Partners in Excellence

NOVEMBER 14, 2018

Every once in a while, I like to do a jigsaw puzzle. Sometimes, I think selling, and all the things sales people must do to be successful, is something like a jigsaw puzzle. It is in our targeted accounts or our territory (however that might be found), we find and qualify the opportunities we want to chase.

Jigsaw 68

Jigsaw Top of Funnel Territories Maximizer 68

Fill the Funnel

FEBRUARY 4, 2013

BYOT – B ring Y our O wn T ools is a practice that sales leaders and individual sales people themselves have been slow to embrace. I differ from Shanto in that I do not see sales reps deploying many of the powerful new generation of sales tools in any significant number on their own.

Jigsaw 101

Jigsaw InsideView Top of Funnel Ideal Customer Profile 101

Customer Centric Selling

OCTOBER 20, 2014

Sales Tips: How to Setup Your 2015 for Success. By Gary Walker, EVP of Channel Sales & Operations, CustomerCentric Selling® - The Sales Training Company. That''s a tall order even for the most accomplished sales person. The time to begin developing your Territory Sales Plan is now !

Hoovers 94

Hoovers Jigsaw Webinar Metrics InsideView 94

DialSource

JULY 19, 2018

The discovery call is an exploratory expedition, scoping out new territory to decide if it’s the best location for a new business settlement. Dan Tyre, Sales Director of Hubspot, advises against jumping to the “nitty-gritty” of the sale before qualifying the lead. You’re not just setting them up for the sale.

Jigsaw 53

Jigsaw Hubspot Sales Qualified Lead Territories 53

SBI

JULY 7, 2010

If you’ve got a hunting territory, or you both hunt and farm for prospects, then you spend great effort searching for new sources of leads. Whether it’s Hoover’s, JigSaw, the white or yellow pages, or association directories, there are hunting grounds where leads are abundant.

Hoovers 57

Hoovers Jigsaw Lead Capture Territories 57

Partners in Excellence

DECEMBER 9, 2018

I share this story, because I see the same thing happening with too many sales people. Territory and account planning focus/structure our prospecting efforts to produce the best results. All of these “pieces/parts” are critical to the job of sales person, account manager, BDM, or whatever label we apply to ourselves.

Jigsaw 82

Jigsaw Territories Pipeline Account 82

SBI

OCTOBER 17, 2011

However, if you don’t have a CRM system – or you have individual sales reps or sales agents that so not use your CRM – they can still get alerts and see the ActiveConversion data. Once you know which company is visiting, you can use their Data.com (previously Jigsaw) integration to find contact details.

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ActiveConversion Jigsaw Lead Rank Lead Scoring 76