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

Understanding the Sales Force

OCTOBER 25, 2023

Even worse, some of these ineffective salespeople lead their sales teams in revenue because they inherited the biggest and best accounts, well-established large territories, have years in their industry and/or territory and are viewed as an expert. Hold everyone accountable to change. This can work.

Outsourcing Services 193

Outsourcing Services Territories Proposal Sales Methodology 193

Crunchbase

APRIL 11, 2023

Prospecting is the process of researching and pursuing potential customers for your business. The most important part of prospecting isn’t simply finding names and emails — it’s the time and effort spent identifying potential customers and making sure that they’re actually a good fit. It’s also known as “cold outreach.”)

Ideal Customer Profile 98

Ideal Customer Profile Closing Prospecting Intent Data 98

Crunchbase

APRIL 11, 2023

Prospecting is the process of researching and pursuing potential customers for your business. The most important part of prospecting isn’t simply finding names and emails — it’s the time and effort spent identifying potential customers and making sure that they’re actually a good fit. It’s also known as “cold outreach.”)

Ideal Customer Profile 98

Ideal Customer Profile Closing Prospecting Intent Data 98

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. UnitedHealth Group. Insurance.

Company 156

Company Prospecting Oracle Transportation 156

Understanding the Sales Force

MARCH 13, 2024

But salespeople who have never attempted option 2, and whose experience is limited to option 1, are unable to play the part of the prospect in an option 2 role play because they can’t wrap their heads around the possibility that option 2 is possible.

Decision Maker 193

Decision Maker Data Hiring Proposal 193

Crunchbase

JANUARY 22, 2020

According to sources, SDRs should spend up to 90% of their daily activities sales prospecting. While prospecting remains one of the more tedious activities of a salesperson’s day, sourcing new leads is a crucial part of becoming a stellar sales rep. Check out all of Crunchbase’s 700+ categories and category groups here. .

Ideal Customer Profile 77

Ideal Customer Profile Prospecting Decision Maker Segment 77

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

Hubspot Sales

AUGUST 26, 2018

How to Find Prospects. Prospecting can be tedious and time-consuming, but it’s something that has to be done to keep pipelines healthy. However, while sales reps can’t avoid prospecting, they can certainly make it easier for themselves. Where Do Salespeople Find Prospects? Job Boards. Twitter Searches. Business Journals.

Prospecting 78

Prospecting Hiring Journal Territories 78

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

Zoominfo

JANUARY 15, 2021

Both market and sales intelligence fall under the umbrella of lead intelligence, which collectively gives comprehensive insights about prospects. Finding the best prospects goes beyond surface-level details like company name and phone number. What is Sales Intelligence? How Can I Optimize Intelligence in the Sales Cycle?

Sales Qualified Lead 207

Sales Qualified Lead Marketing Marketing Qualified Lead Lead Rank 207

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

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

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

SBI Growth

MAY 18, 2013

Here’s an example: Top Territory Todd: Todd has exceeded quota the past 5 years. Yet he has 3x the average territory potential in his patch. Prospects fall into his lap with little effort. His boss does not want to split his territory. But place him in an equal territory and watch him flounder.

Territories 303

Territories Hiring Quota Sales Leadership 303

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 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

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

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. Prospecting. Territory Alignment.

Pipeline 222

Pipeline Prospecting Cold Calling Sales Qualified Lead 222

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

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

Zoominfo

JANUARY 27, 2022

Data normalization is the systematic process of grouping similar values into one common value, bringing greater context and accuracy to your marketing database. Here are three common scenarios where data normalization is needed: Web Forms Many organizations collect prospect and customer data through web forms.

Data 130

Data Segment Sales Qualified Lead Collateral 130

SBI Growth

DECEMBER 5, 2013

In our work, we encounter many great sales operations groups. Data Access / Availability: Does your group have access the right data to make good decisions? Don’t do a territory redesign project without knowing exactly who you’re targeting. Routes to market must align with how your customers and prospects want to be served.

Top of Funnel 296

Top of Funnel Territories Scale Segment 296

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

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. Of course, things can get complicated when you are juggling 100’s of clients, prospects, and active deals. More and better prospects. Customers vs. prospects. By territory.

CRM 71

CRM Revenue Company Hiring 71

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

Zoominfo

JANUARY 11, 2021

Although each prospect is unique, your target audience will have some traits in common, based on industry, location, company size, etc. Creating customer profiles for these prospects is crucial for your marketing campaigns—and in the end, your sales. 5 Steps to the Customer Profiling Process. Fill out your new customer profile.

Ideal Customer Profile 162

Ideal Customer Profile B2B Buyer Persona Top of Funnel 162

Crunchbase

MAY 18, 2023

I’ve heard this firsthand from conversations with peers too: Their sales team does all the right things and the business case is strong, but suddenly the prospect’s budget disappears overnight. If you’re not prioritizing the customer experience throughout the sales process, you risk losing trust or the prospect altogether.

Sales Cycle 98

Sales Cycle Lead Rank Lead Scoring Sales Qualified Lead 98

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

Sales and Marketing Management

MAY 24, 2018

These situations might include: Troubled territory – What if a particular sales territory or geography is struggling with an aggressive competitor? Weak pipeline or stalled deals – What if a large group of salespeople are struggling to create enough pipeline or get enough deals across the line?

Territories 185

Territories Margin Training Pipeline 185

The Pipeline

SEPTEMBER 12, 2012

In sales it is often thought of as prospects who are perceived “ready to buy” or easy to sell due to a number of factors. We have all heard the expression “Lower Hanging Fruit”, implication being the fruit is ripe, heavy to the point where it is pulling down the branch, ready to be picked and enjoyed. Tibor Shanto.

Territories 255

Territories Quota Groups Pipeline 255

Anthony Iannarino

MAY 18, 2020

Start with Territory and Accounts. You need to take a look at your territory and accounts plan to determine where you need to spend time now. You need to develop a plan to communicate with the contacts inside your client companies, as well as the prospects in your territory. Don’t worry if it’s too soon.

Territories 122

Territories eBook Call-back Face-to-face 122

Zoominfo

OCTOBER 4, 2021

As we identify failure points in the tech stack, we’ll loosely group them into three areas: Inaccurate, inconsistent, or missing data Lead-routing problems Poor timing of contact with prospects Inaccurate, Inconsistent, or Missing Data Data that lacks standardization — or is just plain wrong — can start off as a small problem and keep growing.

Sales Qualified Lead 130

Sales Qualified Lead How To Data Software 130

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. Team-Based Plans With these plans, teams work together within territories of prospects and clients.

Compensation 118

Compensation Salary Commission Margin 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 296