Zoominfo

AUGUST 27, 2020

Sales territory maps serve as the game boards for outside sales, which makes field sales reps the game board pieces. Though it can be tedious, sales territory mapping provides a framework for strategic planning — ensuring that sales reps don’t go into meetings blind. Who’s your ideal customer ?

Territories 130

Territories Field Sales Outside Sales Segment 130

Sales and Marketing Management

JUNE 24, 2019

Thursday evenings are reserved for internal sales to discuss the week’s outcomes, and on Friday mornings, field sales does the same. By clearly defining the important topics and figures and distributing a standardized report after each meeting, everyone knows what they need to do and when they need to do it.

Customer 238

Customer Churn Segment Media 238

Zoominfo

NOVEMBER 1, 2022

When he moved from field sales to a digital-first approach, Castro found himself overwhelmed by the sheer volume of administrative work that went into prospecting. Finding companies in new markets, identifying individual prospects and their contact info — it’s all right there in one place.”

Prospecting 130

Prospecting Hiring Face-to-face Intent Data 130

Sales and Marketing Management

JUNE 4, 2017

And just like their coworkers at headquarters or in the distribution center, salespeople need to be kept engaged and aligned to company values and goals. This means sales teams need more than a website to gather product and pricing information. Here are some tips for communicating effectively with sales teams. Create a plan.

Face-to-face 197

Face-to-face Automotive Webinar Metrics Conference 197

Showpad

DECEMBER 18, 2020

We’ve put together a list of sales enablement ideas that could be just what your company needs to optimize its selling processes for the benefit of reps and customers alike — not to mention the organization’s bottom line. Marketers must create content that speaks to those who fall under the umbrella of specific personas.

Sales Enablement 98

Sales Enablement Hiring Lead Rank Lead Scoring 98

Sales Hacker

APRIL 10, 2018

The Winning By Design Blueprint Series provides practical advice for every part of a SaaS sales organization. In this blueprint, we take a tactical approach on how to build a go to market strategy. 5 Steps To Building Your Go To Market Strategy. Where Can You Apply This Go To Market Strategy? 2) Spanning markets.

Strategy 72

Strategy Lead Rank Marketing Segment 72

Vengreso

JULY 17, 2020

Hang develops and delivers a strategic framework for consistently onboarding new sellers, continuous talent nurture, and implementation of best practices in sales programs and tools. Hang is a global speaker on sales, leadership, and a passionate advocate for women in the workplace. What Will Sales Look Like in 2021? On Twitter.

Chemicals 115

Chemicals Trade Show Engineering Social Selling 115

SBI Growth

OCTOBER 5, 2012

This post is for Small Company CSOs and VPs of Sales. One of the core strengths of any small business is its ability to adapt and pivot with the market. Despite this luxury, the small company sales compensation plan is usually left on the backburner. Are you clinging to a legacy Sales Compensation model?

Compensation 257

Compensation Company Hiring Salary 257

SugarCRM

JUNE 22, 2023

IoT and CRM: Better Together IoT is the connection of devices via the internet, while CRM is the collection of customer data through data mining with the purpose of providing useful insight into customer behavior for marketing and sales purposes. Together, companies can: Control, analyze and optimize marketing nurtures in real-time.

CRM 26

CRM Industry SugarCRM Webinar Metrics 26

Hubspot Sales

APRIL 12, 2023

Start by laying out the structure of your sales organization. Note each selling role and where it fits into the sales process. Do you have sales development reps who generate leads and then distribute those leads to account executives? Next, interview your sales managers and reps for their perspectives on key activities.

Revenue 121

Revenue Proposal SalesForce Lead Rank 121

Showpad

MARCH 17, 2020

While there was a time when working remotely was the sole domain of field sales representatives, it’s become the new normal for sellers of all types. With that in mind, here are five ways to achieve favorable outcomes for your remote sales team. Prioritize Sales Coaching. Sales training isn’t a one-and-done affair.

Face-to-face 80

Face-to-face Coaching Collateral Sales Coaching 80

Allego

FEBRUARY 18, 2021

We were in a market development play, right, and it was a very different approach to how we needed to grow in that market… While everyone agrees that standardization of learning content makes perfect sense for efficiency purposes, we can’t standardize 100%.

Meeting 71

Meeting Strategy Customer Hiring 71

Cincom Smart Selling

JANUARY 11, 2018

We spend so much time talking about CPQ as it relates to sales folks and organizations engaged in the selling of products and services that we lose sight of the fact that CPQ extends well beyond those processes. Global management consultant, Allen Austin , is more specific in his recommendations for success in the distribution space.

Distribution 48

Distribution Collateral Customer Service Banking 48

SugarCRM

JANUARY 25, 2024

Below are the winners from each region: Alto-Shaam , providing food service equipment solutions to more than 90 countries globally, is recognized for the use of SugarCRM to significantly enhance opportunity close rates by 61 percent while achieving up to 600 hours of time savings in marketing and sales efforts to forecast customer needs.

SugarCRM 29

SugarCRM Customer Transportation Real Estate 29

Fill the Funnel

FEBRUARY 9, 2012

Here are the results from their survey in graphic form: Attendees at presentations and webinars have been sharing frustration with the lack of leads and opportunities that are generated by the marketing efforts of their company. Visibility into the number of leads and their quality is next to nothing for most sales people.

Top of Funnel 115

Top of Funnel Prospecting Ideal Customer Profile LinkedIn 115

Sales Hacker

NOVEMBER 24, 2020

The Six Sense account engagement platform uncovers and analyzes buyer intent at scale, identifying prospects who are in the market for your solution, and providing salespeople like you with the insight to create highly relevant messaging. It’s as strategic as your field, your partners, your distribution. It is strategic.

Outsourcing Services 80

Outsourcing Services Lead Rank Pivotal Enterprise 80

Xactly

JUNE 13, 2018

Designing sales territories without leveraging insights and data intelligence, companies are hindering their own growth by missing out on potential revenue opportunities. Companies must analyze real-time account-based CRM information, broad geolocation data, and third party market research data in order to build fair territories.

Territories 49

Territories Travel Webinar Metrics How To 49

Sales Hacker

OCTOBER 30, 2018

Amy Appleyard is an experienced, strategic sales leader with demonstrated success in overseeing cross-functional teams to improve the customer experience, drive sales and increase retention in both Distribution as well as SaaS-based sales organizations. Andrea Austin – VP at Nokia Software | Published Author.

Top of Funnel 111

Top of Funnel Hiring Scale Lead Rank 111

Hubspot Sales

AUGUST 21, 2023

To have a successful product launch, you need to craft a thoughtful, actionable, effective go-to-market (GTM) strategy framework. Without proper planning, it’s impossible to know if you’re chasing the wrong audience, are too early or too late to a given market, or targeting a market that's too saturated with similar solutions.

Paid Content 98

Paid Content Top of Funnel Lead Rank Webinar Metrics 98

Partners in Excellence

JUNE 25, 2017

Channel Alliance : Traditional resellers and distribution. Internally, it’s really about changing the culture of the whole organization—not just CenturyLink’s channel teams but the rest of the sales, marketing, and support teams. As a result, last Fall, we changed from a “one size fits all” approach to a segmented approach.

Channels 85

Channels Segment Resources Distribution 85

Zoominfo

SEPTEMBER 9, 2020

And let’s not forget, most organizations offer solutions that address multiple problems to either expand their addressable market or maximize the lifetime value of its existing customer base. There is a fundamental difference between a Total Addressable Market (TAM) and what your true active market. Timing is everything.

Top of Funnel 191

Top of Funnel Ideal Customer Profile Funnel Sales Qualified Lead 191

Tony Hughes

MARCH 4, 2018

Sales drones are an amusing but eerie concept to me. Robots could suddenly be everywhere eliminating field sales. With advanced stealth B2B technologies I'm aware of right now, essentially one person can do the work of an entire traditional inside sales team of 50 and the CEO can just fly in and seal the deal.

Hiring 68

Hiring Top of Funnel Lead Rank Lead Scoring 68

The Brooks Group

FEBRUARY 8, 2013

Executive Summary: Given the unique—and rapidly expanding-- capabilities of mobile devices to monitor location data, record sales activities and capture real-time transactions, leading edge sales organizations are leveraging mobile devices to drive improved field sales productivity and performance.

WebTrends 40

WebTrends Ideal Customer Profile Insurance Insurance 40

Zoominfo

SEPTEMBER 9, 2020

And let’s not forget, most organizations offer solutions that address multiple problems to either expand their addressable market or maximize the lifetime value of its existing customer base. There is a fundamental difference between a Total Addressable Market (TAM) and what your true active market. Timing is everything.

Top of Funnel 100

Top of Funnel Ideal Customer Profile Funnel Sales Qualified Lead 100

Mindtickle

JUNE 21, 2023

Business Development Representative (BDR) A Business Development Representative (BDR) is a sales professional responsible for prospecting, qualifying, and generating new business opportunities for a company. BANT BANT is an acronym commonly used in sales to qualify and assess potential leads or prospects.

Lead Rank 52

Lead Rank Top of Funnel Lead Scoring Sales Qualified Lead 52

Sales and Marketing Management

NOVEMBER 5, 2018

For example, what caused pain points at the end of the program: reps changing territories mid-program, sales that were booked but not invoiced, clients who made verbal commitments but didn’t sign contracts, field sales managers that vouched for sales that didn’t get logged into the system on time, etc.?

Incentives 201

Incentives Incentive Quota Territories 201

SBI

JANUARY 31, 2019

Seismic, the recognized leader in sales and marketing enablement, today announced that the company exited 2018 with a run rate in excess of $100 million. Being the first sales enablement technology provider to do so also makes it a significant moment for the industry at large - Doug Winter, Seismic co-founder and CEO.

Revenue 17

Revenue Aprimo Aprimo Infor 17

Cincom Smart Selling

AUGUST 11, 2020

Price volatility results when assorted factors and market conditions drive frequent and significant fluctuations in prices. When companies bring products to market, they fix the price for those products based on many factors. Advanced manufacturers and managed service providers are not exempt. Volatility Driven by Disruption.

Discount 77

Discount Enterprise Enterprise Scale 77

Sales Hacker

JUNE 9, 2020

How to reassess the market for now and for later. Subscribe to the Sales Hacker Podcast. How to reassess the market for now and for later [31:43]. We’re about a $3 billion market cap company in the human resources space. Some teach marketing. Not all of them teach sales. We’re on iTunes.

SalesForce 78

SalesForce Video Call-back LinkedIn 78

Hubspot Sales

JULY 2, 2019

Be sure that your CRM provides reporting features that make it easy to export and distribute the trends the system reveals. Mobile capabilities are especially critical if you have a field sales team. Integration with Marketing Automation. A CRM system is only as good as the insights it provides.

CRM 96

CRM Buyer Hubspot System 96

Sales Hacker

APRIL 17, 2019

RELATED: The 40 Best Slack Integrations and Apps for Sales & Marketing Productivity. Twitter is a fundamentally different way for people to consume, create, distribute, and discover content. Auto Dealer App by Pulse allows dealerships to launch their own branded Mobile App to increase sales and service visits.

Travel 110

Travel Hubspot Microsoft Google 110

Hubspot Sales

OCTOBER 1, 2018

Track which contacts are in-market for your service. Automatically track and organize every sales attempt. Find even more in-market companies visiting your website. Marketers might put up a “contact sales” page on their website and call it a day. Track which contacts are in-market for your service.

Prospecting 105

Prospecting Top of Funnel Social Media Hubspot 105

Hubspot Sales

AUGUST 8, 2019

Sales leaders can’t use their intuition to guide their decisions — not only are they dealing with a huge amount of information, but the risk of failure is high. That’s why successful companies obsessively measure everything about their go-to-market model, sales strategy, and salespeople. Sales Key Performance Indicators (KPIs).

Cost per Acquisition 137

Cost per Acquisition Lead Rank Churn Webinar Metrics 137

Bigtincan

NOVEMBER 16, 2021

Sales Collateral Management is the process of creating, storing, and simplifying access to all the collateral that salespeople and marketing teams need. Your enterprise might be working with any or all of these types of sales collateral: Product Documents. Marketing Strategy Documents. Email Templates. Strategy Documents.

Collateral 59

Collateral Enterprise Enterprise Case Study 59

Partners in Excellence

JUNE 12, 2015

If a customer engages us in a certain e-channel, moves to a call into a call center, then to a conversation with a field sales person, or attending an event at a channel partner, we have the potential of tracking that activity, analyzing it, and engaging the customer with the right content for the channel and where thy might be in the buying cycle.

Channels 48

Channels B2C Margin Face-to-face 48

Highspot

JULY 31, 2020

Tracks and reviews sales performance metrics. Manages day-to-day communications with sales and other go-to-market teams. Manages sales content organization and strategy. As this table shows, sales teams must be supported by roles like sales operations and sales enablement in order to do their jobs effectively.

Lead Rank 72

Lead Rank Hiring Segment Sales Enablement 72

Cience

FEBRUARY 5, 2019

In addition to that, we’ve seen a significant increase in companies that are adopting inside sale strategies and leveraging it compared to 20 years ago. We have the data showing the growth of IS versus field sales or other strategies. This, combined with a tight labor market for college-educated talent, made the OTEs rise again.

Ideal Customer Profile 50

Ideal Customer Profile Hiring Outsourcing Services Inside Sales 50