DiscoverOrg Sales

APRIL 19, 2018

There’s a lot to think about when developing an annual sales plan to support your organization’s strategy and objectives: new customer acquisition, customer retention, increasing share of wallet, resource budgeting … just to name a few. But don’t forget about your sales territory plan. Expand with a Win/Loss SWOT.

Territories 181

Territories Outsourcing Services Ideal Customer Profile Buyer 181

Sales 2.0

MAY 1, 2023

This is the fifth in a series of interviews I am conducting with subject matter experts and practitioners in the sales profession. I am examining where we are today with AI in sales and where we are going. Scott is the Founder of Sales Success Media and hosts the Sales Success Stories and Daily Sales Tips podcasts.

Scale 221

Scale Top of Funnel Territories Sales 221

Gong.io

DECEMBER 15, 2022

The value of sales territories isn’t lost on most sales leaders (and if it is, we’ll clarify that shortly). The problem is making your sales territory planning fair without swallowing up your time. . What is sales territory mapping, and why is it important? Divide markets strategically .

Territories 62

Territories Ideal Customer Profile Hiring Forecasting 62

SBI Growth

APRIL 6, 2013

Since January 1 st , your top 3 sales reps have all left the company. These strong reps may not be in the right territories calling on the right accounts. It may be time to assess whether your territories are optimally designed. Getting the best reps in the best territories. The next step is to look at your sales reps.

Territories 323

Territories Lead Rank Lead Scoring Compensation 323

Janek Performance Group

APRIL 17, 2024

In B2B sales and marketing, companies employ various strategies to drive growth and expand their client base. Typically, these professionals are tasked with identifying and qualifying potential leads and initiating contact with prospects. 76% percent of BDRs report to sales over marketing.

Outsourcing Services 62

Outsourcing Services B2B Lead Rank Sales Qualified Lead 62

Zoominfo

FEBRUARY 23, 2021

Learn what sales prospecting is, and how business development professionals can go to market using outreach strategies that deliver business results. What is Sales Prospecting? The ultimate goal is to guide your prospects through the sales funnel until they eventually make a purchase.

Ideal Customer Profile 208

Ideal Customer Profile Prospecting Strategy Top of Funnel 208

Zoominfo

NOVEMBER 1, 2022

Smarter Prospecting in Less Time For experienced sales professionals, using ZoomInfo for the first time often feels like discovering a secret; after spending years going door-to-door, suddenly having a world of information at your fingertips can be an invigorating experience. Meeting people face-to-face was a valuable experience.

Prospecting 130

Prospecting Hiring Face-to-face Intent Data 130

Zoominfo

MAY 11, 2020

There’s a lot to think about when developing an annual sales plan to support your organization’s strategy and objectives: New customer acquisition, customer retention, increasing share of wallet, resource budgeting … just to name a few. But don’t forget about your sales territory plan. What is a Sales Territory Plan?

Territories 100

Territories Outsourcing Services Buyer Ideal Customer Profile 100

Zoominfo

JANUARY 15, 2021

Sales reps can easily lose a successful sale if they don’t have the right tools or framework to work with. Both market and sales intelligence fall under the umbrella of lead intelligence, which collectively gives comprehensive insights about prospects. What is Sales Intelligence? What is Market Intelligence?

Sales Qualified Lead 207

Sales Qualified Lead Marketing Marketing Qualified Lead Lead Rank 207

Hubspot Sales

JULY 3, 2018

Sales Territory Plan. Define Your Market. Assess Territory Quality. One of the essential pillars of a successful business is a robust and organized sales territory strategy. Studies show that effective territory management can increase overall sales, improve customer coverage, and reduce costs.

Territories 123

Territories Lead Rank Lead Scoring How To 123

Hubspot Sales

APRIL 27, 2021

This might not be all that mind-blowing to point out, but not all sales orgs are comfortably confined to their companies' corporate headquarters — operating under a group of managers that can come together to share stories over lunch every day. What does a territory sales manager do? What does a territory sales manager do?

Territories 110

Territories Compensation Trade Show Salary 110

SalesforLife

JUNE 13, 2019

There’s no question that sales pros—especially territory-based sellers—have a weakness in a key skill. Imagine me walking into a room with a Board of advisors and not being able to explain to them what the total addressable market is—the results would not be positive! What are the next steps for sellers?

Territories 105

Territories Segment Account Intent 105

Zoominfo

JULY 28, 2022

In an ideal world, B2B revenue teams would run with lightning-fast lead response times, streamlined operations, and an aligned sales and marketing team. A sales funnel powered by volume and velocity is vital to stay competitive in today’s market. But can all of that be possible at the same time? Without a doubt.

Lead Rank 130

Lead Rank Lead Scoring Sales Qualified Lead Leads 130

DiscoverOrg Sales

OCTOBER 27, 2016

As a newly hired sales rep, I began the way I did at every new company, spending the first several weeks typing furiously into a growing Excel spreadsheet. My manager liked the approach and asked me to present the process to the entire sales team. Because of that, I could identify the several hundred accounts within my territory.

Territories 120

Territories Account Ideal Customer Profile Analysis 120

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. Take Assessment. The answer?

Territories 70

Territories Software Software Benefit 70

The Pipeline

JANUARY 22, 2019

People will tell you that the number one reason sellers do not like to prospect, specifically telephone prospecting, is rejection. I don’t like objections any more than anyone reading this, but it is part of the territory, just like 100 mile-hour pucks coming at your goalie mask; until you accept that you will always lag.

Objections 267

Objections Prospecting SME Cold Calling 267

SMEI

JANUARY 5, 2024

In today’s highly competitive job market, particularly in the dynamic fields of sales and marketing, standing out to prospective employers is more crucial than ever. This is where professional certification comes into play, serving as a significant differentiator that can set you apart from the competition.

Marketing 89

Marketing Ideal Customer Profile Social Media Google Analytics 89

SBI

FEBRUARY 7, 2019

Old-School Territory Management is Dead: A Q&A with John Stewart, CEO of MapAnything. Following the recent acquisition of TerrAlign by MapAnything, I asked MapAnything CEO John Stewart to explain the relationship between map-based geo-productivity and territory optimization. Everyone assumes they are all-star sales geniuses.

Territories 87

Territories Revenue Data CRM 87

Sales 2.0

FEBRUARY 15, 2023

This is the second in a series of interviews I am conducting with subject matter experts and practitioners in the sales profession. I am examining where we are today with AI in sales and where we are going. Paul is the Director of Field Enablement at Groove , a leading sales engagement platform.

Conversion 195

Conversion Amdocs Territories Forecasting 195

Sales 2.0

SEPTEMBER 24, 2014

Some sales people in my firm were discussing where they could get the best prospect lists. They are building out a new territory so they need people to contact. The skinny on prospect lists is that one size does not fit all. In many sales jobs you’re targeting a specific niche. But did I really do them a favor?

InsideView 322

InsideView Prospecting Hoovers Territories 322

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

Zoominfo

OCTOBER 12, 2022

When Sarena Wing took on a new international sales territory, she was excited to get started. Wing was able to lean on ZoomInfo’s Chorus conversation intelligence solution and its SalesOS platform to analyze successful deals and perform lightning-fast research on her new territory and team. Luckily for her, that era is over.

Analysis 130

Analysis Territories Scale SalesForce 130

Crunchbase

APRIL 11, 2023

Prospecting is the process of researching and pursuing potential customers for your business. It’s a vital part of any sales strategy because it helps develop your sales pipeline and brings you one step closer to securing new customers. Inbound prospecting relies on marketing efforts to drive action or engagement from prospects.

Ideal Customer Profile 98

Ideal Customer Profile Closing Prospecting Intent Data 98

Highspot

FEBRUARY 14, 2024

A comprehensive sales and marketing plan sets up organizations for long-term growth and success. In this guide, we’ll dig into the differences between sales and marketing plans, how to create your plan, and templates to get the ball rolling. What is a Sales and Marketing Plan?

Paid Content 52

Paid Content Lead Rank Top of Funnel Marketing 52

Crunchbase

APRIL 11, 2023

Prospecting is the process of researching and pursuing potential customers for your business. It’s a vital part of any sales strategy because it helps develop your sales pipeline and brings you one step closer to securing new customers. Inbound prospecting relies on marketing efforts to drive action or engagement from prospects.

Ideal Customer Profile 98

Ideal Customer Profile Closing Prospecting Intent Data 98

Highspot

FEBRUARY 14, 2024

A comprehensive sales and marketing plan sets up organizations for long-term growth and success. In this guide, we’ll dig into the differences between sales and marketing plans, how to create your plan, and templates to get the ball rolling. What is a Sales and Marketing Plan?

Paid Content 52

Paid Content Lead Rank Top of Funnel Marketing 52

Sales and Marketing Management

JANUARY 4, 2018

Author: Jay Mitchell, Owner and Principal, Mereo LLC In order to learn how to align marketing and sales teams, we must understand how devastating a gap between these departments can be for an organization overall. Sales and marketing are both vital to a B2B organization. Sales and marketing both work to: Engage a buyer.

Marketing 201

Marketing SAP Face-to-face Territories 201

DiscoverOrg Sales

FEBRUARY 13, 2019

The process of sales and marketing alignment is so fraught with assumptions, misunderstandings, and disagreement that we think both departments need a relationship therapy session! Marketing has certain data needs. Sales has others. Sales uses a CRM … but the marketing automation system might not integrate.

Ideal Customer Profile 202

Ideal Customer Profile Data Marketing Scale 202

Sales and Marketing Management

JUNE 26, 2019

Author: TIM HOULIHAN Sales managers are a rare breed. Most organizations employ one sales manager for every six to 10 sales reps. Making it to the sales management ranks indicates you occupy a spot that roughly 90% of your peers have not. They also benefit from hijacking a few best practices from marketers.

Sales Management 120

Sales Management Marketing Territories Segment 120

The Pipeline

FEBRUARY 27, 2018

The problem with most call scripts salespeople use for proactive direct prospecting is that they are prepared for sellers, by people who are not buyers, and as a result, there is little for the prospect to grab and hang on too long enough to convert to engagement. You want signals, go to Roswell , you want sales, get the appointment.

Prospecting 215

Prospecting Skype ROI Face-to-face 215

Openview

DECEMBER 19, 2018

January is the month we, as sales reps, start anew. The beginning of the year is typically a time where you either get a new territory or simply start from scratch with your current one. How do you best take action on your territory plan? Make sure your territory plan has action items that are time sensitive.

Territories 89

Territories How To Intent Guarantee 89

Score More Sales

MARCH 26, 2014

Finding the right prospective buyers and then actually having conversations with them are the top two challenges most sellers are facing now. In order to find the right buyers and interact with them you need to firmly understand the market niche that you are going after and who your buyers are. Understanding Your Target Market .

Prospecting 254

Prospecting Ideal Customer Profile Lead Rank Lead Scoring 254

Hubspot Sales

FEBRUARY 12, 2024

Welcome to "The Pipeline" — a weekly column from HubSpot, featuring actionable advice and insight from real sales leaders. But in the modern sales landscape, more and more salespeople have started reforming their behavior. Identify In this stage, salespeople do research to start the sales process with prospects who seem like good fits.

Hubspot 115

Hubspot Sales Process Buyer Inbound 115

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.

Territories 50

Territories Demographics Travel Distribution 50

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. Download Guide.

Territories 45

Territories Travel Hiring Guidelines 45

Pipeliner

FEBRUARY 22, 2018

Off the Cuff Instant Interview Question: “What are some tips for doing practical market, territory and account planning?”. While those of us in sales are usually viewed as not the best of planners, my experience is that we welcome practical, streamlined planning that helps win business. A practical framework for sales planning.

Territories 40

Territories Outsourcing Services Account Ideal Customer Profile 40

Xactly

JUNE 13, 2018

Effective territory design is the basis of strategic sales planning. Balanced territories allow you to set fair quotas, which have a huge impact on your incentive compensation and success of your salesforce. Ultimately, if your sales territories aren’t optimized, you hinder sales reps’ motivation and performance.

Territories 49

Territories Travel Webinar Metrics How To 49