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. Optimizing Territory Design with Data Intelligence. Download Guide. Forecasting.

Territories 54

Territories Data Hiring Quota 54

Xactly

JULY 18, 2018

In order to manage your sales performance, you need effective sales territory mapping. Sales territory design must be a thoughtful process that involves data and a balancing act to ensure every sales rep has adequate sales potential within their territory. Use Data-driven Intelligence to Map Territories. Download Guide.

Territories 45

Territories Travel Hiring Guidelines 45

Janek Performance Group

APRIL 17, 2024

Typically, these professionals are tasked with identifying and qualifying potential leads and initiating contact with prospects. Some of the top include: Lead Generation and Qualification Prospect identification Lead qualification Effective BDRs excel at identifying potential leads within target markets or industries.

Outsourcing Services 118

Outsourcing Services B2B Lead Rank Sales Qualified Lead 118

Sales and Marketing Management

JANUARY 2, 2019

Though the frontline sales manager is often overlooked in efforts to improve sales effectiveness, this group is the key to improving nearly every aspect of sales team performance and driving significant revenue growth. As a result, they often retain weaker performers, believing it is better than having an open territory.

Hiring 224

Hiring Sales Management Territories Outsourcing Services 224

Sales Hacker

DECEMBER 9, 2022

Sales leaders often evaluate prospects and existing customers based on readily available information — order history, and firmographic data (company location, size, industry, etc). Random account groupings (no systematic segmentation or scoring). Consider new territory rules that reflect changes in the market (and your business).

Lead Rank 97

Lead Rank Territories Lead Scoring Quota 97

MTD Sales Training

JUNE 20, 2018

Here are a few tips: Divide your territory in a way that makes sense. One of the first steps to effective territory management is to have a concrete view of current customers, potential customers, competitors’ activity, and the location of all of these. Some examples are: ‘Friends’ within the customer/prospect.

Sales Qualified Lead 120

Sales Qualified Lead Leads Marketing Qualified Lead Territories 120

Shari Levitin

MARCH 9, 2023

How disciplined are we when it comes to hunting for new prospects? It’s easy to put off sending emails, cold calling and stalking new territories, but like the leopard, this is the lifeblood of your business. Set Aside Time to Prospect Prospecting is easy to neglect; like doing the laundry, it piles up.

ACT 118

ACT Territories Sports Cold Calling 118

LeadFuze

OCTOBER 1, 2021

What Does Prospecting Mean? Sales prospecting techniques are important matters in sales but before we dive directly into them, let’s get to know what prospecting means first. Historically, prospecting refers to the hunt for resources such as gold. 25 Prospecting Techniques In Sales . Likewise, for prospecting.

Prospecting 95

Prospecting Top of Funnel Sales Qualified Lead Ideal Customer Profile 95

The Pipeline

JUNE 3, 2011

5 Ways to Boost Your Email Prospecting Response Rate. Prospecting via email can be wildly rewarding, or incredibly frustrating. In fact, we’ve coached clients through a number of simple steps that have helped them double or triple their prospecting email response rates virtually overnight. April 2008. March 2008. February 2008.

Pipeline 286

Pipeline Prospecting Twitter B2B 286

The Pipeline

FEBRUARY 22, 2012

3 R’s of Prospecting Success. Stored in Attitude , Business Acumen , Buying Process , Demand Generation , Lead Management , Prospecting , Sales 2.0 , Sales Strategy , Sales Success , Sales Technique , Sales Tip , Video , execution. Set a schedule to call all the prospects that went to no decision over the last 12 months.

Pipeline 216

Pipeline Prospecting Sales Qualified Lead Demand Generation Targets 216

The Pipeline

NOVEMBER 10, 2011

Successful Strategies for Prospecting – Roundtable. Stored in Attitude , Buying Process , Cold calling , Communication Strategy , EDGE Selling , Gap Selling , Interactive Selling , Planning , Proactive , Prospecting , Sales Strategy , Sales Tip , Success. The question is: What should one’s sales prospecting strategy be?

Webinar Metrics 193

Webinar Metrics Pipeline Strategy Prospecting 193

The Pipeline

MARCH 30, 2011

Prospecting – When Is The Best Time? Stored in Attitude , Business Acumen , Cold calling , Proactivity , Productivity , Prospecting , Time Allocation , Video , execution. Last week I talked about prospecting, why some like it when most don’t, rejection, and managing them. Objection Handling. Prospecting.

Pipeline 222

Pipeline Prospecting Cold Calling Sales Qualified Lead 222

Janek Performance Group

JANUARY 16, 2024

If a sales rep’s entire compensation is directly tied to their individual effort, they could compete against each other for prospects or territories. Also, this plan must be tied to company objectives and not prompt behavior that benefits only the sales rep, not the company.

Compensation 118

Compensation Salary Commission Margin 118

Hubspot Sales

OCTOBER 5, 2017

In this growing sales landscape, we’ll outline the various processes and key strategies for prospecting -- the phase of selling that often consumes the most time and energy (and is the most crucial to get right). What Is Prospecting? What's the difference between leads and prospects? Sales Prospecting Techniques.

Prospecting 142

Prospecting Tools Top of Funnel Lead Rank 142

Janek Performance Group

MARCH 12, 2024

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. Ask questions like, “How would you handle a customer’s price objections?” Will they be good at the job, or not?

Hiring 62

Hiring Sales Talent Compensation Lead Rank 62

The Pipeline

MAY 4, 2011

Prospecting With E-Mail. Stored in Attitude , Business Acumen , Communication Strategy , Proactive , Prospecting , Sales 2.0 , Sales Tool , Sell Better , Success , Video , e-mail , execution. Last week we looked at means of leveraging voice mail in prospecting. The Pipeline Renbor Sales Solutions Inc.s Tibor Shanto.

Pipeline 216

Pipeline Prospecting Twitter Cold Calling 216

Janek Performance Group

APRIL 2, 2024

And this often begins with prospecting. However, a Janek survey revealed 18% of sales leaders do not have set prospecting metrics. In addition, 32% don’t know how much time reps prospect. Analyze trends over time and segment data by customer or territories. This is a missed opportunity. Use these to measure key metrics.

Webinar Metrics 62

Webinar Metrics Top of Funnel Strategy Analysis 62

The Pipeline

SEPTEMBER 15, 2014

There could be a question of priorities and changing objectives; a host of factors that could make someone ready now that may have hesitated in February or March. As a sales person, your territory is “your business”, and when you look at successful business people, one of the things executives do well is delegate.

Outsourcing Services 306

Outsourcing Services Closing Hiring Social Selling 306

The Pipeline

FEBRUARY 3, 2012

Stored in Attitude , Business Acumen , EDGE Sales Process , Metrics , Productivity , Sales Success , Territory Alignment , execution. By shrinking your territories, strategically where it make sense. logically shrink territories. logically shrink territories. Not all sales people have the same skills.

Pipeline 212

Pipeline Territories Harvest Cold Calling 212

The Pipeline

NOVEMBER 13, 2014

You know I have never read an article or a post that was written by an advocate of cold calling, suggesting that social selling is bad, ridiculing people who use the practice to engage with prospects, suggest that it is inadequate, or about to die. Step back you don’t wanna get any on your shoes). . Why do Socialites? Kumbaya Time.

Cold Calling 292

Cold Calling Social Media Decision Maker Lead Rank 292

Allego

SEPTEMBER 8, 2022

It has 850 million members in more than 200 countries and territories worldwide. One group particularly prolific is sales professionals. Radically Human: Today’s Sales by Shari Levitin , CEO, Levitin Group. Sales, prospecting, and mindset tips for you to sell with confidence and integrity. Published biweekly.

LinkedIn 118

LinkedIn Hiring Sales Leadership B2B 118

The Pipeline

APRIL 17, 2013

I remember when I first started working for a company back in the early 1990’s (before we had web mail), the company had two main product lines, and had the usual territories across the continent, primarily driven by geography.

Demand Generation Agencies 296

Demand Generation Agencies Top of Funnel Territories Demand Generation Targets 296

LinkedFusion

OCTOBER 12, 2022

Typical Sales Process Prospecting → Preparation → Approach → Presentation → Handling objections → Closing → Follow-up Why is LinkedIn the best choice for sales prospecting? LinkedIn is the world’s largest professional network with more than 850 million members in more than 200 countries and territories worldwide.

LinkedIn 52

LinkedIn Top of Funnel Networking Groups 52

The Pipeline

FEBRUARY 8, 2012

Whenever you ask a group of sales people what they would like to learn to do better, they always have “differentiate” near or at the top of the list. So the only thing left is to differentiate yourself by helping the buyer achieve his/her objectives. Identify buyer’s objective. Objection Handling.

Pipeline 228

Pipeline Top of Funnel Cold Calling Webinar Metrics 228

SBI

NOVEMBER 10, 2020

We all appreciate a sales process focused on helping us solve a real pain point or achieving a specific objective. Q: WHAT ARE THE TOP WAYS COMPANIES CAN TRANSFORM SALES TO IMPROVE THEIR PROSPECTS' BUYING EXPERIENCE IN THE NEXT 12-24 MONTHS. What insight or analytics can you offer to further your buyer’s goals and objectives?

Lead Rank 177

Lead Rank Lead Scoring Account Penetration 177

Hubspot Sales

OCTOBER 2, 2019

Having a set performance management plan keeps compensation structure and overall business objectives aligned, resulting in a more motivated sales team. To create an effective sales performance management process for your sales team, simplify your overall business objectives and make them relevant to the individual contributors on your team.

SAP 119

SAP Oracle Compensation Territories 119

LeadFuze

JUNE 3, 2021

Sales teams are complex groups of people with individual goals, motivations, preferences, strengths and weaknesses which all need consideration when managing them effectively. The ideal sales representative is the one who can do both the prospecting and the closing , especially if you’re in a dynamic field of work. Step 1: Prospecting.

Hiring 98

Hiring Sales Qualified Lead Gatekeeper Decision Maker 98

SBI Growth

MAY 21, 2013

As sales ops leaders, you value these outcomes because they directly support your objectives. Who are the best prospects and how are they making purchase decisions. Your performance compared to peer groups and world-class. Is the comp plan or territory design pushing reps out the door? Help sales make their quota.

Hiring 300

Hiring Collateral Comparison Territories 300

Janek Performance Group

SEPTEMBER 29, 2021

The modern salesperson is collaborating with prospects with digital tools virtually and not physically traveling to the prospect’s place of business as often. Alternatively, if every Sales Manager, Territory Manager, National Sales Director, and VP of Sales is a male, the message you are sending is clear as well.

Hiring 118

Hiring Travel Promotion Sales Leadership 118

Understanding the Sales Force

APRIL 26, 2012

Objective Management Group's statistics show that 74% of all salespeople are horrific. The Quotas themselves are often unrealistic and based not on a salesperson's capabilities, but rather on how much a territory or vertical should grow in the next 12 months, or on what a company needs from each salesperson.

Quota 216

Quota Territories Compensation Sales Cycle 216

Crunchbase

JULY 27, 2022

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. Parsing out territories. What is sales operations? Sales rep support. Sales team structure. Enhance communications.

Sales Operations 52

Sales Operations Company Territories Sales Qualified Lead 52

The Pipeline

MAY 27, 2011

10 Fail-proof Tasks to Help Turn Your Prospects into Buyers. Prospecting is a term that’s been around for a long time. Your business strategies are the same as the gold-miners, except instead of digging for ore, you’re digging for customers, with your mind focused on this: you want to find the right prospects—the serious buyers.

Pipeline 243

Pipeline Prospecting Twitter Ideal Customer Profile 243

PandaDoc

APRIL 25, 2023

Sales objectives In this example of a sales plan, the sales objectives could be to simultaneously increase sales by 25% and to acquire 10 new customers in the first year of operation. This can include training on product features and benefits, sales techniques, objection handling, and customer relationship management.

Examples 52

Examples How To Hiring Segment 52

SBI Growth

OCTOBER 21, 2013

Those reps were covering an extensive territory and large customer base. The Sales Operations team moved to reorganize the group. A majority of reps focused on margin, and gave up prospecting for new accounts. Consider the metrics that will drive your top 3 sales objectives for the year. Resource Allocation.

Hiring 293

Hiring Ideal Customer Profile Margin Face-to-face 293

LeadFuze

OCTOBER 20, 2023

You’re about to discover how an effective script can transform icy reception into warm leads; how asking open-ended questions keeps prospects engaged longer; and why something as simple as tone could change the game entirely. But successful cold calling requires more than just dialing random phone numbers hoping for good fit prospects.

Cold Calling 52

Cold Calling Hiring Lead Rank Lead Scoring 52

The Pipeline

FEBRUARY 10, 2012

Stored in Appointments , EDGE Sales Process , Funnel management , Prospecting , Sales Strategy , Sales Success , execution. I was working with a group of sales managers earlier this week, including observing some pipeline reviews. Objection Handling. Prospecting. Territory Alignment. What Did You Start? Next Steps.

Pipeline 218

Pipeline Cold Calling Groups Lead Rank 218

Partners in Excellence

JANUARY 31, 2018

Granted, ABM enables us to narrow the focus more, but we can target our messages by industry group, by persona within industry group, by organizational demographics within those industry groups, by functions within those organizations. In reality, an account is just a different form of territory.

Account Based Marketing 57

Account Based Marketing Account Marketing Territories 57