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. FinancialServices. Insurance. ITServices.

Company 156

Company Prospecting Oracle Transportation 156

SalesLoft

FEBRUARY 7, 2018

Territory, size, and industry all play a role in who you sell to and how you approach each deal. A huge component of these deals is within the enterprise domain – the big fish your team is trying to reel in each quarter and year. Hi, Hannah Pendleton here, part of Salesloft’s Enterprise Sales team.

Enterprise 52

Enterprise Enterprise Account Scale 52

Vengreso

JULY 18, 2023

Generative AI for Sales Prospecting is an uncharted territory for many. This innovative tool addresses a common challenge – maintaining regular interaction with prospects and clients on LinkedIn. Combining generative AI with human ingenuity creates powerful synergies for sales prospecting and idea generation.

Lead Rank 52

Lead Rank Lead Scoring Prospecting Retail 52

Crunchbase

MARCH 13, 2023

For instance, it’s often easier to get meetings with prospects in the SME space, particularly startups. On the flip side, exclusively pursuing enterprise deals can be a very difficult strategy for an overstretched sales team. Make smarter territory choices Hard times mean hard choices.

Territories 59

Territories Churn Face-to-face SME 59

Xactly

AUGUST 30, 2018

For enterprise sales organizations, the sales team management process means higher quotas, bigger deals, and a longer sales cycle. Below are 10 of the best practices for enterprise sales team management solely geared towards sales management. Employ the Enterprise Selling Process.

Enterprise 40

Enterprise Enterprise Top of Funnel Compensation 40

Crunchbase

JULY 27, 2022

Crunchbase’s team admin features for Pro and Enterprise users make it easy to manage access and permissions for multiple users. The idea of sales operations—founded on the premise that good information combined with sound analysis will drive sales teams to better prospecting and higher closing rates—has been around since at least the 1970s.

Sales Operations 52

Sales Operations Company Territories Sales Qualified Lead 52

Highspot

FEBRUARY 14, 2024

A well-crafted sales and marketing plan is indispensable for the success and growth of any company, whether it’s a startup, small business, or enterprise. It addresses how sales representatives engage with prospects, close deals, and meet revenue targets. Value propositions and key differentiators.

Paid Content 52

Paid Content Lead Rank Top of Funnel Marketing 52

Highspot

FEBRUARY 14, 2024

A well-crafted sales and marketing plan is indispensable for the success and growth of any company, whether it’s a startup, small business, or enterprise. It addresses how sales representatives engage with prospects, close deals, and meet revenue targets. Value propositions and key differentiators.

Paid Content 52

Paid Content Lead Rank Top of Funnel Marketing 52

BuzzBoard

JANUARY 3, 2024

It’s wild how just months ago generative AI felt like uncharted territory prone to drama, when now asking ChatGPT for advice is as normal as scrolling Instagram. A typical case would be how rapidly ChatGPT infiltrated schools! Similar to many tech companies, BuzzBoard had a year brimming with action!

Commence 85

Commence Data Territories Analysis 85

Costello

JUNE 11, 2018

New territories or geographies. Once targets have been set and communicated to the executive team and Board of Directors , then all that’s left for the sales leader to do is coach proactively and help the team members perform their best in every single prospective customer conversation. New Territories. Strategic Account Plans.

Territories 71

Territories Enterprise Enterprise Quota 71

Sales Hacker

JUNE 8, 2022

How many times have you seen a rep work their rear end off only to create an opportunity that just keeps getting pushed out quarter after quarter as the prospects’ priorities change? Every good seller knows how to attach their deals to prospects’ timelines and needs. A new employee in your target role joins your prospective customer.

Hiring 92

Hiring Promotion Sales Cycle Territories 92

SalesLoft

DECEMBER 19, 2023

Across industries, across enterprise and small business, revenue teams are shrinking. Over the past year, the brunt of cuts have hit SDR and BDR roles, leaving AEs, AMs, and even CSMs to pick up the work of prospecting, qualification, and upsell. How was that prospect initiated into the sales cycle? Territories change.

Revenue 52

Revenue Scale Forecasting Sales Cycle 52

Allego

FEBRUARY 2, 2021

The best way for us to make that authentic connection with the person who we’re speaking to, whether a prospective client or a member of our team, is to have awareness of how we show up. Working in the pandemic means that virtual sales teams are balancing more than just their territories, books of business, and quotas. Why am I there?

Sales Leadership 127

Sales Leadership Face-to-face Distribution Webinar Metrics 127

Hubspot Sales

JANUARY 9, 2018

Your goal should also be closely tied to your high-level business goals; to give you an idea, if the company is trying to move upmarket, your goal might be “Acquire 20 Enterprise logos” rather than “Sell X in new business” (because the former will encourage you to solely chase deals rather than focus on the right type of customers).

Buyer Persona 145

Buyer Persona Referrals How To Commission 145

Emissary

APRIL 20, 2023

Sellers are used to markets and account potential trending up or down. Only then can they piece together a reasonable perspective on markets, territories, and accounts. At the same time, ensure your sellers have similar access to intelligence to quickly build clarity at a territory and account level. (If

Hiring 52

Hiring Ideal Customer Profile Banking Territories 52

SalesLoft

MAY 13, 2016

Director at Birst, Chris Pham is joining us on the Salesloft blog as part three of a five part series on trends in sales development. Every enterprise B2B company needs to kill the notion of inbound and outbound. Instead, enterprise sales development organizations should move to the modern Account-Based Sales Development (ABSD) method.

Outbound 52

Outbound Inbound Account Penetration 52

Hubspot Sales

APRIL 27, 2023

SDRs are responsible for outbound prospecting. SDRs usually do this by cold-calling or cold-emailing the prospects. The SDR then gives prospects a quick rundown of what the product is and what it can do for them. When an SDR has vetted a prospect, they'll pass the potential lead to Account Executives (AEs). They're right.

Hiring 102

Hiring Salary How To Ideal Customer Profile 102

Zoominfo

SEPTEMBER 20, 2021

accounts, Enrich can determine which state a company is actually headquartered in, allowing RingLead to efficiently route leads based on whether a customer has regional sales territories. This can create confusion on how the lead gets routed — it could go to a mid-market rep or an enterprise team depending on revenue, for example.

Data 100

Data Lead Rank Lead Scoring Scale 100

Velocify

JUNE 28, 2017

4) Territory and Quota Management Solutions. Territory and quota management solutions assign leads to reps based on geographic areas. This is most useful for field sales teams who need reps to connect with customers in person and need a way to automate the process so they can scale effectively as territories shift and change.

Sales Technology 53

Sales Technology Top of Funnel Hiring Software 53

Sales Hacker

NOVEMBER 24, 2020

She’s going to be talking to us about team selling and how the concept of combined quotas with senior and junior account executives, converging on one territory, is coming back. I kept seeing a trend. The trend was that the VP of Sales was treating it extremely tactically. We have to get to the enterprise.”

Outsourcing Services 80

Outsourcing Services Lead Rank Pivotal Enterprise 80

Vengreso

JANUARY 21, 2021

Prior to SiriusDecisions, he was vice president of sales at HubSpot, where he was responsible for building the mid-market and enterprise businesses. The pandemic has only accelerated this trend. Infrastructure, including sales prospecting tools and technology to help sellers do their job faster and better, automating processes.

Lead Rank 127

Lead Rank B2C Quota B2B 127

LeadFuze

DECEMBER 1, 2021

In this article, you’ll find out how to book more meetings with enterprises by using the freemium model. Let’s get started… Need Help Automating Your Sales Prospecting Process? Segment Accounts.

Intent Data 40

Intent Data Lead Rank Intent Data 40

Hubspot Sales

JUNE 30, 2021

Similarly, every prospect has their own interests and needs, informing the nature of how they like to be sold to. In many cases, those " how's " between reps and prospects can align — naturally making for smoother, more amicable sales efforts. Lead distribution plays on those trends. Best for Mid-to-Enterprise Size Businesses.

Distribution 98

Distribution Lead Rank Sales Qualified Lead Lead Scoring 98

Chorus.ai

MARCH 5, 2020

Are we asking questions to engage prospects and understand their needs? In addition, we provide these powerful levers: See how any skill, performance metric or market indicator is trending over time. Conversation Skills Are we able to communicate effectively and professionally? Are we good at holding balanced conversations?

Analytics 62

Analytics Scale Territories Sales Cycle 62

BrainShark

MAY 31, 2023

Market conditions change, sales methodologies go in and out of style, but sales competencies like written communication, active listening, negotiation, and research, to name a few, are evergreen and transferable, regardless of trends and circumstances.

Hiring 62

Hiring Sales Talent Scale Sales Enablement 62

Hubspot Sales

MARCH 16, 2020

Reena Chadha, an Enterprise Territory Manager at HubSpot, says "I used to think of this as a time waster, but since I've changed the lens to a networking one, I take it more seriously.". Gary Parker, an Enterprise Account Executive at HubSpot, says to "talk regularly with your coworkers. Dress for success.

Hubspot 136

Hubspot SalesForce Hiring How To 136

SugarCRM

FEBRUARY 15, 2024

As they look ahead to the upcoming year, recent PwC research shows that more than half of UK manufacturers are gearing up to introduce new products, with more than a quarter (27.3%) hoping to explore uncharted territory and expand into new markets. However, the path forward is not without its challenges.

Opportunity 26

Opportunity SugarCRM Face-to-face Infusion 26

Close.io

SEPTEMBER 19, 2019

No joke, we’ve spoken to CEOs who want to make money on outbound prospecting in 90 days, but when asked how long their sales cycle is, they answer “four to six months.” Zuora is a hyper-growth company bucking this impatience trend. Zuora looks to see if a prospect is pursuing one of the “eight growth initiatives.”.

Outbound 60

Outbound Case Study Ideal Customer Profile Account 60

Openview

MARCH 16, 2018

One rep succeeding in a territory is not necessarily repeatable. Moving to enterprise. Companies close one or two enterprise customers and get big deal fever. They pivot their entire company and point the outbound team at ONLY enterprise meetings. The most common one I see?

Outbound 89

Outbound Lead Rank Company Scale 89

The Pipeline

APRIL 27, 2011

It can be something as big as a huge new enterprise deal, or a small as the new guy’s first successful appointment. This can be an overview of new research, feedback from a recent customer briefing, review of new market trends or analyst data, or even a quick presentation or interview (live or recorded) with an actual customer.

Sales Meeting 251

Sales Meeting Pipeline Meeting Hiring 251

Mindtickle

DECEMBER 2, 2022

Maybe they exaggerated prospecting or sandbagged their forecast so they could sweep in as the hero at the end of the quarter, or got overly optimistic about pricing and happy ears. Our enterprise team takes more of an account-based approach. for BDR prospecting. Content analytics are also important to us. Outreach.IO

Hiring 52

Hiring Lead Rank Lead Scoring Forecasting 52

Close.io

OCTOBER 9, 2019

We are growing rapidly and signing new customers ranging from medium-size businesses to enterprise clients, and we are looking for an ambitious inside sales professional. Ability to identify challenges that clients & prospects are facing. You enjoy the challenge of expanding new territory and executing a land-and-expand strategy.

Inside Sales 91

Inside Sales Hiring Ideal Customer Profile Sales Qualified Lead 91

Close.io

AUGUST 7, 2019

Excerpt: “Professional sellers who think like owners of their territories take more accountability for their outcomes and success, no matter what’s going on around them. They even have a category called “Hall of Shame” where they share the worst prospecting emails (ouch!). They find a way, every time, to make their number. Sales Gravy.

Hiring 108

Hiring Webinar Metrics Call-back Follow-up 108

Emissary

JUNE 26, 2023

It’s tempting to allow for a somewhat relaxed Q3 as sellers, clients, and prospects all take well-earned summer vacations. Do all the analysis and modeling needed to kick off the following year with clean territories, rational quotas, and clear compensation plans. Build campaigns that present a realistic combination of prospects (e.g.,

Ideal Customer Profile 52

Ideal Customer Profile Top of Funnel Account Based Marketing Lead Rank 52

SugarCRM

DECEMBER 2, 2020

It’s the glue that binds together sales operations and helps your business grow by providing targeted information about accounts and customer trends. CRM for Enterprise. Sugar Enterprise scales CRM solutions to the size and needs of your business. CRM for Small Businesses. Automate Marketing Tasks.

CRM 29

CRM SugarCRM Scale Enterprise 29

Highspot

JUNE 11, 2020

Managing relationships with customers and prospects. Managing pipeline, territory planning, and forecasting. Strong alignment between sales and marketing can help excavate hidden trends by forcing teams to centralize technology. Seamless handoff between marketing-generated leads and sales. Consistent customer experience.

Top of Funnel 59

Top of Funnel Marketing Lead Rank Lead Scoring 59

Sales Hacker Training

NOVEMBER 21, 2022

There are plenty of sales prospecting tools and sales management software to help automate your manual tasks while personalizing your outreach. Create your ideal customer profile(s) and automatically find leads from a proprietary database of 400 million verified prospects. Bombora Know what your prospects are thinking.

Sales Tools 52

Sales Tools Tools Ideal Customer Profile Lead Rank 52