Xactly

MAY 23, 2018

By adopting advanced territory planning software, Xactly’s sales operations team shortened the time spent designing territories from a month to a week – shaving hundreds of hours off the process. That was just one of the findings from the recent Sales Management Association (SMA) research update “Optimizing Sales Territory Design.”

Territories 53

Territories Research Distribution Case Study 53

Sales and Marketing Management

FEBRUARY 22, 2021

We’ve now created four nurture streams (previously we had just one), segmenting prospects by job title and areas of interest as determined by our BDR team and through progressive profiling. Still, virtual events were unchartered territory. Virtual Events. Finally, don’t wait for people to visit your virtual booth.

Webinar Metrics 177

Webinar Metrics Lead Rank Marketing Qualified Lead Cancellation 177

Xactly

JUNE 18, 2018

Download our executive guide, "Optimizing Sales Territories for Strategic Advantage," to see how optimized territory planning can help companies maximize return on sales resources, shorten the planning process, and reduce travel inefficiencies. Download Guide. Optimizing Territory Design with Data Intelligence.

Territories 54

Territories Data Hiring Quota 54

SBI Growth

FEBRUARY 4, 2014

There was a change to your territory. The problem is they don’t know the details of your territory like you do. Download the Ultimate Lead List Calculator to prioritize your accounts for success. Download the Ultimate Lead List Calculator to prioritize your accounts for success. Geography (Travel Time).

Construction 323

Construction Ideal Customer Profile Territories Lead Rank 323

DiscoverOrg Sales

DECEMBER 18, 2018

You might recognize the most-prospected-to companies of 2018, according to DiscoverOrg’s database, as household names – but that’s not why savvy sales and marketing professionals have been pitching to them. Before we dive in, let’s take a quick look at the most-prospected-to industries. 100 Most Prospected-to Companies of 2018.

Company 156

Company Prospecting Oracle Transportation 156

SBI Growth

JANUARY 5, 2014

Travel is another area where managers waste valuable hours. You’re not going to be able to stop traveling. Download this simple tool to track the three aforementioned productivity killers. A-players – Incent them more and put them in your best territories. PRIORITIZE THE PROSPECT UNIVERSE. SOCIAL PROSPECTING.

Sales Management 310

Sales Management Face-to-face Decision Maker Travel 310

SBI Growth

FEBRUARY 4, 2014

There was a change to your territory. The problem is they don’t know the details of your territory like you do. Download the Ultimate Lead List Calculator to prioritize your accounts for success. Download the Ultimate Lead List Calculator to prioritize your accounts for success. Geography (Travel Time).

Construction 216

Construction Ideal Customer Profile Territories Lead Rank 216

Sales 2.0

FEBRUARY 1, 2023

Acuity enables B2B sales teams “to improve sales productivity in implementing prospecting and customer growth strategies using flexible process technology and Artificial Intelligence (AI).” They did this by having users download their app and drive around in traffic – serve as sensors on the traffic network. So they created it.

Sales Management 195

Sales Management Top of Funnel Data Intent Signal 195

Sales Hacker

APRIL 17, 2019

Travel apps. In short “sound bites,” you can share your thoughts, tell a story, or connect with your prospects and peers. Download the iOS app here. It’s an online productivity tool for those often finding themselves traveling, in flights, or in online meetings. Presentation tool. Learning apps. RSS and news apps.

Travel 110

Travel Hubspot Microsoft Google 110

Chorus.ai

JANUARY 16, 2020

Between those times to talk, allow them to be guided by their prospects and territory. Download the Ebook. Author: Anthony Conrad , Director of Sales Operations at Tapclicks, is a well-traveled sales veteran. Choose your tech that fits your needs and limit “point solutions” as much as you can. Short-Term Laser Focus.

Sales Coaching 104

Sales Coaching Coaching Face-to-face Follow-up 104

Xactly

APRIL 30, 2018

The strongest sales teams benefit from a good mix of introverted and extroverted reps to connect with their varying customer and prospect personalities. Download our "Ultimate Guide to Sales Compensation Planning," for everything you need for a sales comp plan design project. Or, keep reading for more sales plan ideas.

Outside Sales 41

Outside Sales Inside Sales Travel Hiring 41

Allbound

FEBRUARY 20, 2019

If you’ve ever traveled, you know you can never assume that things are going to be the same country-to-country. Pro Tip: Do research on the behaviors, actions, and values of the countries that your prospects are in before expanding. Download the Free Referral Partner Agreement Template to get started. Think you’re ready too?

Buyer Persona 60

Buyer Persona Channels Demographics Campaigns 60

PandaDoc

NOVEMBER 2, 2022

If you design and execute your strategy correctly, you can significantly improve open and response rates and move from the territory of “This isn’t worth doing, we never get any replies” into the “We just landed another deal and now need to prepare the contract” zone. Do B2B cold emails work? Let’s proceed!

Webinar Metrics 97

Webinar Metrics Strategy Lead Rank Lead Scoring 97

Customer Centric Selling

JANUARY 13, 2014

TRAVEL Travel is another area where managers waste valuable hours. You''re not going to be able to stop traveling. Download this simple tool to track the three aforementioned productivity killers. Start the year by prioritizing the prospect universe. SOCIAL PROSPECTING The customer is getting busier and busier.

Sales Management 49

Sales Management Face-to-face Decision Maker Travel 49

The Pipeline

OCTOBER 21, 2011

I kept music as my hobby and travelled the world fixing factories. For this reason, Punk Rock People Management is available as a print book, a kindle version and a free pdf download. Prospecting. Territory Alignment. 3 R’s of Prospecting Success. What is next for you….? Negotiations. Next Steps. Plagiarism.

Pipeline 237

Pipeline Hiring Top of Funnel Cold Calling 237

OutboundView

AUGUST 16, 2019

You’ll have outside salespeople prospecting or inside sales people helping close deals. Prospecting Methods. This is called prospecting: . Recent data shows that emails and calls are the most common ways that sales reps use to reach out to prospects. The inside sales team reaches out to both cold and warm prospects.

Outside Sales 31

Outside Sales Inside Sales Salary Hiring 31

OnePageCRM

MARCH 21, 2017

Download the checklist of the key features your CRM needs for success. Prior to using a CRM, they had no way of knowing who had previously reached out to prospects. In a sales team, a CRM can assign territories and customers to individual sales people. Download the checklist of the key features your CRM needs for success.

CRM 49

CRM Lead Rank Lead Scoring Segment 49

OnePageCRM

MARCH 21, 2017

Download the checklist of the key features your CRM needs for success. Prior to using a CRM, they had no way of knowing who had previously reached out to prospects. In a sales team, a CRM can assign territories and customers to individual sales people. Download the checklist of the key features your CRM needs for success.

CRM 39

CRM Lead Rank Lead Scoring Segment 39

SBI

NOVEMBER 7, 2019

Prospect Intelligence. Prospect Engagement. Personalized sales prospecting videos increases engagement. Prospect Engagement. Prospect Engagement. Unika is a sales enablement solution that offers a new world of knowledge sharing for sellers, partners, marketers, and prospects. Prospect Intelligence.

Top of Funnel 52

Top of Funnel Ideal Customer Profile Webinar Metrics Customer 52

The Sales Association

NOVEMBER 9, 2011

But these prospects raised their hands," they tell you. Just because someone downloads a white paper or attends a Webinar doesnt mean they are even remotely interested in doing a sales call. Much of the territory is sparsely populated with businesses far apart from each other. at the reception desks.

Cold Calling 34

Cold Calling Top of Funnel Face-to-face Call-back 34

Hubspot Sales

FEBRUARY 7, 2018

SDRs (also commonly called business development reps, or BDRs) are responsible for the first part of the sales process: Researching, prospecting, and qualifying leads. You’ll spend most of your time speaking with potential prospects, so you may not want to become an SDR if you’re not comfortable talking on the phone.

Hiring 132

Hiring Salary Engineering Compensation 132

SaaStr - Sales Strategy

MARCH 12, 2019

From Erica’s experience, how do the very best sales reps build relationships with their prospects? I do partially think that a travel book should be in the offing with those incredible travels. How does Erica ensure the team are still in the trenches with the clients despite the scaling? Where do many go wrong?

Scale 81

Scale Enterprise Enterprise Oracle 81