Showpad

MAY 27, 2020

Sales development focuses on the early stages of the sales cycle, including customer research, prospecting, lead qualification and initial outreach. Many organizations channel their energy toward prospects that fall in the later stages of the sales pipeline, but the fact is that without sales development, reps wouldn’t have leads to sell to.

Tools 59

Tools Account Based Marketing Top of Funnel Scale 59

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

AUGUST 30, 2022

As sellers, our job is to find or initiate new opportunities with customers in our territory. It may be with existing customers, helping them grow and expanding our relationship, it may be finding new “logos,” to expand our coverage in the territory. We prospect, qualify, and pursue opportunities within our territories.

Account 85

Account Territories Penetration Referrals 85

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

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

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

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

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

Partners in Excellence

OCTOBER 18, 2023

There are countless data reporting tools available to sellers and managers. Do our people have the right skills/tools to be able to execute these well? For example, there are a variety of fixes to anemic pipelines–more prospecting, improved win rates, improved deal sizes, reduced sales cycles, and so forth.

Face-to-face 82

Face-to-face Sales Cycle Pipeline Territories 82

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

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

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

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

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

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. Today we have electronic tools.

CRM 71

CRM Revenue Company Hiring 71

Nutshell

SEPTEMBER 9, 2020

The best sales management tools also allow managers to design and automate a standardized sales process that their reps are expected to follow for each incoming lead. Nearly all sales CRMs include tools that are designed for sales management, although some CRM platforms are more manager-focused than others.

Software 71

Software Software Tools Sales Management 71

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

Janek Performance Group

MARCH 12, 2024

Many sales professionals often don’t receive the crucial tools needed for success right away. 2) Don’t Ignore the Candidate’s Red Flags Perhaps your prospective sales rep has an impressive resume, one which lists a series of excellent sales positions with an exciting range of duties, goals, and accomplishments.

Hiring 62

Hiring Sales Talent Compensation Lead Rank 62

Sales Hacker

MAY 29, 2023

Key takeaway: Account executive Varenya Penna uses wins and learnings from her BDR-to-AE journey to create the 90-day SDR-to-AE guide she wishes she’d had. Starting your journey from SDR to AE? Bookmark this guide “What does a BDR do, anyway?” my mom asked me. I think it’s something like customer success — but I guess before they become customers?

Ideal Customer Profile 84

Ideal Customer Profile Study Sales Cycle Top of Funnel 84

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. In the past three years, there’s been an explosion of digital tools to support sales.

Face-to-face 145

Face-to-face Scale Hiring Survey 145

Partners in Excellence

DECEMBER 1, 2020

I think many sales enablement programs may face the same challenge. Effective prospecting will vary. What maximizes the success of a Global Account Manager in hunting in her account will be different from that which is most effective for territory managers. Tools, systems, processes, training are not enough.

Sales Enablement 88

Sales Enablement Territories Face-to-face Maximizer 88

Zoominfo

MAY 25, 2022

The rest is typically spent researching prospects, logging activities, and organizing to-do lists. We interviewed three UK-based technology companies — Red Sift, ActiveOps, and Stone Group — as they implemented high-quality BI tools and achieved results that went beyond expectations.

Scale 100

Scale Intent Signal SalesForce Intent Data 100

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

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

SBI Growth

OCTOBER 21, 2013

Reps must have the tools and support to win the big deals. By signing up for the tour , you’ll receive the " Performance Culture Assessment " tool. Those reps were covering an extensive territory and large customer base. The face to face interaction was appreciated but not necessary. Systems Enhancement.

Hiring 293

Hiring Ideal Customer Profile Margin Face-to-face 293

Hubspot Sales

OCTOBER 8, 2019

Approaching a task armed with the tools, systems, and knowledge you need just feels better than walking in unprepared. Research found organizations that use sales enablement tools experience 25% less turnover than those who don’t. Here are 70 of the best sales enablement tools that will help your team perform at the highest level.

Sales Enablement 90

Sales Enablement Tools Top of Funnel Collateral 90

Allego

SEPTEMBER 17, 2020

For everyone used to sitting down with a prospect, it’s new territory. You communicate, collaborate, and connect with prospects via desktop, laptop, tablet, or mobile phone. You communicate, collaborate, and connect with prospects via desktop, laptop, tablet, or mobile phone. Facing 8 New Challenges.

Collateral 147

Collateral How To Video Face-to-face 147

Crunchbase

JUNE 21, 2022

Possible communication channels include: Email Phone calls Video calls CRM (Customer Relationship Management) tools Social media. Outside sales, also known as field sales, is the practice of selling products and services via face-to-face, in-person interactions, and it’s not uncommon for outside sales reps to travel extensively.

Outside Sales 97

Outside Sales Inside Sales Hiring Face-to-face 97

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

Sales Hacker Training

NOVEMBER 21, 2022

And then, there are inside sales tools… The human element of sales will never go away — that’s a fact. There are plenty of sales prospecting tools and sales management software to help automate your manual tasks while personalizing your outreach. It takes a lot to succeed in sales. You need empathy, grit, and drive.

Sales Tools 52

Sales Tools Tools Ideal Customer Profile Lead Rank 52

Sales Hacker

OCTOBER 7, 2022

Two truths remain unchanged: Comp is just one tool for motivating salespeople , and upstream planning is still key. Related: How to Build Sales Compensation Plans for All Customer-Facing Roles – Templates and Examples. Members of the Varicent team. Sales compensation, of course, relies heavily on the sales planning process.

Compensation 76

Compensation Conference Trends Incentives 76

Partners in Excellence

AUGUST 10, 2023

There are, rarely, definitive answers for the issues managers face in leading and developing their teams, so directive coaching is very ineffective. Normally, front line managers focus on coaching deals, pipeline, calls, account/territory management, prospecting, time management and so forth.

Coaching 62

Coaching Lead Rank Territories Face-to-face 62

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? How many managers have talked to their team about hitting activities until they’re blue in the face? See a competitor’s tool? Try This Instead.

Hiring 92

Hiring Promotion Sales Cycle Territories 92

Closer's Coffee

APRIL 23, 2020

” Outside sales refers to the sale of products or services by sales personnel who go out into the field to meet with prospective customers. Inside sales reps typically leverage tools like phone calls, social media, email campaigns, video conferences, and virtual webinars to connect with potential customers. Inside Sales Reps.

Outside Sales 64

Outside Sales Inside Sales Face-to-face Comparison 64

Score More Sales

DECEMBER 22, 2011

Refine B2B Sales Process in 2012 With Tools and Attitude. Others have them because of a specific challenge they are facing: Our Company Has Lost Market Share – A competitor (or competitors) is/are swallowing up our clients (in this scenario competitors are known and it is a fairly clear situation). Consulting. How many do you have now?

Lead Rank 155

Lead Rank Lead Scoring Sales Process B2B 155

SBI Growth

JANUARY 1, 2014

Every year, a Sales Enablement leader is faced with the same problem. Now that productivity is defined, you need to identify the tools they need. Training should be focused on helping your sales reps identify prospects and close deals. The sole focus is putting tools in his bag to expedite the onboarding process.

Training 282

Training Buyer Persona Hiring How To 282

Hubspot Sales

APRIL 30, 2020

It listed information for all the prospects in my California territory including the company name, revenue figures, address, telephone number and — of course — the decision maker’s name and title. It’s much easier now to find out what you need to know about a prospect or a client. A lot has changed since then — or has it?

Sales Process 137

Sales Process Webinar Metrics Face-to-face Sales Qualified Lead 137