Xactly

AUGUST 13, 2018

Let’s cut to the chase–if you’re not using data to drive your sales territory mapping, your territories might be hurting your sales performance more than they are helping it. Sales territory mapping software offers more benefits than sales managers may realize. See if your sales territories have room for improvement.

Territories 70

Territories Software Software Benefit 70

MTD Sales Training

JUNE 20, 2018

Your pipeline is your Holy Grail for future leads. If you don’t keep the leads coming in thick and fast, you run the risk of sales running dry over the next weeks. So, what would be the best ways to keep fresh leads coming in and generating opportunities for new business? Approach the new leads in different ways.

Sales Qualified Lead 120

Sales Qualified Lead Leads Marketing Qualified Lead Territories 120

Xactly

AUGUST 2, 2018

The sales territory is a geographical area that is managed by a sales rep or sales team. A territory can be defined by sales potential, history, geography, or a combination of the above. The objective is to make sure sales territories are balanced to help increase revenues. . Take Assessment.

Territories 68

Territories Demographics Travel Distribution 68

Steven Rosen

FEBRUARY 11, 2024

By combining sales goals with learning goals, sales leaders can create a continuous learning and development culture, leading to improved sales performance. Key Takeaways: For every sales goal set, there should be a corresponding learning goal to ensure salespeople have the necessary skills to execute the leading indicators.

Social Media 156

Social Media Sales Goal Lead Rank Lead Scoring 156

Zoominfo

MAY 3, 2022

Additionally, we’re launching our new Enterprise Territory Management feature through our Route offering. This will allow sales operations to save time and resources by reusing Salesforce Territory Models to auto-populate territory rules and assigned users at scale.

Scale 130

Scale Territories Lead Rank Enterprise 130

The Pipeline

JANUARY 25, 2022

The driving question being how do I take a territory from a 20% margin base, to 25%? Too many tools without reason leads to sales disablement. You objective and the clients’ objectives aligned by upgrading the reps’ objectives. You should be upgrading your base as often as your phone. Margin Of Error.

Margin 188

Margin Commission Territories Negotiation 188

Understanding the Sales Force

OCTOBER 25, 2023

And that, somehow, leads me to sales performance. 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.

Outsourcing Services 193

Outsourcing Services Territories Proposal Sales Methodology 193

Sales Hacker

OCTOBER 10, 2019

Which is why I’m going to outline some key concepts that should be considered and some pitfalls to avoid when designing the CRM process for a lead-to-cash cycle. Here’s what we’re going to cover: Salesforce objects. Data Governance & Salesforce Objects. Customer Record Objects. Transactional Objects.

Government 58

Government SalesForce Objections Lead Rank 58

Xactly

JULY 12, 2018

Your sales territories are geographical areas managed by a sales rep or sales team. A territory can be defined by several factors, but most commonly, territories are mapped based on sales potential, sales history, geography, or a combination of factors. Download Guide. The Right Data for Customer Segmentation.

Territories 50

Territories Demographics Travel Distribution 50

Zoominfo

OCTOBER 6, 2020

Vice President of Sales at ZoomInfo, Steve Bryerton, shares his thoughts on how to implement a Team Lead within your organization. Before jumping the gun and hiring a seasoned veteran or promoting a rep from your (relatively) green team to Sales Manager, you should consider a middle ground: a team lead role for the inbound crew.

Lead Rank 169

Lead Rank Lead Scoring Leads Marketing Qualified Lead 169

Xactly

JULY 12, 2018

Your sales territories are geographical areas managed by a sales rep or sales team. A territory can be defined by several factors, but most commonly, territories are mapped based on sales potential, sales history, geography, or a combination of factors. Download Guide. The Right Data for Customer Segmentation.

Territories 45

Territories Software Software Benefit 45

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

Zoominfo

OCTOBER 6, 2020

Before jumping the gun and hiring a seasoned veteran or promoting a rep from your (relatively) green team to sales manager, you should consider a middle ground: a team lead role for the inbound crew. Are there risks associated with a team lead role? But, trust me, the team lead role, can work. And work well. Now, is it perfect?

Lead Rank 130

Lead Rank Lead Scoring Leads Marketing Qualified Lead 130

Zoominfo

DECEMBER 16, 2020

So, let’s dive into how Salesforce Sync helps enable sales reps by supporting the foundation of any sales process: Territory Management. ZoomInfo Salesforce Sync for Territory Management. Has this lead opted out to receiving emails from my organization?”. Do we have a history of reaching out to this contact?” “Has

SalesForce 219

SalesForce Territories Intent Signal Buyer Persona 219

Sales Hacker

DECEMBER 9, 2022

Related: How to Calculate a Lead Score, with Examples. Start your sales planning efforts with account segmentation to fill your territories with fruitful opportunities and increase your sellers’ ability to hit quotas. Consider new territory rules that reflect changes in the market (and your business). Territory profiles .

Lead Rank 97

Lead Rank Territories Lead Scoring Quota 97

Mr. Inside Sales

MARCH 25, 2021

Skill level of the sales rep is the most important thing; however, there are other variables like the type of lead—inbound versus outbound; the territory; existing client or new prospect; the marketing and/or branding of the company, etc., First the no part: Sales is much, much more than just “rolling the numbers,” as they used to say.

Face-to-face 178

Face-to-face Gatekeeper Licensing Decision Maker 178

Steven Rosen

JANUARY 5, 2018

Strategy #4 is have your sales reps develop their own territory business plans. We start with what are your three critical factors for success for your territory and then I look at the customers and say; Where do you think your business is going to come from? You are hitting all your objectives and are highly successful.

Strategy 224

Strategy Territories Quota Video 224

The Pipeline

NOVEMBER 9, 2015

The result is that these questions lead the prospect to in the opposite direction, leaving sellers to wonder why their great questions fail to inspire the buyer. Get them to think of their objectives, about the path forward, and the possibilities those objectives Open Up. You can hear it when they “wouldn’t you agree that if….,

Lead Rank 120

Lead Rank Lead Scoring Closing Oracle 120

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. Having a database makes it easier to manage valuable information on potential leads, current customers, and future markets.

B2B 237

B2B Trade Show Intent Data Buyer Intent 237

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 62

Outsourcing Services B2B Lead Rank Sales Qualified Lead 62

Hubspot Sales

SEPTEMBER 16, 2020

During the planning stage, salespeople should have clarity around the following questions: What is the objective of the sales call? What objections do you expect to encounter? Lead Qualification. Sales teams should take a systematic approach to qualify leads early in the sales process. Territory Management.

Sales Process 124

Sales Process Ideal Customer Profile Sales Qualified Lead Territories 124

Chorus.ai

NOVEMBER 27, 2019

These lines are just some examples of common objections sales professionals hear time and again from prospects. And while deflections and rejections come with the territory of sales, that doesn’t mean simply giving up on a hard-earned prospect who throws up a wall. Ninety-five percent of the objections I hear aren’t real.

Objections 62

Objections Cold Calling GoldMine Face-to-face 62

SBI Growth

SEPTEMBER 11, 2012

Developing that skill, however, proves difficult because many organizations can’t evaluate themselves objectively. But after spending thirty minutes in the field with a sales rep, I quickly realized the real problems lie elsewhere such as: Marketing wasn't providing qualified leads to the sales team. A Sales Process did not exist.

Territories 306

Territories Top of Funnel Analysis Penetration 306

SBI

SEPTEMBER 18, 2012

Prospecting Attention Deficit Disorder: How to Avoid the Shiny Object Syndrome. All of these results-focused activities and all of your seemingly unlimited energies are directed at a highly targeted end-goal: generating the maximum amount of revenue from your territory. It is aptly referred to as the Shiny Object Syndrome.

Ideal Customer Profile 125

Ideal Customer Profile Objections Prospecting Sales Qualified Lead 125

Sales and Marketing Management

JULY 6, 2017

That gives you an objective method for avoiding bias in your evaluation. Target marketing dollars in their territory to generate more leads and give them a boost. Failure to improve, or implement coaching. Every experienced sales manager has made a bad hiring mistake. For more information visit TopLine Leadership, Inc.

Hiring 273

Hiring Webinar Metrics How To Policies 273

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. If a plan grows too complex and elaborate, it can lead to a discouraged sales force, costly accounting errors, and complex administrative burdens.

Compensation 118

Compensation Salary Commission Margin 118

The Spiff Blog

FEBRUARY 9, 2023

These functions include territory management, goal setting, capacity modeling, forecasting, sales performance improvement, seller experience, and countless other exercises that set a business up for success– or failure. Quota planning impacts nearly every aspect of a business’s GTM motion and revenue function.

Quota 70

Quota Revenue Lead Rank Territories 70

SBI Growth

SEPTEMBER 11, 2012

Developing that skill, however, proves difficult because many organizations can’t evaluate themselves objectively. But after spending thirty minutes in the field with a sales rep, I quickly realized the real problems lie elsewhere such as: Marketing wasn't providing qualified leads to the sales team. A Sales Process did not exist.

Territories 264

Territories Top of Funnel Analysis Penetration 264

Janek Performance Group

MARCH 12, 2024

However, without the right strategy in place, it is difficult to tap into that, leading to disappointing outcomes. Ask questions like, “How would you handle a customer’s price objections?” Simulations add some much-needed objectivity to the interview process. Throw in a few colleague-to-colleague questions as well.

Hiring 62

Hiring Sales Talent Compensation Lead Rank 62

Janek Performance Group

APRIL 2, 2024

Expectations must be formalized and understood in terms of your lead lifecycle and strategy. Key Metrics for Measuring Effectiveness Measuring the effectiveness of your business development strategy starts with identifying your goals and objectives. Also, the average number of touches per lead is now 8 to 12. Only 31.5%

Webinar Metrics 62

Webinar Metrics Top of Funnel Strategy Analysis 62

Zoominfo

DECEMBER 16, 2020

So, let’s dive into how Salesforce Sync helps enable sales reps by supporting the foundation of any sales process: Territory Management. ZoomInfo Salesforce Sync for Territory Management When sales and marketing teams traditionally pull lists, they’re still missing important data that’s relevant only to their organization.

SalesForce 100

SalesForce Territories Intent Signal Buyer Persona 100

Sales Hacker

DECEMBER 1, 2022

Typically, SDRs work from one of two territory models: Static territories based on geography or vertical or business segment. I’ve seen both kinds, and they can lead to a number of issues with imbalanced books. A dynamic book management model actually does away with the concept of static territories entirely.

Account 77

Account Lead Rank Ideal Customer Profile Territories 77

Shari Levitin

MARCH 9, 2023

If you want to sell more, lead with empathy. 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. Here’s a crazy idea: what if you bring up an objection first? You act with empathy, and immediately you build empathy. Where does courage live?

ACT 118

ACT Territories Sports Cold Calling 118

Anthony Iannarino

JULY 2, 2020

Many decades ago, the theory about how to close deals faster was to use a trial close, followed by increasing pressure, regardless of your prospective client’s objections (which were unresolved concerns). The Lost Art of Closing shows you how to proactively lead your customer and close your sales. Here is an example.

Closing 121

Closing Territories Decision Maker eBook 121

Highspot

FEBRUARY 14, 2024

This plan serves as a roadmap, outlining clear objectives, targeted customer segments, and actionable tactics to drive sales and promote brand awareness. It aims to build and maintain the brand, nurture leads, and create favorable conditions for sales.

Paid Content 52

Paid Content Lead Rank Top of Funnel Marketing 52

The Pipeline

MARCH 26, 2011

7 Must-Have Lead Nurturing Recipes for B2B Marketers. Stored in Appointments , Attitude , Business Acumen , Lead Management , Marketing , Proactivity , Productivity , Sales 2.0 , e-book , execution. of the RoundTable and The Lead Nurturing Cookbook , I am sure you will enjoy the recipes. The Pipeline Renbor Sales Solutions Inc.s

Lead Nurturing 218

Lead Nurturing Sales Qualified Lead B2B Pipeline 218

Highspot

FEBRUARY 14, 2024

This plan serves as a roadmap, outlining clear objectives, targeted customer segments, and actionable tactics to drive sales and promote brand awareness. It aims to build and maintain the brand, nurture leads, and create favorable conditions for sales.

Paid Content 52

Paid Content Lead Rank Top of Funnel Marketing 52