SBI Growth

NOVEMBER 22, 2012

Good segmentation will also give you the following: Exactly which customers have up-sell and cross-sell potential? Then you have to design a plan that reps, managers, directors all follow to maximize the up-side. Deliver the estimated up-sell potential for all customers by territory. Make it Pay Off.

Segment 288

Segment Customer Territories Penetration 288

Zoominfo

DECEMBER 15, 2020

Which means things shaking up in the B2B world — holiday emails are being blasted, sales deals are being closed, and 2021 recruitment strategies are finishing up. And to get there, you have to ramp up your visibility and engagement with your best sales, marketing, and recruiting teams.

B2B 237

B2B Trade Show Intent Data Buyer Intent 237

Mr. Inside Sales

NOVEMBER 7, 2019

So, each morning Ray woke up and took action out of his vision rather than his circumstances. How are your leads and your territory? When you wake up in the morning, are you choosing to take action based on the temporary circumstances in your life, or do you have a burning vision for your success and where you’re ultimately going?

Face-to-face 120

Face-to-face Inside Sales Gatekeeper Decision Maker 120

Sales and Marketing Management

MAY 24, 2018

Just think about all the situations that might crop up suddenly, presenting challenges that you need to address right away. These situations might include: Troubled territory – What if a particular sales territory or geography is struggling with an aggressive competitor? The decisions your prospects and customers are making.

Territories 185

Territories Margin Training Pipeline 185

SBI Growth

DECEMBER 5, 2013

Conversely, we’ve come across teams that throw their hands up in despair. All your data is rolled-up to a common definition of the customer. IT needs to step up here. Don’t do a territory redesign project without knowing exactly who you’re targeting. Messaging is focused, content is relevant, closing rates go up.

Top of Funnel 296

Top of Funnel Territories Scale Segment 296

Hubspot Sales

SEPTEMBER 16, 2020

Ultimately, when your reps are selling to the right people, their job and sales process as a whole will be much smoother. This process often ramps up after the initial deal has closed to ensure the success and satisfaction of the customer. Territory Management. Opportunity Management. What level of attention does each deserve?

Sales Process 124

Sales Process Ideal Customer Profile Sales Qualified Lead Territories 124

Anthony Iannarino

MAY 20, 2020

Your territory isn’t as good as your neighbor’s territory. So they meticulously created a geographical territory that contains no clients you could win. You’ve noticed the number one rep from your primary competitor has this same territory, and you are sure this is all by design. This makes no sense.

Lead Rank 128

Lead Rank Lead Scoring Territories Cold Calling 128

Hubspot Sales

SEPTEMBER 4, 2020

Whether you manage a specific territory, customer account, or service, there is likely a segment of your company’s business that you are responsible for when it comes to generating revenue. That’s a big responsibility, especially in a competitive landscape, but I know you’re up for the challenge. Hone in your listening skills.

Territories 112

Territories Demographics Sales Cycle Social Media 112

The Accidental Negotiator

AUGUST 25, 2023

The topics that will be discussed have never been discussed before, the people who will be negotiating may have never met before, and the outcome is up in the air. If you want to have a successful negotiation, then you need to make sure that you set up the process correctly. Yes, every negotiation that we participate in is unique.

Negotiation 98

Negotiation Face-to-face Exact Hotels 98

The Pipeline

MAY 15, 2017

An overall corporate sales strategy, territory and account strategies, and then a strategy for every encounter with a laser focus on logical next steps. Now before your roll your eyes – Anderson Style , like many do at the mention of process, consider how a dynamic process can make selling, if not easier, more straight forward.

Face-to-face 250

Face-to-face ACT Territories Intent 250

Alice Heiman

SEPTEMBER 5, 2018

To actualize that goal , build a sales strategy that breaks it down so that everyone understands what they need to sell by when and the best way to make that happen. . How much did your team sell? . To whom did they sell it? . How much can you increase revenue inside existing territories with existing products? .

Sales Goal 106

Sales Goal Top of Funnel Territories Funnel 106

Zoominfo

JANUARY 11, 2021

This is done by gathering firmographic data which typically includes: Job title Industry Current tech stack Location (headquarters and branches) Territory map(s) Employee size Sales cycle length Revenue (annually and quarterly) Seniority hierarchy. Here’s a sure way to mess up a customer profile—guessing. What is a Customer Profile?

Ideal Customer Profile 162

Ideal Customer Profile B2B Buyer Persona Top of Funnel 162

SBI Growth

AUGUST 4, 2013

The accelerated pace of today’s selling environment requires a new kind of performance management. Sign up for the onsite session for your leadership team. It’s not enough to assign developmental actions once per year and follow up a year later. Changes to Territory coverage. These include: Social selling competency.

Territories 282

Territories Lead Rank Lead Scoring Demand Generation 282

Mr. Inside Sales

MARCH 16, 2020

We’re all in unchartered territory now. If they haven’t joined my blog yet, they can sign up here. Need More Proven Responses to the Selling Situations You Face Every Day? “We’re just not doing anything until this virus situation is settled…”. Sound familiar? You probably get this objection, or some version of it, every day now.

Objections 169

Objections Face-to-face Inside Sales Gatekeeper 169

MTD Sales Training

AUGUST 30, 2012

Raise the value up to three times. 2: Raise the Value Up to Three Times. So, Steve, we are looking at £200 per territory for three territories or £600 per month. Let’s get this paperwork done so I can take it up to our technical staff and get started today.”. Build value up to three times. Happy Selling.

Territories 279

Territories Discount Referrals Negotiation 279

Hubspot Sales

APRIL 19, 2019

When we think of successful sport team names, like the New England Patriots or the New York Yankees, we picture the motivated individuals that make up the team. Why should you and your team come up with a creative name? It introduces team selling. What is team selling ? Create a formula to come up with a name.

Promotion 93

Promotion Territories Hubspot Sports 93

Hubspot Sales

NOVEMBER 28, 2023

No one knows what it’s like to work in sales better than those in the trenches of the day-to-day — salespeople trying to hit their numbers while battling the ups and downs of the job. Chad Burmeister , founder and CEO of BDR.ai , supports Wittman’s comment about value-based selling. Selling with AI is a good example.

Sales Qualified Lead 100

Sales Qualified Lead Lead Rank Lead Scoring Real Estate 100

Zoominfo

FEBRUARY 23, 2021

If you don’t understand your target audience—their interests, pain points, and buying triggers—how are you supposed to sell to them? Although buyer personas are typically considered marketing territory, they’re also critical to the prospecting process. And while rejection always hurts, don’t give up on the prospects that tell you “no.”

Ideal Customer Profile 208

Ideal Customer Profile Prospecting Strategy Top of Funnel 208

Understanding the Sales Force

JANUARY 27, 2014

They were assessed with OMG''s tools, and assembled into 5 teams, all selling the exact same product. They had to go door-to-door, sell an overpriced luxury item, in the same market, over a 3-day period. They had to go door-to-door, sell an overpriced luxury item, in the same market, over a 3-day period.

Case Study 288

Case Study Study Lead Rank Lead Scoring 288

Zoominfo

MAY 25, 2022

Industry researchers have found that a typical salesperson only spends about a third of their time actually selling. In this era of insight sales , as buyers do more research online, a “rinse and repeat” selling model is far from effective. GTM Plays Automated go-to-market plays that can rapidly scale your business.

Scale 100

Scale Intent Signal SalesForce Intent Data 100

PandaDoc

APRIL 26, 2023

Selling is arguably a line of work where personal attachment matters the most. Now the question is, how do you set up a commission structure that works great for employees and employers? Territory volume Territory volume is a commission paid off based on revenue from a specific region. The idea here is quite simple.

Commission 52

Commission Salary Margin Scale 52

Understanding the Sales Force

MAY 9, 2014

Understanding the Sales Force by Dave Kurlan When most sales bloggers write about selling, we almost always discuss direct B2B sales. Ignored in all of these articles are those clients and companies that sell through channels. Some channel salespeople simply sell to the channel and the channel does all of the work.

Channels 221

Channels Retail Hotels Territories 221

Hubspot Sales

OCTOBER 18, 2023

And it was that motivation — paired with his empathy, intelligence, and creativity — that allowed him to play an instrumental role in building HubSpot’s sales department from the ground up as the company's first sales director and sixth employee. He lives up to that philosophy — and that manifests itself in a range of ways.

Hubspot 92

Hubspot Ideal Customer Profile Scale Distribution 92

Hubspot Sales

SEPTEMBER 22, 2022

Routine one-on-ones or team stand-ups can help facilitate reps' growth, give them the space to air questions or concerns, and add another degree of mutual accountability to the manager-rep dynamic. These programs often cover more general skills, such as sales negotiation or relationship selling.

Sales Coaching 113

Sales Coaching Coaching Hiring Survey 113

DiscoverOrg Sales

AUGUST 31, 2017

But how many emails do you get that are paired up with a voicemail? Keep these tips in mind if you are struggling to get your demo numbers up, or if you are simply having a difficult time getting a foot in the door with a prospect. From our SDR with a 60% response rate : How to Heat up Cold Email with Personalization.

Cold Calling 229

Cold Calling Ideal Customer Profile Decision Maker Call-back 229

Anthony Cole Training

JANUARY 27, 2014

They were evaluated with OMG''s sales person assessment, and assembled into 5 teams, all selling the exact same product. Over a 3-day period, they had to go door-to-door in the same market and sell an overpriced luxury item. 1 team had the strongest overall Desire and Commitment. They aren''t predictive of effectiveness.

Case Study 186

Case Study Study Sales Talent Hiring 186

Crunchbase

JULY 12, 2021

Staying up to date on prospect activity can help you determine if a prospect is able to make a purchase and identify the perfect time for outreach. Why you should track prospects How to create a list of prospects The prospect information you should be tracking How to set up automatic prospect alerts. Why you should track prospects.

Prospecting 96

Prospecting How To Hiring SalesForce 96

BrainShark

AUGUST 7, 2022

So while you might have a five-time pipeline up top, mechanisms should be in place to reduce it to 2.5-times Let’s say a company has three salespeople assigned to a given territory and a $3 million quota for that territory. When you over-assign quotas, you’re setting up your reps for failure. Pipeline-to-quota ratio.

System 62

System Revenue Top of Funnel Quota 62

The Brooks Group

JANUARY 5, 2020

Arm your sales team with clear, up-to-date ideal candidate profiles and effective qualification checklists. Learn more about the Selling to Different Personality Types training program here. . Sales reps are generally fast-paced and enjoy selling activities more than planning, which can make prospecting a challenge.

Top of Funnel 69

Top of Funnel Prospecting Sales Qualified Lead Territories 69

SBI Growth

MARCH 31, 2013

For example: selling low margin products because they maximize the compensation payout. They have targeted their selling campaigns for the coming year to maximize their income. Compensation is not an exact science. The existing plan is compared to see how it stacks up against the market. Momentum is strong.

Compensation 293

Compensation Incentives Incentive Buyer Persona 293

Gong.io

DECEMBER 5, 2022

It’s your job to lead your team through the trenches and give them direction so they’ll know which markets or territories to target and how best to attack. In this article, we’ll look at what a strategic sales plan entails, why your sales team will have a hard time selling well without one, and how to build a successful strategic sales plan.

Ideal Customer Profile 62

Ideal Customer Profile Top of Funnel Sales Qualified Lead Sales Methodology 62

Zoominfo

JANUARY 11, 2021

5 Steps to the Customer Profiling Process Here’s a sure way to mess up a customer profile—guessing. Let’s say your company sells accounting software that specializes in advanced finance analytics. The email inboxes of B2B executives are already filled with so much marketing clutter. What is a Customer Profile?

Ideal Customer Profile 100

Ideal Customer Profile B2B Buyer Persona Top of Funnel 100

InsightSquared

JUNE 16, 2020

Fortunately, many sales teams are improving coaching and executing using the new Guided Selling technology. While the term is not new, Guided Selling has recently gained momentum in the B2B selling world due to its ability to adapt on demand and scale coaching across an entire sales team. Expedite the Onboarding Process.

Scale 71

Scale Decision Maker Buying Cycle Up-Sell 71

Understanding the Sales Force

JUNE 30, 2014

But even though salespeople will tell you that "If you can sell, you can sell anything", that statement is only true some of the time. They were the best at selling components to OEM''s until they went to work for a company where they had to sell conceptual services and were lost without a product to demonstrate.

Sales Cycle 217

Sales Cycle Distribution Territories Up-Sell 217

Product Management University

MAY 24, 2023

Unfortunately, it comes with the territory, but that doesn’t mean you should just accept it. Even though the odds of winning a bottom-up evaluation are incredibly slim, many AEs feel like any chance is better than none at all, especially if their pipeline is anemic. The demo meeting is on the calendar with little or no discovery.

Sales Qualified Lead 59

Sales Qualified Lead Account Territories eBook 59

Hubspot Sales

JANUARY 2, 2020

This can include new quotas, territories, products, and compensation plans. Today’s modern salesperson doesn’t sell in a vacuum, and reaching a new level of success in sales often requires some help from marketing. To get to $1M in incremental revenue, how many customers do you need to sell to? Review basic assumptions.

Ideal Customer Profile 111

Ideal Customer Profile Marketing Qualified Lead Marketing Buyer Persona 111

Vengreso

SEPTEMBER 19, 2018

Subscribe to Selling With Social. I try to keep myself informed about the social media changes that are happening so I can equip my clients and podcast listeners to get more from their social selling efforts. Salespeople Are CEOs of Their Own Territory and Accounts. Apple Podcasts | Stitcher | Google Play | Google Podcasts.

Trends 73

Trends Social Media Territories How To 73