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

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

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 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

SBI

SEPTEMBER 18, 2012

Prospecting Attention Deficit Disorder: How to Avoid the Shiny Object Syndrome. And you competently juggle your frenetic schedule, apportioning just the right amount of time for office work, prospecting, sales calls, follow-up, travel, and communication. It is aptly referred to as the Shiny Object Syndrome.

Ideal Customer Profile 125

Ideal Customer Profile Objections Prospecting Sales Qualified Lead 125

Partners in Excellence

SEPTEMBER 14, 2023

There are meetings to develop and execute strategies to respond to specific customer and prospect issues. Look at typical pipeline, deal, prospecting, territory, account reviews. Three final things on maximizing selling time. How do you thoughtfully and effectively maximize the impact of your selling time?

CRM 129

CRM Proposal Maximizer Up-Sell 129

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? Territory Management. In this process, there are typically three stages: planning, execution, and debriefing. Which questions should you ask?

Sales Process 126

Sales Process Ideal Customer Profile Sales Qualified Lead Territories 126

Sales and Marketing Management

JULY 11, 2019

Define objectives. The territory. Senior leaders might have certain doubts about specializing teams because they want to give salespeople the opportunity to touch multiple activities, from prospecting, to social selling, to managing new business, to participating in events, and more. Are we satisfied with our results?

SME 209

SME Social Selling Follow-up Territories 209

SBI Growth

OCTOBER 18, 2012

You’ve had average results recently because your territory is a real dog. You’ve tracked down an employee at the prospect and the pay range seems about right. Figure out if a foundation for your sales success is in place with the prospective employer. Are the best performers given the best territories? Follow @pseidell.

Territories 300

Territories Real Estate Compensation Quota 300

Miller Heiman Group

SEPTEMBER 17, 2019

Let’s explore the key success factors for manufacturers to maximize sales through indirect channels. To maximize sales through indirect channels, you must clearly define a value chain from distributors to your end-user. Handle objections. Clearly Define Your Channels. Find the Right Sellers. Negotiate and finalize contracts.

Channels 50

Channels Maximizer Hiring How To 50

The Pipeline

SEPTEMBER 15, 2014

There could be a question of priorities and changing objectives; a host of factors that could make someone ready now that may have hesitated in February or March. As a sales person, your territory is “your business”, and when you look at successful business people, one of the things executives do well is delegate.

Outsourcing Services 306

Outsourcing Services Closing Hiring Social Selling 306

Mr. Inside Sales

DECEMBER 13, 2019

I always balance my goals in all areas to maximize my growth both as a person and as a professional. If you think you’re broke or that your territory is poor or that you can’t do something, then you’ll find evidence to support your belief and you’ll act (or not act!) accordingly. Upcoming Schedule.

Face-to-face 158

Face-to-face ACT Exact Inside Sales 158

BrainShark

AUGUST 24, 2022

Prospecting. Objection Handling. Territory Management. Prospecting. Unfortunately, we’ve all experienced poor sales prospecting. To be effective, salespeople need to develop a strategic approach to prospecting and work on it daily to identify new business opportunities better. Objection Handling.

Social Media 62

Social Media Territories Face-to-face Negotiation 62

Hubspot Sales

OCTOBER 5, 2017

While we (or our team) are racing to hit quota against that clock, though, we can save time and maximize our numbers by investing in the right processes, activities, and skills. What Is Prospecting? Prospecting: The process of searching for potential customers, clients, or buyers in order to develop new business.

Prospecting 144

Prospecting Tools Top of Funnel Lead Rank 144

The Pipeline

JANUARY 8, 2015

As importantly, good questions get the prospect thinking, an important ingredient in getting Status Quo customers to begin sharing their objectives and going beyond their comforts and preconceptions. But to fully maximize the impact of your questions, you also need to learn how to answer question the prospect will have.

How To 120

How To Objections Territories Maximizer 120

SBI Growth

AUGUST 6, 2012

The objective for each was to identify growth opportunity and align resources accordingly. You need to focus efforts on companies that maximize your ROI. Customer Spend: Calculate the ideal revenue from your prospects. What should your prospects be spending on your products or services? What is wrong with this picture?

Opportunity 316

Opportunity Strategy Banking Territories 316

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 addresses how sales representatives engage with prospects, close deals, and meet revenue targets.

Paid Content 52

Paid Content Lead Rank Top of Funnel Marketing 52

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 addresses how sales representatives engage with prospects, close deals, and meet revenue targets.

Paid Content 52

Paid Content Lead Rank Top of Funnel Marketing 52

Hubspot Sales

OCTOBER 2, 2019

Having a set performance management plan keeps compensation structure and overall business objectives aligned, resulting in a more motivated sales team. To create an effective sales performance management process for your sales team, simplify your overall business objectives and make them relevant to the individual contributors on your team.

SAP 123

SAP Oracle Compensation Territories 123

Mindtickle

OCTOBER 24, 2022

Considering that most selling is done virtually today, and that buyer journeys are becoming more complex, it’s never been more important for salespeople to refine their skills in order to effectively engage prospects and customers. Objection handling. Objection handling. Time management. Technology use. Relationship building.

Top of Funnel 52

Top of Funnel Training Negotiation Buyer 52

Hubspot Sales

AUGUST 6, 2019

So how do you maximize the investment you’re making in sales new hires? Train reps on how your company handles prospecting. How does your company prospect? Include common objections that arise during your sales process. And let new hires respond to those objections before supplying them with ready-made scripts.

Hiring 122

Hiring Training Hubspot Inbound 122

SBI Growth

MARCH 3, 2013

To be successful, there are two essential questions a marketing leader must answer: How am I going to educate my customers and prospects on the new product? Often a new product comes out targeting a subset of your customer & prospect base. Reps need to know who in their territory wants to hear about the new widget.

Ideal Customer Profile 306

Ideal Customer Profile Buyer Persona Segment Education 306

SBI Growth

OCTOBER 21, 2013

Those reps were covering an extensive territory and large customer base. A majority of reps focused on margin, and gave up prospecting for new accounts. If the team does not have a strategy for maximizing pay, they will thrash. Consider the metrics that will drive your top 3 sales objectives for the year.

Hiring 293

Hiring Ideal Customer Profile Margin Face-to-face 293

The Pipeline

MAY 27, 2011

10 Fail-proof Tasks to Help Turn Your Prospects into Buyers. Prospecting is a term that’s been around for a long time. Your business strategies are the same as the gold-miners, except instead of digging for ore, you’re digging for customers, with your mind focused on this: you want to find the right prospects—the serious buyers.

Pipeline 243

Pipeline Prospecting Twitter Ideal Customer Profile 243

Zoominfo

OCTOBER 6, 2020

You have a strong solution to go along with a solid stream of both inbound and outbound activity, which prompted you to split the team by each channel to maximize meeting creation (and hopefully pipeline!). Have you tried this response to XYZ’s objection? Things are great, but your time is also stretched too thin. And work well.

Lead Rank 169

Lead Rank Lead Scoring Leads Marketing Qualified Lead 169

Partners in Excellence

APRIL 16, 2012

Pipeline reviews, territory reviews, account reviews, opportunity reviews, call reviews. The same thing happens in account or territory reviews. We start talking about the account or territory plan, and within a few minutes, a deal pops up and we shift our focus to a deal. Each review has a different focus and objective.

Territories 90

Territories Top of Funnel Maximizer Funnel 90

Zoominfo

OCTOBER 6, 2020

You have a strong solution to go along with a solid stream of both inbound and outbound activity, which prompted you to split the team by each channel to maximize meeting creation — and hopefully pipeline. Have you tried this response to XYZ’s objection? Things are great, but your time is also stretched too thin. And work well.

Lead Rank 130

Lead Rank Lead Scoring Leads Marketing Qualified Lead 130

Mindtickle

JANUARY 29, 2021

It’s not surprising that effective onboarding services that meet or exceed sales reps’ expectations can improve quota attainment by 16.2%, but what is surprising is how many organizations aren’t truly maximizing their reps’ time during their onboarding phase. Prospecting process. Vertical- or territory-specific knowledge.

Hiring 93

Hiring Revenue Face-to-face Quota 93

LeadFuze

OCTOBER 20, 2023

You’re about to discover how an effective script can transform icy reception into warm leads; how asking open-ended questions keeps prospects engaged longer; and why something as simple as tone could change the game entirely. But successful cold calling requires more than just dialing random phone numbers hoping for good fit prospects.

Cold Calling 52

Cold Calling Hiring Lead Rank Lead Scoring 52

The Pipeline

DECEMBER 21, 2015

From THE PARADOX OF STRETCH GOALS: ORGANIZATIONS IN PURSUIT OF THE SEEMINGLY IMPOSSIBLE: “An organizational goal with an objective probability of attainment that may be unknown but is seemingly impossible given current capabilities (i.e., This will impact reps’ individual plans for their territories and accounts, as well as their execution.

Forecasting 120

Forecasting Territories Exercises Account 120

Jonathan Farrington

OCTOBER 5, 2012

And you competently juggle your frenetic schedule, apportioning just the right amount of time for office work, prospecting, sales calls, follow-up, travel, and communication. It is aptly referred to as the Shiny Object Syndrome. Can you tell where the Shiny Objects are in the following? An interested prospect you just met with.

Ideal Customer Profile 34

Ideal Customer Profile Objections Prospecting Sales Qualified Lead 34

The Pipeline

MARCH 6, 2012

Objection Handling. Prospecting. Territory Alignment. 3 R’s of Prospecting Success. Get your copy now and gain instant access to dozens of e-books, special reports and audio programs from some of the sales world’s leading experts! Interactive Selling. Lead Management. Negotiations. Next Steps. On-Line Conference.

Pipeline 212

Pipeline Hiring Top of Funnel Cold Calling 212

Hubspot Sales

JUNE 28, 2019

As you'll read below, sales operations includes everything from lead management, sales strategy, and territory structuring and alignment to process optimization, compensation plans, sales automation, training, and data analytics and reporting. Territory Definition. Download Our Free Sales Conversion Rate Calculator and Guide.

Sales Operations 98

Sales Operations Hiring Lead Rank Territories 98

Pipeliner

SEPTEMBER 19, 2022

The checklists of the five, ten or twenty best strategies are provided to help you maximize the chances of hitting your numbers by Dec. Actions like “Contact every client” are often suggested while another fan favorite is “Go back to prospects who had chosen another vendor”. And is saying self-serving a bit harsh?

Government 52

Government Sage Channels Vendor 52

Partners in Excellence

MARCH 22, 2017

They should never pick up the phone and make a prospecting call!” Who is responsible for maximizing our share of customer? 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

Gong.io

NOVEMBER 21, 2022

Sales territories get a bad rep. . But that’s not a problem with sales territories as a whole so much as it’s a problem with how those territories were created and assigned. When you create balanced sales territories that everyone is happy with, the benefits can be huge. . What is a sales territory?

Territories 62

Territories Ideal Customer Profile Segment Lead Rank 62

Mindtickle

JANUARY 29, 2021

It’s not surprising that effective onboarding services that meet or exceed sales reps’ expectations can improve quota attainment by 16.2%, but what is surprising is how many organizations aren’t truly maximizing their reps’ time during their onboarding phase. Prospecting process. Vertical- or territory-specific knowledge.

Hiring 52

Hiring Revenue Face-to-face Quota 52