Janek Performance Group

APRIL 17, 2024

They then leverage research tools and market insights to pinpoint promising opportunities. Through consistent follow-up and relationship-building activities, BDRs can expand sales pipelines. This is accomplished by uncovering additional opportunities and cross-selling/up-selling to existing clients.

Outsourcing Services 118

Outsourcing Services B2B Lead Rank Sales Qualified Lead 118

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

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

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

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

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? Even non selling activities at 15% can be very important uses of time. For example, Gartner published an interesting analysis.

Territories 81

Territories Examples Negotiation Meeting 81

Steven Rosen

MAY 5, 2022

Sales management training with no follow-up or reinforcement is just an event, nothing more, nothing less. All successful sales organizations have developed and trained their sales reps on a formal selling process. The best-selling method is the one that is used and understood by a majority of your salespeople.

Coaching 177

Coaching Sales Management Sales Coaching Account 177

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

Hubspot Sales

SEPTEMBER 16, 2020

Ultimately, when your reps are selling to the right people, their job and sales process as a whole will be much smoother. The account management process maximizes the long-term value of select customer relationships by continually aligning your company’s capabilities with the needs of your customer. Territory Management.

Sales Process 126

Sales Process Ideal Customer Profile Sales Qualified Lead Territories 126

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

Partners in Excellence

DECEMBER 1, 2020

Some of the sales people were eating up the programs–but they were the consistent top performers. 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. Tools, systems, processes, training are not enough.

Sales Enablement 88

Sales Enablement Territories Face-to-face Maximizer 88

Steven Rosen

MAY 5, 2022

Sales management training with no follow-up or reinforcement is just an event, nothing more, nothing less. All successful sales organizations have developed and trained their sales reps on a formal selling process. The best-selling method is the one that is used and understood by a majority of your salespeople.

Coaching 156

Coaching Sales Management Sales Coaching Account 156

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. Make smarter territory choices Hard times mean hard choices. For teams with reduced headcounts, that usually means better territory planning.

Territories 59

Territories Churn Face-to-face SME 59

Hubspot Sales

JUNE 30, 2021

They all have their share of strengths and shortcomings — qualities that ultimately shape how they sell. A solid lead distribution strategy is one of the better ways to maximize your sales org's efficiency and make the most of your reps' individual strengths. No two sales reps are the same. Let's dive in. Leads are unique.

Distribution 100

Distribution Lead Rank Sales Qualified Lead Lead Scoring 100

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

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. We’ve written at length about the state of cold calling, and we’ve explained why the phone remains an essential tool in the modern sales rep’s arsenal.

Cold Calling 200

Cold Calling Call-back Competition Scale 200

SBI Growth

OCTOBER 21, 2013

Reps must have the tools and support to win the big deals. 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. The tools and resources in your organization play a large part in future success.

Hiring 293

Hiring Ideal Customer Profile Margin Face-to-face 293

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

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

Steven Rosen

JANUARY 22, 2018

Sales management training with no follow-up or reinforcement is just an event, nothing more nothing less. All successful sales organizations have been able to develop and train their sales reps on a formal selling process. The best-selling method is the one that is used and understood by a majority of your salespeople.

Sales Coaching 273

Sales Coaching Coaching Sales Management Study 273

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. Cold calling: Unsolicited calls to sell a product or service. Does the prospect fall within my territory?

Prospecting 144

Prospecting Tools Top of Funnel Lead Rank 144

Steven Rosen

JANUARY 22, 2018

Sales management training with no follow-up or reinforcement is just an event, nothing more nothing less. All successful sales organizations have been able to develop and train their sales reps on a formal selling process. The best-selling method is the one that is used and understood by a majority of your salespeople.

Sales Coaching 261

Sales Coaching Coaching Sales Management Study 261

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! For example, if they download a whitepaper, follow up with success stories to showcase a product or service.

Sales Automation 64

Sales Automation Lead Rank Lead Scoring Campaigns 64

Partners in Excellence

NOVEMBER 2, 2020

In diagnosing these problems, we can come up with any number of issues. We were able, in a pretty short period, to get her win rate up to 40%. In fact, forcing her to prospect before improving her deal execution, would have set her up for failure. This freed up the time for us to pursue more opportunities to grow the business.

Pipeline 85

Pipeline Ideal Customer Profile Top of Funnel Hiring 85

SBI Growth

JANUARY 6, 2013

How many changes do you have lined up for your sales organization to start 2013? Are you changing account or territory assignments ? Remember back when you were a kid growing up. Typically expert panels are made up of top sales representatives. It also gets people selling faster because they know it is going to change!)

Compensation 317

Compensation Survey Field Sales Quota 317

Pipeliner

MARCH 18, 2020

While it’s universally applicable, I’d like to focus on how it relates to selling. Taking it a step further, statistics showed that Japanese born in the Year of the Fire Horse actually died earlier than those born in other years – up to five years earlier! But what does it mean in terms of selling? Interesting stuff, right?

ACT 87

ACT Pharmaceuticals Territories Consumer 87

SBI

MARCH 18, 2015

The weekly sales forecasting process is the heartbeat of a sales teams’ activities, and intended to be a roadmap for the selling period. Today, this vital business process is plagued by archaic tools, namely spreadsheets or simplistic and inflexible bolt-ons in CRM applications.

Up-Sell 50

Up-Sell Revenue Sales Forecasts Forecasting 50

BrainShark

AUGUST 24, 2022

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

Social Media 62

Social Media Territories Face-to-face Negotiation 62

SBI Growth

SEPTEMBER 27, 2013

This tool is a practical guide to 10 conversations that will boost retention. Now they are impatient to make up for the temporary career setback. Best-selling author and Gen-Y expert Dan Schawbel explains why. When new territories and quotas are assigned, other pastures look temptingly green. But it isn’t.

Sales Talent 300

Sales Talent Conversion Survey Salary 300

Partners in Excellence

APRIL 8, 2021

One of the biggest errors I’ve seen is hiring a sales person from a huge/big name company and putting them in a start-up/small business role. This is more than just saying, “Here’s your territory, here’s your quota, here’s your comp plan. Make sure you take your training and get out and sell!”

Hiring 74

Hiring Maximizer Coaching Ideal Customer Profile 74

Emissary

AUGUST 6, 2022

The key is to choose an account planning template that fits into your selling environment … and then embed it into your sales culture. There are numerous choices between home-grown tools, publicly available content, and off-the-shelf options embedded within sales methodologies and technology platforms. Each offers value. Download Now.

Account 52

Account Account Based Marketing Hubspot Sales Methodology 52

Partners in Excellence

JUNE 9, 2022

More pretty much runs the gamut of topics—more leads, more opportunities, more scripts, more content, more support, more tools, more deals, more pipeline, more calls, more meetings, more proposals, more discounts. We Need Sellers Who "Sell," Not Take Orders Starting And Stopping "Amping Up" Your Pipeline Reviews.

Ideal Customer Profile 71

Ideal Customer Profile Sales Qualified Lead Pipeline Face-to-face 71

BrainShark

MAY 31, 2023

If a seller leaves and there’s a spot open, that quota isn’t covered or it’s split up by others on the team halfheartedly.” According to Sales Enablement Pro, “Prioritizing competency is necessary for sellers to keep up with the pace of rapid change in the modern selling environment.”

Hiring 62

Hiring Sales Talent Scale Sales Enablement 62

The Pipeline

JANUARY 8, 2015

Whenever sales types get together to talk about how to improve their selling, high on the list is the importance of asking questions, good questions, and for good reason. This is why having questions about objectives are much more powerful than questions about needs or pain, it opens things up, goes to possibilities, not just cures.

How To 120

How To Objections Territories Maximizer 120

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. They take care of this so that salespeople can focus on selling. Territory Definition.

Sales Operations 98

Sales Operations Hiring Lead Rank Territories 98

Hubspot Sales

AUGUST 6, 2019

The average ramp-up time for salespeople is between six and nine months. So how do you maximize the investment you’re making in sales new hires? Below is a guide to accelerated ramp-up time for your salespeople (along with some examples of how HubSpot trains their salespeople). What will your rep be selling? Orientation.

Hiring 122

Hiring Training Hubspot Inbound 122