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

Partners in Excellence

SEPTEMBER 14, 2023

Time Available For Selling is a critical issue for everyone in sales. Thinking of sellers chained to their desks, constantly on Zoom, telephone, or other meetings. 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.

CRM 137

CRM Proposal Maximizer Up-Sell 137

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

The Pipeline

APRIL 27, 2011

Sign up for our Email Newsletter. The six elements of a perfect sales meeting. Stored in Attitude , Business Acumen , Coaching , Emotional Intelligence(EQ) , Guest Post , Sales Leadership , Sales Management , Sales Meetings. Do you dread the weekly sales team meeting? We’re not selling in a vacuum. Free Resources.

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Sales Meeting Pipeline Meeting Hiring 251

Zoominfo

DECEMBER 16, 2020

And unlike most these applications, CRMs fail to help selling professionals, you know, sell. So, let’s dive into how Salesforce Sync helps enable sales reps by supporting the foundation of any sales process: Territory Management. ZoomInfo Salesforce Sync for Territory Management.

SalesForce 219

SalesForce Territories Intent Signal Buyer Persona 219

The Pipeline

FEBRUARY 15, 2016

In the last of this series on proven ways to blow a meeting , we’ll look at two related opportunities that many sales people love to take advantage to derail a meeting. In a similar way, reps sometimes look at their agenda or meeting plan like holly scripture not to be messed with or deviated from.

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Sales Meeting Meeting Cancellation Buyer 120

Zoominfo

NOVEMBER 1, 2022

In this post, we’ll meet three ZoomInfo customers — Alan, Nic, and Thomas — to learn how ZoomInfo has helped them streamline their workflows, improve their performance, and grow in their careers. Castro began his career in sales in a field role, which has long been shorthand for good old-fashioned door-to-door selling.

Prospecting 130

Prospecting Hiring Face-to-face Intent Data 130

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? And there are a number of other activities that are critical to enabling those meetings. Or sales planning at 14% of seller time.

Territories 81

Territories Examples Negotiation Meeting 81

The Pipeline

MAY 23, 2011

Sign up for our Email Newsletter. LinkedIn: Social-ism Meets Capital-ism – Sales eXchange – 98. Stored in Attitude , Business Acumen , Sales 2.0 , Sales Leadership , Sales eXchange , Social Selling , Social media , execution. What happens when social-ism meets capital-ism? Home About The Pipeline. Free Resources.

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LinkedIn Pipeline Meeting Social Media 241

Sales 2.0

APRIL 7, 2017

The key point is relationships take more time and energy to establish than setting up a screen share (or worst case jumping on a plane.) Redefining Sales Territories: From Geographic to Social Proximity. That’s right, not even you, sales territories. Nothing gold can stay. Read the full article.

Account 150

Account Territories Conference Energy 150

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

Nutshell

DECEMBER 28, 2018

A 1:1 sales meeting provides sales managers and sales reps time for reflection and goal setting, as well as an opportunity for both sides to raise their concerns. As a manager, you shouldn’t look at your weekly individual meetings as simply a time to go over sales numbers. 1) Start by listening. 1) Start by listening.

Sales Meeting 97

Sales Meeting Meeting Motivation Coaching 97

OpenSymmetry

MARCH 16, 2016

The Territory & Quota Management Revolution – New Incentive Compensation Platforms Blazing the Trails to Greater Efficiencies. Gone are the simplistic days of sales reps simply “having a patch” to cover for selling their goods and services. Territory Definition and Modeling.

Territories 40

Territories Quota Incentives Incentive 40

The Pipeline

APRIL 8, 2011

Sign up for our Email Newsletter. Battle Reparation Tactics Meet Marketplace Strategies. We took two definitive steps to get the Iraqi people to willingly let us help them get their infrastructure up and stable. Show them you’re willing to meet their needs and you’re building bridges. Home About The Pipeline.

Pipeline 216

Pipeline Meeting Webinar Metrics Strategy 216

Sales 2.0

APRIL 19, 2016

The key point is relationships take more time and energy to establish than setting up a screen share (or worst case jumping on a plane.) Redefining Sales Territories: From Geographic to Social Proximity. That’s right, not even you, sales territories. Nothing gold can stay. Read the full article.

Account 150

Account Territories Conference Energy 150

SBI Growth

OCTOBER 4, 2013

To assist you further, sign-up for SBI’s Sales & Marketing Research Review here. Bottom-Up Quota Setting. If they don’t meet owner expectations, the whole operation is in jeopardy. Bottom-Up Quota Setting: Validating quota from a Sales Rep & Sales Management perspective. Sometimes this metric is all that matters.

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Quota Ideal Customer Profile Territories Demographics 306

Hubspot Sales

FEBRUARY 12, 2024

They’re trained to sell to anyone who wants to buy and facilitate a quick buying process — but as inbound salespeople, we know who our products are made for, and we should only be selling to customers who are going to leverage value over time. The prospect is not in your sales territory. Their vertical market (i.e.

Hubspot 115

Hubspot Sales Process Buyer Churn 115

InsideSales.com

MAY 13, 2021

Since the landscape has changed dramatically in the past year, here’s what changed about the traditional inside sales vs. outside sales conversation and how sales are building new, digitally enabled teams, no matter where they set up their workspace. The Death of the Conference Room Meeting. Strategic vs. Transactional Selling.

Outside Sales 99

Outside Sales Conference Inside Sales Territories 99

Anthony Iannarino

MAY 20, 2020

Your territory isn’t as good as your neighbor’s territory. So they meticulously created a geographical territory that contains no clients you could win. You’ve noticed the number one rep from your primary competitor has this same territory, and you are sure this is all by design. This makes no sense.

Lead Rank 128

Lead Rank Lead Scoring Territories Cold Calling 128

Crunchbase

MAY 18, 2023

According to Demand Gen Report ‘s 2022 B2B Buyer Behavior Survey , 55% of buyers say their purchasing timelines have grown, while 82% of sales professionals have had to adapt quickly to new ways of selling. A few years ago, sales teams could rely on inbound leads to meet their quotas. The result?

Sales Cycle 98

Sales Cycle Lead Rank Lead Scoring Sales Qualified Lead 98

Anthony Iannarino

JULY 2, 2020

There, I provided a framework made up of 10 common commitments, something salespeople have found to be useful in winning big deals and making more money. The salesperson drove past the location every day for two and a half years, as he worked in his territory, without ever stepping foot inside the building.

Closing 121

Closing Territories Decision Maker eBook 121

The Pipeline

FEBRUARY 3, 2012

Sign up for our Email Newsletter. Stored in Attitude , Business Acumen , EDGE Sales Process , Metrics , Productivity , Sales Success , Territory Alignment , execution. By shrinking your territories, strategically where it make sense. logically shrink territories. logically shrink territories. Free Resources.

Pipeline 212

Pipeline Territories Harvest Cold Calling 212

Hubspot Sales

JULY 22, 2020

But, sales professionals cannot rely on cold calls and haphazard prospect visits if they want to meet their sales goals and make it into the top 10%. The HubSpot Sales Platform gives sales professionals the tools they need to sell more deals faster in one integrated suite. HubSpot Sales Platform. Pricing: Free. Pricing: Free.

Tools 108

Tools Closing Territories Hubspot 108

Steven Rosen

MAY 5, 2022

The reality is that reaping the benefits of impactful sales manager coaching is more complicated than meets the eye. 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.

Coaching 177

Coaching Sales Management Sales Coaching Account 177

Allego

SEPTEMBER 17, 2020

Your company may have pivoted to virtual selling overnight this spring, but now you realize that working and closing deals when you can’t be there in person is the new normal. For everyone used to sitting down with a prospect, it’s new territory. It may seem simple—just move your meetings online, right? Facing 8 New Challenges.

Collateral 147

Collateral How To Video Face-to-face 147

Janek Performance Group

APRIL 17, 2024

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. Pressured to meet quotas, BDRs may experience burnout or resort to overly aggressive tactics.

Outsourcing Services 62

Outsourcing Services B2B Lead Rank Sales Qualified Lead 62

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

Steven Rosen

MAY 5, 2022

The reality is that reaping the benefits of impactful sales manager coaching is more complicated than meets the eye. 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.

Coaching 156

Coaching Sales Management Sales Coaching Account 156

Zoominfo

JANUARY 15, 2021

When sales teams adapt lead intelligence to selling strategies, they gain better perspectives of ideal target customers. From a go-to-market standpoint, it offers users the ability to understand where their solution stands in the current ecosystem and how to adapt them in selling, marketing, or product strategies.

Sales Qualified Lead 207

Sales Qualified Lead Marketing Marketing Qualified Lead Lead Rank 207

The Sales Hunter

MARCH 7, 2014

Every time you meet with your boss, you say something like, “If only we had _, then I would be able to sell a lot more.” A strong desire to do paperwork to keep the office and your boss happy as a way to cover up for not spending more time selling. Hesitation to call customers and especially to call prospects.

Cold Calling 226

Cold Calling Territories Consultative Selling Motivation 226

Zoominfo

JULY 12, 2022

To set their sales teams up for success — and drive the largest possible return on investment for their businesses — today’s go-to-market leaders need comprehensive, integrated data and intelligent lead-routing systems. And keeping go-to-market data up to date and accurate only becomes more difficult as the sheer volume of it increases.

Data 130

Data Lead Rank Lead Scoring Sales Qualified Lead 130

SBI Growth

MARCH 23, 2013

It went up substantially, but the total sales heads did not go up. Outside of the red circle, adding heads will be tough to sell to the CEO. Territory Potential - Top Down. If you don’t have enough resources to meet demand you are leaving revenue on the table. Inputs: Revenue potential by territory. #

Ideal Customer Profile 257

Ideal Customer Profile Hiring Territories Quota 257

SBI Growth

DECEMBER 10, 2013

Do I have the right talent on my team to meet these initiatives? It’s foolish to spend additional money on someone who will end up missing quota yet again in 2014. Are they in the right territories? At this point ‘A’ Players should be very involved in Social Selling. Is my talent aligned to accomplish this objective?

Territories 300

Territories Scale Guidelines Groups 300

Pointclear

MAY 14, 2018

Territory Adjustments. Salespeople expect there may be territory adjustments at the beginning of a year. Yet, when done across the board in many territories, especially mid-year, you can expect a major hiccup in sales momentum as salespeople judge the consequences, adjust their schedules, meet new accounts and prospects, etc.

Territories 124

Territories Quota Sports Compensation 124

Zoominfo

DECEMBER 16, 2020

And unlike most these applications, CRMs fail to help selling professionals, you know, sell. So, let’s dive into how Salesforce Sync helps enable sales reps by supporting the foundation of any sales process: Territory Management. In fact, just 17% is spent meeting with potential vendors.

SalesForce 100

SalesForce Territories Intent Signal Buyer Persona 100