Account-Based Everything: Is it Time for a New Territory Analyst Manager Role?

DiscoverOrg Sales

Rather than react to inbound leads or simply start at the top of a list and work my way down, I analyzed my territory before I began. My goal was never about just hitting quota, but rather to generate the most revenue possible from my territory.

AJ’s story – and the Split of Outbound and Inbound Sales Development

DiscoverOrg Sales

Fast-forward a year: AJ is now in a leadership role on an inbound sales development team with a remarkable 40% conversion rate from inbound lead to appointment set. That same willingness to change led DiscoverOrg to split the sales department into inbound and outbound focused teams – bringing lead response times down from a day or more to under ten minutes – and more than doubling the conversion rate.

Weekly Roundup: How To Create a Sales Territory Plan + More

The Center for Sales Strategy

lead generation inbound marketing Sales Wrap-up sales playbookWe hope you've had a great week! It's Friday, and today we're sharing what we've been reading online this week! Here are our "best" from around the web.

Sales Tech Game Changers: @Timetrade – How to Improve Engagement & Speed Business Cycles

Smart Selling Tools

TimeTrade can then route inbound leads to the most relevant resource based on prospect requirements or business rules (such as territory/geo, product interest, or rep expertise).

Sales Tech Game Changers: @InsideView – How to Identify New Market Opportunities

Smart Selling Tools

Territory planning – We help companies understand where the greatest potential for opportunities are. Form completion rate to measure inbound marketing effectiveness.

Announcing Our 3rd Annual Guide to the Best Sales Acceleration Tools #TopSalesTools

Smart Selling Tools

Handle inbound leads fast and effectively. Territory Management & Quota. If you’re seeking smart tools to drive sales performance, I’ve got great news for you. We’ve just released our 3rd annual Top Sales Tools of the Year Guide.

Tools 138

The Pipeline ? 3 Ways To Reduce Friction In A Cold Call ? Sales.

The Pipeline

Territory Alignment. Home About The Pipeline. Contest. Free Resources. Search. 0 Subscribers. Subscribe by Email. We take privacy seriously. Your email address will not be shared. Sign up for our Email Newsletter. For Email Newsletters you can trust.

2013 The Year of the Lead!

A Sales Guy

We still celebrate the killer hunter who takes over a territory and kills it, but now more than ever, sales and marketing leadership are the hunters. Because of this, every sales organization should have a inbound marketing or lead generation strategy in place for 2013. Marketing content marketing inbound marketing lead development Lead generation Prospecting sale leads Sales Leadership Selling

Leads 85

7 Quick Wins for Sales and Marketing Alignment

DiscoverOrg Sales

SiriusDecisions points out that first 67% of a buyer’s decision-making process is completed online – in Marketing territory. 3: Create (& enforce) an SLA for inbound leads. To ensure a coherent strategy for inbound leads, create an SLA between the two departments.

Adapting an ABM Approach for Account-Based EVERYTHING

DiscoverOrg Sales

Q: How can outbound and inbound focused teams best come together to create a cohesive ABE strategy? The rise of Account-Based Everything has sparked a debate between the virtues of inbound versus outbound models.

6 Steps to Setting Strategic Sales Goals

Alice Heiman

How much can you increase revenue inside existing territories with existing products? . How much can you increase revenue inside existing territories with new products? . How much can you increase revenue in new territories with existing products? . Inbound Marketing .

Size Matters: Digging in to Employee Counts and Social Media Discrepancies

DiscoverOrg Sales

It is a crucial data point for many common sales and marketing activities: segmentation, lead routing, outbound outreach, territory planning, and more.

Quota Attainment, Morale, and Sales Culture

The Bridge Group

It could be inequitable territories, variability in process, uneven coaching, or inconsistent hiring criteria. Revenue Engineers and that we can squash all the variability in hiring, onboarding, territories, inbound flow, motivation, and so on.

Quota 53

"New Sales. Simplified." A Must-Read!


A while back we dealt with a sales rep whose territory was Warner Robins Air Force base. If inbound marketing was a magic bullet and perfect panacea for creating demand, then we could stop proactively pursuing target accounts.

Why Your Inside Sales Reps Don't Last

Sales Benchmark Index

Here, out of twenty-one territories, four were empty (19%). Vacant territories, accounting for inbound requests, generated 50% revenues of a staffed territory. “I just don’t know how to motivate them”, the head of Account Management complained.

How to Track and Drive Productivity for Remote Sales and Customer Service Reps in 2019

Sales Hacker

For example, remote sales reps need a really strong grasp of the guidelines for responding to an inbound ticket. For remote sales reps, it’s imperative to drill crystal clear understanding of territory assignment, outreach protocol, and targeting and follow-up processes.

Sales Calls: Success through Preparation

The Pipeline

Rejection comes with the territory and simply cannot be a deterrent for future attempts. In a market that is increasingly concerned with “inbound” techniques , the traditional sales call is more powerful than ever. Guest Post – Megan Totka.

The 3 Mistakes Every Company Makes Building the Outbound Sales Model


One rep succeeding in a territory is not necessarily repeatable. Last, but certainly not least, when you shift from inbound to outbound, you naturally engage your buyer earlier in their journey.

Sales Tips: How to Determine WHERE Your 2017 Revenue Will Come From

Customer Centric Selling

I realized very quickly that if I was going to fulfill my revenue obligation to my employer and earn the amount of money I wanted to make, I was going to have to come up with a plan - a Territory Sales Plan. The time to begin developing your 2017 Territory Sales Plan is NOW.

Is Anyone Leading Lead Management?


Telemarketing Inbound. Sales territory management: which can include territories by zip code, telephone area code, counties or even major city streets. Sales Lead Management is a complicated process. It needs a leader to pull all of the competing interests and people together to work as a team. Sales lead management is a tough subject to truly get your arms around.

Why Did The Move from Outside to Inside Sales Take So Long?

Understanding the Sales Force

Inbound Marketing - following up on internet-driven leads. Outside sales has traditionally been associated with a territory, assigned accounts, and/or new business development, where customers would place orders with inside salespeople between visits.

Optimizing Part Of The Selling Function, Sub-Optimizing The Whole

Partners in Excellence

Where product lines are very diverse, with different and unrelated buyers within the account, this issue may not be important (But I’m still driven by my mantra, “It’s our God-given right to 100% share of customer and territory…”). Recently.

Solving the SDR Debate: Sales or Marketing?


One of the things I think has to align with your business model is whether you are an inbound organization for the front end of the funnel or an outbound organization at the front end of the funnel. At UserTesting, our business model aligns very well with outbound model and having SDRs be in the sales organization; but if you’re predominately inbound, you can justify having SDRs in marketing. If you’re arguing about inbound versus outbound, that’s a problem.

Finding Customers Who Aren’t Looking

Partners in Excellence

Ideally, these create inbound leads which are wonderful for everyone. With inbound, we have some level of awareness and possible interest. First, I think I can count on one hand the number of organizations I encounter that are generating enough high quality inbound demand to consistently make their numbers. A good argument is to crank up those programs to generate more inbound demand.

Sales Resume Examples from Successful HubSpot Reps

Hubspot Sales

Caroline Atwood, inbound sales coordinator, HubSpot Cambridge. Mary Burbridge, senior inbound growth specialist, HubSpot Cambridge. Putting together a resume is never a fun task. What’s the latest protocol? What buzzwords should you include? How will you set yourself apart?

Why Are You Trying To Kill Me?

The Pipeline

If you are in a more transactional sale, a new rep to the company, in a new territory, referrals will have limited utility early on. Not everybody is selling social media strategies, inbound programs, or content. By Tibor Shanto - .

Inside Sales Jobs Role

The Digital Sales Institute

Sales prospecting roles and marketing will produce a mix of inbound and outbound sales leads, Sales researchers will use AI to map out account plans, conduct research and other pre-sale activities. Sales, selling and how buyers buy is in uncharted territory.

Sales Strategy Plan

The Digital Sales Institute

The sales process you have included must match the how buyers move from initial interest (inbound, outbound, meetings, events, cold calling, social selling , roadshows etc) into a buying decision. Territory or Segment Plan.

Why Did The Move from Inside to Outside Sales Take So Long?

Understanding the Sales Force

Inbound Marketing - following up on internet-driven leads. Outside sales has traditionally been associated with a territory, assigned accounts, and/or new business development, where customers would place orders with inside salespeople between visits.

The Ultimate Guide to Sales Prospecting: Tips, Techniques, & Tools to Succeed

Hubspot Sales

As the sales environment matures, we’re seeing a shift from the former method of prospecting (outbound) to one that is much more buyer-centric (inbound). Inbound Prospecting. Our Recommendation: Inbound Prospecting. It’s time they adopt inbound sales.

Tools 114

Was Your Career in Sales an Accident? Make it a Job You Love

Hubspot Sales

Add to your resume with trainings or certifications, like HubSpot’s Inbound Sales Certification. Remain at your job for at least two years, and learn as much about the territories, quotas, and sales cycles of that company as you can before moving on.

GDPR: The Good, the Bad, and the Grey

Sales Hacker

Covering the security, sharing, and export of personal data emanating from EU territories, GDPR supersedes the outdated and optional Data Protection Directive of 1995. The solutions will involve: A new focus on inbound and direct customer relationships.

7 Awful First Sentences That Are Killing Your Outreach Emails

Hubspot Sales

Bonus: That gives you the perfect segue into your next line: “Usually, when companies move into new territories, they need to get boots on the ground as soon as possible … ”.

How To Effectively Onboard New SDR Hires


Are you using a lead-based inbound strategy or an account-based marketing strategy? If field-based, then each salesperson might be responsible for different geographic territories. It’s easy to say you need great onboarding, but it’s another to implement effective onboarding.

Five Ways to Grow Revenue (and Lower Cost)


Centralized inbound voice and email response handling pay off in two ways: First, careful response handling is a key to the success of any future business relationship. Notice, this does not say to deploy demographically, by vertical or by any other arbitrary assignment of territories. Increase the top line while reducing expense—it’s what every CEO wants—and what their sales and marketing leaders are looking for as well.

Sales Enablement, Part 2: Everything That’s Wrong with Your Sales Process

Cincom Smart Selling

In my first sales job, I had nearly a full product line in my briefcase and my own geographical territory. I was just thrilled to be entrusted with a virgin territory. After that, I had several conversations with him about the territory and the overall sales process in the area. CRM combined with high-quality prospecting lists will tell you what the sales potential is for a give territory. Raw data can be deceiving when looking at an organization’s sales processes.

Sales Tips: How to Setup Your 2015 for Success

Customer Centric Selling

The time to begin developing your Territory Sales Plan is now ! In addition to your individual lead generation efforts and responding to inbound inquiries, do you have any particular growth strategies for your territory? Sales Tips: How to Setup Your 2015 for Success.

8 Updated B2B Sales Prospecting Strategies To Think About NOW Before You Start Another Quarter

Sales Hacker

You head out to a territory (market) where you can mine (generate) something valuable, then sift (qualify) good finds from the bad. Don’t ignore inbound. While inbound operations are technically separate from prospecting, they share the same goal: qualify, grow, and nurture the pipeline. Every business runs like a B2B sales prospecting operation. You then focus on refining (nurturing) the good finds and attempt to make a hefty profit by selling value to the best buyers.

B2B 75

Sales Training Article about Taking the Path of Least Resistance

Customer Centric Selling

Proactively when sellers (lead gen or general territory) reach out to prospects. With inbound inquiries from mid to low-level prospects (including unsolicited RFP/RFI''s) we teach sellers how to gain access to Key Players by qualifying a Champion.

The Pipeline ? Sales And Marketing Alignment In Terms Of Lead.

The Pipeline

If you don’t have your inbound web strategy in place, outbound sales will have to work harder to find prospects and nurture them. A solid inbound web strategy also includes nurturing, but if you don’t have marketing tools then outbound sales will have to manually nurture as well.