DiscoverOrg Sales

OCTOBER 27, 2016

It wasn’t until after my own special brand of analysis, that I would begin full-on selling. 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. 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. See if your sales territories have room for improvement.

Territories 70

Territories Software Software Benefit 70

Janek Performance Group

AUGUST 29, 2023

The truth about salespeople who are reluctant to prospect boils down to two things: First, they are reluctant to prospect because past attempts resulted in failure. Second, they don’t know what to say to prospects. Prospecting reluctance can be the silent killer of sales careers.

Prospecting 62

Prospecting Hiring Face-to-face Pipeline 62

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

Sales Hacker

DECEMBER 9, 2022

Sales leaders often evaluate prospects and existing customers based on readily available information — order history, and firmographic data (company location, size, industry, etc). Start your sales planning efforts with account segmentation to fill your territories with fruitful opportunities and increase your sellers’ ability to hit quotas.

Lead Rank 97

Lead Rank Territories Lead Scoring Quota 97

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

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 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

Partners in Excellence

SEPTEMBER 14, 2023

Time Available For Selling is a critical issue for everyone in sales. But before I go into a further discussion about time available for selling, let me first define how I look at time available for selling. There are review meetings-ideally to help improve their selling performance.

CRM 129

CRM Proposal Maximizer Up-Sell 129

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

Tenbound

APRIL 19, 2024

Who is using video successfully in their prospecting? Last but not least, don’t forget to; “LinkedIn connect, and don’t sell!” This includes respect for the Sales Development motion and people, the importance of alignment between teams, and a focus on setting the SDR and AE up for success. What’s the best cold call opener?

Territories 45

Territories Cold Calling Pipeline Webinar Metrics 45

The Pipeline

JUNE 5, 2013

The more territory, the more accounts I get, the better I will do”. Yet often the opposite is true, more often than not, less is more in sales accounts and territories. When I asked them what can be done to hit their goals, all but one suggested that we add accounts to their territories that were homeless due to a recent departure.

Territories 303

Territories Top of Funnel Account Funnel 303

Partners in Excellence

SEPTEMBER 21, 2023

A lot of the conversation focuses on “freeing up time.” ” But as I think about it, is the issue really about freeing up time or is it about using our time more effectively? Looking at prospecting and conducting sales calls–sellers are spending 33% of their time engaging with customers/prospects.

Territories 81

Territories Examples Negotiation Meeting 81

Sales and Marketing Management

JULY 11, 2019

Author: David Bernard The organization of a sales team is always relevant no matter what size a business is, whether a start-up, an SME or a Fortune 500 company. During the last quarter, a more in-depth analysis with the full year’s results can set up any major changes for the following year. The territory. Define objectives.

SME 209

SME Social Selling Follow-up Territories 209

Partners in Excellence

FEBRUARY 8, 2022

There are surveys for sellers covering things like prospecting, pipeline management, closing, sales process. ” If sales management and selling were that easy… The problem is, these are false choices. As sellers, we have to manage our territories and accounts. We have to do the whole job.

Survey 92

Survey Hiring Territories Incentives 92

Hubspot Sales

SEPTEMBER 16, 2020

By having a specific set of criteria reps should look for when qualifying leads, along with a consistent set of questions they can ask in initial sales calls, reps will be more prepared walking into their initial conversations with prospects, and can feel more confident when pursuing the right leads for their offer. Territory Management.

Sales Process 127

Sales Process Ideal Customer Profile Sales Qualified Lead Territories 127

The Pipeline

SEPTEMBER 15, 2014

In the discussions leading up to the event we wanted to deliver something of substance, people can put into practice right away in almost every market segment, and something that would have impact now, before the end of the year. Leverage Automation – The hidden cost of social selling is time, and to a lesser degree content.

Outsourcing Services 306

Outsourcing Services Closing Hiring Social Selling 306

SBI Growth

OCTOBER 12, 2013

Has your Sales Ops planning kept up with the new realities? Setting Quotas, territory structures, headcounts and total compensation budgets are examples. Setting Quotas, territory structures, headcounts and total compensation budgets are examples. If that covers most of your plan’s components, you better catch up.

Buyer Persona 310

Buyer Persona Territories Compensation Buyer 310

Sales Result

JANUARY 22, 2020

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.

Strategy 64

Strategy Marketing Territories Maximizer 64

SBI Growth

NOVEMBER 22, 2012

Customer/prospect segmentation is a key first step in making wise allocation decisions. What is the revenue opportunity from prospects? Where exactly are these greatest potential customers and prospects? Has the prospect data source been carefully selected to ensure reliable output? How much is that for each opportunity?

Segment 288

Segment Customer Territories Penetration 288

SalesLoft

OCTOBER 6, 2017

Unfortunately, your reps get bogged down with additional responsibilities like client management, CRM upkeep, and admin responsibilities in addition to their selling tasks. But modern sales technology automates the responsibilities that pull your reps away from prospect engagement. Let’s dive into an example.

Maximizer 52

Maximizer Territories SalesForce Guarantee 52

Partners in Excellence

DECEMBER 1, 2020

Some of the sales people were eating up the programs–but they were the consistent top performers. Effective prospecting will vary. What maximizes the success of a Global Account Manager in hunting in her account will be different from that which is most effective for territory managers.

Sales Enablement 88

Sales Enablement Territories Face-to-face Maximizer 88

Zoominfo

DECEMBER 16, 2019

In 3 hours, the go-to-market teams at ZoomInfo made 24,000 calls, ended up on the phone with our customers and prospects for 250 hours, scheduled 400 follow up meetings, etc. Avoid overlap in our call lists so reps weren’t repeating calls to the same prospects. Here’s how we did it. Is cold calling dead?

Cold Calling 200

Cold Calling Call-back Competition Scale 200

Partners in Excellence

NOVEMBER 14, 2018

It’s nice to do in the evening, no distraction from devices, there’s the great tactile feeling as I pick up a new piece, trying to figure out where it fits. Sometimes, I think selling, and all the things sales people must do to be successful, is something like a jigsaw puzzle. We engage with customers in meetings/calls.

Jigsaw 68

Jigsaw Top of Funnel Territories Maximizer 68

Zoominfo

JANUARY 12, 2021

A steep upfront investment, the CRM promised to digitize go-to-market motions and give sales managers visibility into pipeline and forecasting management, including quote-to-cash, territory management, and customer 360 efforts. A costly problem—with analysts citing CRM implementation costs reaching up to $100 million. The result?

System 100

System CRM Forecasting Territories 100

Hubspot Sales

OCTOBER 5, 2017

Sell, sell, sell. 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? What's the difference between leads and prospects? Tick tock, tick tock, tick tock.

Prospecting 144

Prospecting Tools Top of Funnel Lead Rank 144

Partners in Excellence

NOVEMBER 2, 2020

“All sales problems are pipeline problems, and all pipeline problems are prospecting problems…… ” I was having a conversation with a really smart person. They don’t even look at refining the initial engagement approach in prospecting, they just demand more.

Pipeline 85

Pipeline Ideal Customer Profile Top of Funnel Hiring 85

Score More Sales

JUNE 30, 2014

Complicated commission plans or unwieldy territory rules and exceptions cause a half-baked sales team. For a perfectly cooked main dish of deals that hit quota, keep things simple to understand and easy for sellers to sell. Keep it Consistent – baking is scientific, and so is selling. Train and coach frontline sales leaders.

Hiring 247

Hiring Ideal Customer Profile Territories Commission 247

The Pipeline

MAY 27, 2011

Sign up for our Email Newsletter. 10 Fail-proof Tasks to Help Turn Your Prospects into Buyers. Prospecting is a term that’s been around for a long time. There are steps to follow that can make prospecting easy and effective. Let’s take a look at 10 fail-proof tasks to help turn prospects into buyers: Before the Call.

Pipeline 243

Pipeline Prospecting Twitter Ideal Customer Profile 243

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. and then I add up each month and come up with an EXACT figure. 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!)

Face-to-face 158

Face-to-face ACT Exact Inside Sales 158

BrainShark

AUGUST 24, 2022

Selling to local SMBs is very different from selling to Fortune 100 executives, for example.) Prospecting. Social Selling. Territory Management. Salespeople must communicate effectively throughout the sales cycle, from cold outreach and follow-up to moving an opportunity along. Prospecting.

Social Media 62

Social Media Territories Face-to-face Negotiation 62

Crunchbase

MARCH 13, 2023

As the downturn continues, many account executives are expected to be selling more and achieving better results in order to help their companies maintain trajectory. For instance, it’s often easier to get meetings with prospects in the SME space, particularly startups. Make smarter territory choices Hard times mean hard choices.

Territories 59

Territories Churn Face-to-face SME 59

The Brooks Group

OCTOBER 19, 2015

Without strategic territory planning at the senior leadership level, your organization can’t move forward. But at the field level, for sales reps who are generally fast-paced and enjoy selling more than planning , getting disciplined around prospecting can be a challenge. Focus on Prospect Quality, Not Size.

Prospecting 40

Prospecting Territories Top of Funnel Sales Qualified Lead 40

Apptivo

MARCH 9, 2023

3 Ways sales automation can help your reps sell more! However, at times no matter how long one stretches, sales tasks eat up a lot of productive hours. 3 Ways sales automation can help your reps sell more! In general there is a 10% difference in reply rate between having 1-200 and 1000+ prospect base.

Sales Automation 64

Sales Automation Lead Rank Lead Scoring Campaigns 64

Partners in Excellence

JANUARY 18, 2017

In theory, hunters are the people that have to prospect, to bring in new accounts or logos. The sales person’s job is to maximize the share of account or territory for which they are responsible. I believe it is our God-given right to 100% share of customer and share of territory. Sounds a lot like hunting.

Territories 48

Territories Maximizer Retention Account 48

SBI Growth

OCTOBER 21, 2013

By signing up for the tour , you’ll receive the " Performance Culture Assessment " tool. Those reps were covering an extensive territory and large customer base. If the tools are not enabling selling activity, they are a hindrance. A majority of reps focused on margin, and gave up prospecting for new accounts.

Hiring 293

Hiring Ideal Customer Profile Margin Face-to-face 293

SBI

SEPTEMBER 18, 2012

Prospecting Attention Deficit Disorder: How to Avoid the Shiny Object Syndrome. You enthusiastically immerse yourself in the activities and efforts required to learn about and stay up-to-date on the ever-changing array of products, competitors, and market trends. An interested prospect you just met with. The arrival of an RFP.

Ideal Customer Profile 125

Ideal Customer Profile Objections Prospecting Sales Qualified Lead 125