The Pipeline

FEBRUARY 27, 2018

The problem with most call scripts salespeople use for proactive direct prospecting is that they are prepared for sellers, by people who are not buyers, and as a result, there is little for the prospect to grab and hang on too long enough to convert to engagement. By Tibor Shanto. A Race To The Wall. No Problem.

Prospecting 215

Prospecting Skype ROI Face-to-face 215

Score More Sales

MARCH 26, 2014

Finding the right prospective buyers and then actually having conversations with them are the top two challenges most sellers are facing now. If assigned a vertical territory of financial services I would do several things right away: look at who my existing and past customers in financial services are. Look Socially.

Prospecting 254

Prospecting Ideal Customer Profile Lead Rank Lead Scoring 254

Selling Energy

AUGUST 14, 2023

One of the challenges we face in our industry is how to convey the value of our products and services without overloading our prospects with the technical complexity of our offerings. If your prospects get the sense that your technology is too difficult to understand, they’re going to abandon the idea of doing business with you.

Face-to-face 76

Face-to-face Territories Industry Prospecting 76

Zoominfo

OCTOBER 12, 2022

When Sarena Wing took on a new international sales territory, she was excited to get started. A few years back, someone in Wing’s position might have faced a long slog full of trial and error and manual research. Turn insights from prospect and customer communications into immediate action. Luckily for her, that era is over.

Analysis 130

Analysis Territories Scale SalesForce 130

Xactly

MAY 30, 2018

Earlier this year, we teamed up with the Sales Management Association (SMA) to conduct a survey on sales territory design. More than 100 organizations participated in the survey and provided insights into how they design and plan their sales territories. Discover more territory planning insights in our territory planning infographic.

Territories 61

Territories Research Travel Survey 61

Zoominfo

DECEMBER 16, 2020

Without question, the functionality within CRMs, particularly Salesforce, can create a 360 degree view of the prospects and customers alike. Because, let’s face it, even in a perfect world, CRMs benefit company leadership more than the quota-carrying sales rep. . ZoomInfo Salesforce Sync for Territory Management. Think about it.

SalesForce 219

SalesForce Territories Intent Signal Buyer Persona 219

Partners in Excellence

MARCH 12, 2024

You initiate the work: securing meetings, creating opportunities with prospects and clients, and closing deals that produce revenue for your company (and income for you). Whether it’s territory planning, account planning, deal planning or sales call planning, YOU create the strategies and the plan. Sales IS business.

Face-to-face 112

Face-to-face Sports Territories Forecasting 112

The Pipeline

AUGUST 27, 2019

If you are a full-cycle rep, with a demanding client base in a defined territory, 23% is not bad. They not only give away their time; they pay the prospect for the privilege of doing so. You know what I mean, spending all that valuable time with prospects that you know will never buy. Giving It Away.

Wireless 264

Wireless Discount Face-to-face Scale 264

Mr. Inside Sales

MARCH 16, 2020

We’re all in unchartered territory now. Anyway, how do you handle this objection when you’re prospecting? Second: It’s important to stress to prospects and clients that what we’re going through now is temporary. Let your prospect or client vent. Nobody wants to be pitched hard right now. And you can help them do that….

Objections 169

Objections Face-to-face Inside Sales Gatekeeper 169

Anthony Iannarino

AUGUST 10, 2020

The activities that result in new opportunities all come from prospecting. Here is how you talk to your sales force about prospecting. Here is how you talk to your sales force about prospecting. The second is opportunity capture, all the other meetings, and interactions we have with our prospective clients. Target Lists.

Prospecting 91

Prospecting How To Territories eBook 91

The Pipeline

NOVEMBER 3, 2014

We face rejection throughout the sale, from the time we try to prospect and engage with a potential buyer, right to the end when they finally agree to deal with us. We face rejection from prospects we lose, and from those we actually win, in fact we win by overcoming rejection. First is be prepared.

Face-to-face 288

Face-to-face Sports Objections Territories 288

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. For sellers, context is everything.

Company 156

Company Prospecting Oracle Transportation 156

SBI Growth

JANUARY 5, 2014

Each recommendation addresses the biggest obstacles every sales manager faces to making the number: Not enough ‘A’ players on the team. Each recommendation addresses the biggest obstacles every sales manager faces to making the number: Not enough ‘A’ players on the team. I am a big advocate of face-to-face coaching.

Sales Management 310

Sales Management Face-to-face Decision Maker Travel 310

Sales and Marketing Management

SEPTEMBER 14, 2020

They were also able to use analytical and predictive tools to determine which clients or prospects were most at risk and better develop mitigation plans. They were also able to use analytical and predictive tools to determine which clients or prospects were most at risk and better develop mitigation plans.

SAP 207

SAP Compensation Face-to-face Analytics 207

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. It’s a science — understanding the market + humanization + appeal = (hopefully) more fitting prospects.

B2B 237

B2B Trade Show Intent Data Buyer Intent 237

The Pipeline

NOVEMBER 7, 2016

This is not to say that these people are dishonest, but rather, that they don’t want (or are unable) to deal with the reality facing them. That lie then forces them to lie about the necessity to prospect, after all they tell themselves and their manager, “Just look all the things I have going on in my pipeline.”.

Wireless 303

Wireless Face-to-face Pipeline Distribution 303

Mr. Inside Sales

NOVEMBER 7, 2019

In sales, you face a lot of rejection, daily, and yet you need to persevere and overcome in you want to succeed. How are your leads and your territory? Sales—and life—can be hard at times. In life, too, there is adversity and things don’t always go your way. What do I mean by vision? A good example is a guy named Ray Kroc.

Face-to-face 120

Face-to-face Inside Sales Gatekeeper Decision Maker 120

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. Answering the following questions enables companies to create valuable ranked prospect lists. It’s that time again. Now your manager is in town to spend the next two days with you. How will you respond? Annual Revenue.

Construction 323

Construction Ideal Customer Profile Territories Lead Rank 323

Hubspot Sales

SEPTEMBER 17, 2019

Field reps have one major advantage over inside reps: their ability to establish relationships with prospects. It’s far easier to build rapport and trust when you’re sitting across the table from your prospects rather than talking to them through a computer screen. But face-to-face meetings come with their own challenges.

Meeting 87

Meeting Face-to-face Sales Meeting Conference 87

Partners in Excellence

AUGUST 16, 2017

Most of what we do in territory development and management applies to what we do in ABE. The most fundamental aspect of ABE is that it provides a structured approach to prospecting. In our accounts, just as in our territories, mindset matters. We also have greater insight into the issues and challenges our prospects face.

Account 52

Account Prospecting Territories Account Based Marketing 52

The Pipeline

JULY 16, 2012

Last week I was working with a group, we were looking at more effective prospecting, when we got around to discussing referrals, I got back some familiar comments. The specific comment was that the rep was reluctant to ask prospects/clients for referrals “because what if the person or company they refer are out of my territory?”

Referrals 324

Referrals Lead Rank Lead Scoring Territories 324

Crunchbase

MARCH 13, 2023

In January, Salesforce announced it was laying off 10% of its workforce, and it was the sales team that faced heavy losses. These bootstrapped sales teams are faced with a unique problem: an outsized pressure to produce more with fewer resources. At face value, this may seem like an impossible task.

Territories 59

Territories Churn Face-to-face SME 59

Zoominfo

AUGUST 16, 2022

Consider the problems most data leaders face today when it comes to firmographic data: Accurate and comprehensive SMB data : A whopping 99.9% The foundation for most successful go-to-market teams is data — but not just any data will do. Sourcing a continuous stream of reliable business data isn’t a straightforward process.

Data 130

Data Ideal Customer Profile Segment Face-to-face 130

Mr. Inside Sales

DECEMBER 13, 2019

If you think you’re broke or that your territory is poor or that you can’t do something, then you’ll find evidence to support your belief and you’ll act (or not act!) Now that December is here (by golly, half over…), it’s time for me to solidify my goals for 2020. I’ve found that doing so turns each day into a magnet for that amount.

Face-to-face 158

Face-to-face ACT Exact Inside Sales 158

Adaptive Business Services

JANUARY 24, 2024

A prospective client had a 3×5 card, generally with their business card stapled to it, and this was used to keep track of activities. A prospective client had a 3×5 card, generally with their business card stapled to it, and this was used to keep track of activities. More and better prospects. Predictable revenues.

CRM 71

CRM Revenue Company Hiring 71

Smooth Sale

JANUARY 3, 2020

Like most salespeople,you, too, might have faced a dilemma of cross-selling in your career while dealing with prospective clients. Are you familiar with cross-selling strategies for prospective buyers? Before you give up on a prospect, test the theory of cross-selling; you may surprise yourself. Divyang is an H.R.

Up-Sell 88

Up-Sell Ideal Customer Profile Prospecting Lead Rank 88

No More Cold Calling

MARCH 15, 2018

Remember, prospecting is all about people. And technology will eliminate the time-consuming, face-to-face aspect of communication. You’ve heard it: Television will kill radio. Video killed the radio star. Not in your personal life, and certainly not in your lead generation system. B2B selling is all about relationships.

Lead Generation 243

Lead Generation System Leads Marketing Qualified Lead 243

Mindtickle

JULY 31, 2023

In this blog post, we’ll outline the unique challenges faced in financial services sales training and provides practical solutions to excel in this critical area. In the highly competitive financial services industry, effective sales training is a game-changer. Let’s consider some stats.

Sales Enablement 52

Sales Enablement Face-to-face Scale Collateral 52

Zoominfo

DECEMBER 16, 2020

Without question, the functionality within CRMs, particularly Salesforce, can create a 360 degree view of the prospects and customers alike. Because, let’s face it, even in a perfect world, CRMs benefit company leadership more than the quota-carrying sales rep. Let’s start with a reminder: CRMs have a purpose. Think about it.

SalesForce 100

SalesForce Territories Intent Signal Buyer Persona 100

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. “The When the pandemic first hit, sales leaders scrambled to find ways to keep their teams motivated and successful while selling in a virtual environment.

Sales Leadership 127

Sales Leadership Face-to-face Distribution Webinar Metrics 127

Close.io

DECEMBER 2, 2019

Only if you had more information than relying on tones and verbal cues of your prospects! Only if you had more information than relying on tones and verbal cues of your prospects! The process of directly approaching your prospective customers on the field (at their residence or business location) is called cold canvassing.

Campaigns 80

Campaigns Cold Calling Territories Face-to-face 80

SBI Growth

DECEMBER 7, 2012

In return you receive an empty territory and wasted resources. Face-to-Face Meeting (60 minutes) – the candidate sits down with the all the stakeholders involved in the hiring process. They should send a follow-up communication after the face-to-face meeting. We will discuss how to test for great sales talent.

Hiring 282

Hiring Face-to-face Salary Sales Talent 282

Sales and Marketing Management

JANUARY 4, 2018

Yet, in the face of all these shared goals, 60 to 70 percent of content that marketing creates goes unused by sales, according to the Content Marketing Institute. Territory coverage alignment. Keep everyone updated on prospect research. Sales and marketing are both vital to a B2B organization. Meet organizational goals.

Marketing 201

Marketing SAP Face-to-face Territories 201

Pointclear

NOVEMBER 27, 2017

Territory turnover for this new sales manager isn’t unusual, but the solution can be evasive, expensive and humbling. He had 10 sales territories in his domestic North American sales force. Territory turnover for this new sales manager isn’t unusual, but the solution can be evasive, expensive and humbling. The Situation.

Forecasting 124

Forecasting Sales Forecasts Territories Sales Qualified Lead 124

Allego

DECEMBER 14, 2021

Bersin and Enderes shared the challenges organizations face right now, what successful companies are doing to improve sales employee experience, and the impact of sales enablement on employee experience. Salespeople Are Facing Greater Stressors. You’ve heard of The Great Resignation. In August 4.3 million Americans quit their jobs.

Face-to-face 145

Face-to-face Scale Hiring Survey 145

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. Answering the following questions enables companies to create valuable ranked prospect lists. It’s that time again. Now your manager is in town to spend the next two days with you. How will you respond? Annual Revenue.

Construction 216

Construction Ideal Customer Profile Territories Lead Rank 216

BrainShark

AUGUST 24, 2022

Prospecting. Territory Management. Customer-Facing Sales Skills. Prospecting. Unfortunately, we’ve all experienced poor sales prospecting. To be effective, salespeople need to develop a strategic approach to prospecting and work on it daily to identify new business opportunities better. Communication.

Social Media 62

Social Media Territories Face-to-face Negotiation 62