SBI Growth

DECEMBER 5, 2013

Don’t do a territory redesign project without knowing exactly who you’re targeting. Revising the comp plan without aligning it to a defined sales strategy won’t work. Having a clear understanding of your ideal customers and prospects is essential to success. Without that, virtually all else below is drastically marginalized.

Top of Funnel 296

Top of Funnel Territories Scale Segment 296

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

Corporate Visions

JULY 2, 2020

But, just as the first wave of agricultural society gave way to the second wave of industrial society, so too Learning Paths transitioned to more situational, Territory Plan-based learning and enablement. The Second Wave: Territory Plans. Proposal and Deal Closing – Find the reps with “constipated pipelines.”

Sales Enablement 105

Sales Enablement Webinar Metrics Territories Top of Funnel 105

SBI Growth

DECEMBER 5, 2013

There are several possible reasons: Need to keep your complete book of business and preserve your territory. You can acquire them in a multiple of different ways: You dropped your price too quickly and marginalized your perceived value. Explain your shift in strategy. Fill your pipeline with new prospects.

Customer 303

Customer Referrals Margin Territories 303

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. No one ever had to move out of their comfort zone, mine was hunting.

Demand Generation Agencies 296

Demand Generation Agencies Top of Funnel Territories Demand Generation 296

The Pipeline

APRIL 8, 2011

Battle Reparation Tactics Meet Marketplace Strategies. Similarly in the market world, you have to entice a clientele base by promoting heavily without really striving for a high profit margin. Battle Reparation Tactics Meet Marketplace Strategies [link]. Battle Reparation Tactics Meet Marketplace Strategies [link] #news #sales.

Pipeline 216

Pipeline Meeting Webinar Metrics Strategy 216

Crunchbase

OCTOBER 27, 2021

Grow your revenue with Crunchbase, the all-in-one prospecting solution. Sales teams are tasked with creating and maintaining relationships with potential customers (prospects) and eventually pitching those prospects to close a sale. Curious about how salespeople determine if a lead or prospect is qualified?

Cost per Lead 52

Cost per Lead Sales Qualified Lead Lead Rank Marketing Qualified Lead 52

Alice Heiman

NOVEMBER 14, 2018

You’ll get an evidence-based strategy for producing better results given today’s challenging buyer/seller dynamics. Combo Prospecting by Tony Hughes. This book is filled with bold, smart, and powerful strategies combining proven old-school values with new-school techniques to connect with impossible-to-reach executive buyers.

Decision Maker 126

Decision Maker Handbook Lead Rank Lead Scoring 126

Hubspot Sales

OCTOBER 27, 2020

Still, they can offer some interesting perspective on what you do well and the strategies you can implement to take your sales efforts to the next level. They're not particularly inclined to uncover needs, but if the prospect knows what they want, the shopkeeper can find it for them. Shopkeeper.

Telemarketing 132

Telemarketing Engineering Top of Funnel Territories 132

Hubspot Sales

OCTOBER 16, 2017

According to RepHunter , 20% to 40% of gross margin (sales minus direct expenses) is standard. A less aggressive ratio (think 70:30 or 75:25) is common when salespeople are required to teach the prospect because they're selling a highly complex or technical product. Paying on gross margin. It can range from 5% to 45%.

Compensation 128

Compensation Hiring Salary Commission 128

The Pipeline

MARCH 6, 2012

In these times of shrinking margins and diminishing returns, Mark’s insights will change the way you think about discounting, price, negotiating, and, above all, the all-important concept of value. Communication Strategy. Prospecting. Sales Strategy. Territory Alignment. 3 R’s of Prospecting Success.

Pipeline 212

Pipeline Hiring Top of Funnel Cold Calling 212

Chorus.ai

SEPTEMBER 12, 2019

There’s no way around it: Strategy is exciting. It’s even more exciting when you’ve got a new or revamped product, or a slew of new features, and you need to develop and launch a brand new sales strategy that will take your product to the top spot it was made for. What is a sales strategy? Developing your sales strategy.

Ideal Customer Profile 62

Ideal Customer Profile Top of Funnel Webinar Metrics Strategy 62

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. Not everybody is selling social media strategies, inbound programs, or content.

Cold Calling 292

Cold Calling Social Media Decision Maker Lead Rank 292

Corporate Visions

JULY 2, 2020

But, just as the first wave of agricultural society gave way to the second wave of industrial society, so too Learning Paths transitioned to more situational, Territory Plan-based learning and enablement. The Second Wave: Territory Plans. Proposal and Deal Closing – Find the reps with “constipated pipelines.”

Sales Enablement 52

Sales Enablement Webinar Metrics Territories Top of Funnel 52

SugarCRM

FEBRUARY 15, 2024

As they look ahead to the upcoming year, recent PwC research shows that more than half of UK manufacturers are gearing up to introduce new products, with more than a quarter (27.3%) hoping to explore uncharted territory and expand into new markets. However, the path forward is not without its challenges.

Opportunity 26

Opportunity SugarCRM Face-to-face Infusion 26

Partners in Excellence

MARCH 22, 2017

They should never pick up the phone and make a prospecting call!” A terrific strategy for driving product line growth. Enter the realm of account management/territory. The idea here is for the account/territory people to work collaboratively with the specialists. But for a moment, I managed to contain myself.

Territories 48

Territories Segment Inside Sales Pipeline 48

Xactly

AUGUST 30, 2018

Instead, they have to shift their focus to their sales reps–providing effective sales management strategies to promote higher returns on their sales efforts. The managers could either inspire their teams, helping them achieve their goals or crush their morale leading to reduced profit margins. It takes a multi-pronged approach.

Enterprise 40

Enterprise Enterprise Top of Funnel Compensation 40

CommercialTribe

JUNE 23, 2020

Frontline managers who spend the majority of their time focused on low and high performers will make a marginal impact at best. Where: Focus on Early Stage Pipeline, Account Re-Qualification, and Territory Re-Classification. Introduce selling behaviors that are critical for empathizing with prospects and elevating the conversation.

Top of Funnel 40

Top of Funnel Hiring Sales Management Face-to-face 40

Corporate Visions

MAY 31, 2018

But this conventional approach, and the premises underlying it, raise a crucial performance question: What does it really have to do with helping a company’s business strategy, responding to shifting market demands, or intervening to fix acute, emergent needs when they arise? The decisions your prospects and customers are making.

Territories 40

Territories Margin Training Pipeline 40

A Sales Guy

JANUARY 21, 2013

(A) Those who know : Those who know are very clear what challenges lay in front to them and have devised a strategy and plan to execute. They are clear in the begginning of the year what goals, strategies and approaches they will use to get to their number. Their strategies and approaches are specific and measurable.

Quota 127

Quota How To Penetration Face-to-face 127

Partners in Excellence

AUGUST 22, 2019

It may be adopting a new methodology, new technologies or tools, changing your go to customer strategies. As people struggle to make their numbers or to maintain their pipeline/activity metrics, they tend to cast a wider net, losing focus on the Ideal Customers, pursuing marginal cases. Hyperfocus on your ICP.

Ideal Customer Profile 90

Ideal Customer Profile Top of Funnel Hiring Sales Methodology 90

Tony Hughes

FEBRUARY 21, 2018

You could call 50 prospects and get nothing from it - just going through the motions. You can use Predictive Intelligence to suss out whom you should prospect next with your auto-dialer featuring local presence (area codes for the area) and optimal time of day. WIGS (Wildly Important Goals). Sad state of affairs!

Top of Funnel 86

Top of Funnel Lead Rank Lead Scoring Distribution 86

The Pipeline

MARCH 2, 2012

Stored in Attitude , Business Acumen , Impact Questions , Interactive Selling , Negotiations , Price , Sales Strategy , Sales Success , execution. Much easier to show value to a customer than to a prospect. As a sales person you should be able to take what you know from existing clients, and apply them to new prospects.

Pipeline 237

Pipeline Twitter Lead Rank Lead Scoring 237

Partners in Excellence

FEBRUARY 5, 2016

They know that sharp execution of the process improves their odds to win, reduces their sales cycle, and maximizes deal value/margin. They do this for their deal plans, account/territory strategies, and call plans. Now if we go back to interviewing, it really is a sales opportunity strategy and call plans.

Hiring 48

Hiring Call-back Margin Territories 48

Pipeliner

AUGUST 15, 2018

You could call 50 prospects and get nothing from it – just going through the motions. You can use Predictive Intelligence to suss out whom you should prospect next with your auto-dialer featuring local presence (area codes for the area) and optimal time of day. ” – W. Edwards Deming. WIGS (Wildly Important Goals).

Top of Funnel 64

Top of Funnel Distribution Call-back Lead Rank 64

The Brooks Group

FEBRUARY 8, 2013

Lenati’s solutions for sales strategy and design, segmentation, account planning, field enablement, partner channel development and sales measurement have been deployed at leading technology, software, and telecomm companies including Adobe, Google, T-Mobile, WebTrends and many more. This post is by Mark Ippolito. Mark is a Sr.

WebTrends 40

WebTrends Ideal Customer Profile Insurance Insurance 40

The Digital Sales Institute

FEBRUARY 24, 2021

The Future B2B Sales Strategy. The future B2B sales strategy will have to account for both the harsh business and economic challenges that will prevail for probably a good five years. The winners will aggressively adapt a sales strategy that finds new ways of operating. What new sales strategies can be leveraged?

B2B 59

B2B Strategy Margin Negotiation 59

Close.io

OCTOBER 1, 2018

While all sales manager undoubtedly need hands-on experience converting prospects into customers themselves, there are a wide range of other (equally important) sales manager skills you’ll need to command in order to excel in this role. Prospecting and partnerships. Market and customer research.

Sales Management 115

Sales Management Hiring Lead Rank Forecasting 115

Crunchbase

JUNE 21, 2022

There comes a time when every business needs to decide on its primary sales strategy, which usually means considering inside sales vs. outside sales, or settling on a blend between the two. If your mind jumped straight to old-school single-strategy methods like cold calling and email tactics, you can relax; it’s not that.

Outside Sales 97

Outside Sales Inside Sales Hiring Face-to-face 97

Close.io

FEBRUARY 24, 2020

This is no buzzword: it’s a real strategy that more and more businesses are using. Sales operations is the team that plans and organizes rep operations, territory planning, lead generation, sales analytics, and more. These five factors are the main keys to a successful sales enablement strategy. Audit your current sales content.

Sales Enablement 85

Sales Enablement Top of Funnel Hiring Face-to-face 85

Cincom Smart Selling

AUGUST 10, 2016

You never know if you have “all of the data” or if the data you have is truly representative of the optimization of a sales strategy at a given point in time. You could be talking in the context of sales strategy, sales pipeline, sales process or any perceived obstacle preventing the closing of a deal. We’re too expensive.

Sales Process 54

Sales Process Sales Enablement Territories Sales Cycle 54

Sales Hacker

APRIL 17, 2019

In short “sound bites,” you can share your thoughts, tell a story, or connect with your prospects and peers. Wondering how much the margin will be on a proposed deal? Profit Story is a profit calculator that allows you to easily calculate profit margins, markups, suggested sell price and suggested cost price information.

Travel 110

Travel Hubspot Microsoft Google 110

Hubspot Sales

AUGUST 8, 2019

That’s why successful companies obsessively measure everything about their go-to-market model, sales strategy, and salespeople. Revenue by territory. How well are your salespeople prospecting? Percentage of prospects who agree to a conversation. Percentage of prospects who move to the next step. Margin by partner.

Cost per Acquisition 134

Cost per Acquisition Lead Rank Churn Webinar Metrics 134

Partners in Excellence

JULY 21, 2014

I like to look at 4 categories of metrics: Business Management, Strategic/Customer/Territory, Operational, Personal Development. Here’s a quick overview: Business Management Metrics : These are some of the more traditional goals and measures, Revenue, Orders, Growth, Gross Margin, Customer Satisfaction. No related posts.

Lead Rank 94

Lead Rank Lead Scoring Territories Margin 94

Chorus.ai

MARCH 13, 2020

For example: Assume your rep’s prospecting remains the same, and they’re not having to change who they’re targeting. Forecast Revenue Quota The forecast revenue quota uses historical precedents — for a territory, market share, or prior product — for its foundation. You can set a compound percentage target.

Quota 65

Quota Penetration Buyer Persona Sales Qualified Lead 65

Salesmate

OCTOBER 29, 2021

And it’s none other than your prospect who’s wasting your time by asking too many questions (not necessarily useful). There’s a special name for such prospects in sales, and that’s what we’re going to learn in this article. A tire-kicker is a prospect who seems interested in making a purchase but never makes a buying decision.

Face-to-face 52

Face-to-face Decision Maker How To Top of Funnel 52

Costello

JUNE 11, 2018

New territories or geographies. Once targets have been set and communicated to the executive team and Board of Directors , then all that’s left for the sales leader to do is coach proactively and help the team members perform their best in every single prospective customer conversation. New Territories.

Territories 71

Territories Enterprise Enterprise Quota 71