Sales Ops Resolution: Build Market-Focused Territories in 2013

Sales Benchmark Index

Make a New Year’s resolution to build territories that are market-centric in 2013. Today’s post explores designing sales territories based on your customers and prospects. For a step-by-step guide on how to do this, Download the Territory Design Whitepaper Here !

Benefits of Territory Mapping Software

Xactly

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.

This site is protected by reCAPTCHA and the Google Privacy Policy and Terms of Service apply.

Old-School Territory Management is Dead: A Q&A with John Stewart, CEO of @MapAnything

Smart Selling Tools

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.

How to Create a Sales Territory Plan with a Buyer-Centric Approach

DiscoverOrg Sales

But don’t forget about your sales territory plan. In this blog, you’ll learn how to create a sales territory plan in 3 steps: Identify buyer-centric market opportunities. Calculate your Total Addressable Market (TAM). Why is sales territory planning important?

7 Must-Have Automated Documents for Sales Success

source, territory, or industry vertical—to make quick. Market Pulse. delaying delivery of the proposal and giving prospects. Quotes and proposals should be considered marketing tools, with. Administrators and marketing teams can tailor templates visually and map.

How to Create a Sales Territory Plan: 5 Simple Steps

Hubspot Sales

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. What Is a Sales Territory? Sales Territory Planning 101. Define Your Market.

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. How about Territory Analyst Manager?

TAM – The First Step Every Territory Sales Rep Must Take

SalesforLife

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!

Five Elements of an Effective Sales Territory Map

Xactly

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. .

5 Benefits of Territory Mapping Software

Xactly

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.

The Key to Sales Territory Mapping

Xactly

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.

How to Optimize Sale Territories for a Strategic Advantage

Xactly

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. The Effect of Bad Territory Planning on Sales Performance.

Five Elements of an Effective Sales Territory Map

Xactly

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.

Adapting Your Coverage Model for 2020 and Beyond

Sales Benchmark Index

No longer were we allowed to meet customers or prospects in person, and unfortunately, this still holds true four months later. In early March, everyone’s coverage model was forced to change.

A Critical Mistake In Handle Prospecting Objections

The Pipeline

People will tell you that the number one reason sellers do not like to prospect, specifically telephone prospecting, is rejection. Look at it as an opportunity to educate the prospect or correct a misunderstanding they have, or highlight a blind spot they hadn’t considered.

Practical Market, Territory and Account Planning

Pipeliner

Off the Cuff Instant Interview Question: “What are some tips for doing practical market, territory and account planning?”. Market Understanding – The fundamentals are the bedrock for sound business decisions, focusing on: Accounts: Verticals, challenges, sizes, sales cycles, market attraction, etc. Market Patterns: Demographics, buying access, trends, etc. Pipeliner CRM empowers practical market, territory and account planning.

Leading Indicators of Sales Performance You Can’t Afford Not To Track

Sales Benchmark Index

Most of the time the Leader’s departure is related to poor revenue performance or inadequate return on Sales & Marketing dollars. The average lifespan of a Revenue Leader is less than two-years.

Leads 281

Reaching Prospects

Score More Sales

Finding the right prospective buyers and then actually having conversations with them are the top two challenges most sellers are facing now. Understanding Your Target Market . The post Reaching Prospects appeared first on Score More Sales.

How to Take Action on Your Territory Plan for a Successful Year Ahead

Openview

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. Ahh, the New Year.

SalesTech News: @TechTarget Priority Engine Email Alerts Help Sales Teams Take Immediate Action on the Best Opportunities in Their Territory

Smart Selling Tools

TechTarget Priority Engine Email Alerts Help Sales Teams Take Immediate Action on the Best Opportunities in Their Territory. ndrew Gilman, Head of Marketing, NWN Corporation. Director of Corporate Marketing and Content Development.

100 Most Prospected-to Companies of 2018

DiscoverOrg Sales

You might recognize the most-prospected-to companies of 2018, according to DiscoverOrg’s database, as household names – but that’s not why savvy sales and marketing professionals have been pitching to them. Top 10 Most-Prospected-to Industries of 2018.

7 Quick Wins for Sales and Marketing Alignment

DiscoverOrg Sales

We hear a lot about sales and marketing alignment: How important it is for B2B, and how so few of us are doing it right. SALES: Marketing leads are crap. MARKETING: Sales is lazy. MARKETING: Maybe if you actually followed up the same day. Set up Marketing SLA Reporting.

3 Things That Kill Prospecting Calls

The Pipeline

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. They are rarely as desperate as a manager is to fill a vacancy in a territory. These and other, day to day things lead salespeople to say the entirely wrong thing when the unwitting prospect answers.

Where can I get the best prospect list?

Sales 2.0

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. Marketers don’t. Prospecting Sales 2.0

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

Smart Selling Tools

This week I interview Joe Andrews, VP of Product & Solution Marketing for InsideView. Joe: InsideView helps B2B companies drive rapid growth by empowering business leaders to quickly and confidently make go-to-market decisions.

The Data Will Bring Us Together: Relationship Therapy with Sales and Marketing

DiscoverOrg Sales

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. On the right: Email Marketing Manager Dominique Catabay reps Marketing.

Data 227

Marketing Coverage Strategy and Models

Sales Result

Market coverage models outline the strategy for how sales people can sell to as many good prospects as possible. Most sales people do a poor job of maximizing their territories, so don’t leave it all up to them.

4 Cold-Call Lines That Don’t Creep Out Your Prospect

DiscoverOrg Sales

So put the phone down and listen up, because we’ve got the inside scoop for how to approach your prospects with a cold call , using the right message at the right time – without sounding like a cold-call creeper. For an individual prospect, this Fit data refers to demographic data: Name.

The Pipeline ? Prospecting With E-Mail

The Pipeline

Prospecting With E-Mail. Stored in Attitude , Business Acumen , Communication Strategy , Proactive , Prospecting , Sales 2.0 , Sales Tool , Sell Better , Success , Video , e-mail , execution. Last week we looked at means of leveraging voice mail in prospecting. Marketing.

When Prospecting Isn’t Enough!

Partners in Excellence

It seems universal, we don’t have enough in our pipelines, we have to prospect. But then our prospecting outreach isn’t producing what we need, so we cast a wider net. Where reaching out to 100 prospects no longer works, we bump it up to 200, then 500, then 1000, then… To meet this need for more, we cast wider nets, we increase volumes and touches. If my inbox is typical of most people’s 90% of the prospecting emails I get should never have been sent.

The Pipeline ? 5 Ways to Boost Your Email Prospecting Response.

The Pipeline

5 Ways to Boost Your Email Prospecting Response Rate. Prospecting via email can be wildly rewarding, or incredibly frustrating. To respond to your email, the prospect has to read it first. Naturally, you don’t want to just mention a problem to your prospects.

The Pipeline ? Prospecting ? When Is The Best Time?

The Pipeline

Prospecting – When Is The Best Time? Stored in Attitude , Business Acumen , Cold calling , Proactivity , Productivity , Prospecting , Time Allocation , Video , execution. Last week I talked about prospecting, why some like it when most don’t, rejection, and managing them.

Outsourced Tele-prospecting: 10% less cost, 90% more revenue

Pointclear

There's another win-win value proposition that applies to outsourced tele-prospecting: “Costs Less. The fact is, insourcing tele-prospecting is harder, and more expensive, than most imagine. This link takes you to a paper that presents the hard numbers that show that whatever you call it—tele-prospecting, business development, inside sales or something else—outsourcing is your better bet. Remember the old light beer tagline: “Tastes Great, Less Filling”?

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

Smart Selling Tools

And it means empowering Sales with the right marketing materials so they can sell effectively no matter who they’re meeting with or where (that means mobile, social, and international)! Prospecting & Sales Intelligence. Territory Management & Quota.

Tools 134

A Peek Into Demandbase’s Data-Driven Field Marketing Approach

InsightSquared

Sure, this captures the attention of bookworms and library dwellers but knowledge is also king in B2B marketing. As a marketer with an account-based approach, it is important to keep the focus on generating net new pipeline from a given target account list.

Data 83

Do You Have a Personal Marketing Plan?

Pipeliner

How does your market perceive your business? How does your market perceive you? Keep in mind that your market is what makes your living. So how are you positioned in your market? In order to stand out of the crowd, you have to create your own personal marketing program.

9 Places Salespeople Can Find New Prospects Fast

Hubspot Sales

How to Find Prospects. Prospecting can be tedious and time-consuming, but it’s something that has to be done to keep pipelines healthy. However, while sales reps can’t avoid prospecting, they can certainly make it easier for themselves. Where Do Salespeople Find Prospects?

7 Steps to Achieving Sales and Marketing Alignment

Highspot

Distributed workforces, fluctuating market dynamics, and office politics can make working in lockstep difficult. Regardless of the root cause, overcoming sales and marketing misalignment is necessary to securing long-term success. What does marketing do for sales?

Should Salespeople Prospect Anymore?

Your Sales Management Guru

Should Salespeople Prospect Anymore? Last week during a client’s sales meeting we got into a discussion regarding pipeline values, needless to say the number of prospects and dollar values were insufficient to achieve the overall corporate revenue objectives.

The Pipeline ? Successful Strategies for Prospecting ? Roundtable

The Pipeline

Successful Strategies for Prospecting – Roundtable. Stored in Attitude , Buying Process , Cold calling , Communication Strategy , EDGE Selling , Gap Selling , Interactive Selling , Planning , Proactive , Prospecting , Sales Strategy , Sales Tip , Success. Marketing.