Territories Enterprise Enterprise 48

DiscoverOrg Sales

JANUARY 22, 2019

It is a crucial data point for many common sales and marketing activities: segmentation, lead routing, outbound outreach, territory planning, and more. 91), Children’s Factory (48), and Discount School Supply (31). Sales and marketing professionals use employee counts to understand a company’s size.

Social Media 179

Social Media Media LinkedIn Data 179

The Pipeline

FEBRUARY 15, 2016

When they do, it is often unchartered territory for them, and often takes them to explore things that may not have been on either yours or their agendas. Value here meaning helping the buyer achieve their objectives, not giving them a discount. But without a next step, there is no destination, and as such there are no results.

Sales Meeting 120

Sales Meeting Meeting Cancellation Buyer 120

Pipeliner

NOVEMBER 22, 2019

So, before you start suggesting “end of the year” reviews or discount programs, don’t embarrass yourself. So, at year-end, it’s critical to engage with your channel partners for territory and account planning. Be sure it really is the end of the year. Whatever your percentage is, it’s likely increasing.

Closing 94

Closing Government Channels Vendor 94

InsightSquared

FEBRUARY 6, 2019

As a Field Marketer supporting the sales organization, it is critical to know the state of the business, the pipeline in each of our field territories and even drill down to an individual rep’s metrics to know how this data can drive our decision making and planning. Register HERE and use code ABM40M for a 40% discount!

Data 72

Data Account Based Marketing Marketing Demand Generation Targets 72