Zoominfo

MAY 11, 2020

There’s a lot to think about when developing an annual sales plan to support your organization’s strategy and objectives: New customer acquisition, customer retention, increasing share of wallet, resource budgeting … just to name a few. But don’t forget about your sales territory plan. What is a Sales Territory Plan?

Territories 100

Territories Outsourcing Services Buyer Ideal Customer Profile 100

Zoominfo

MAY 3, 2022

Engage The new Gmail plug-in for Engage, ZoomInfo’s sales automation tool , allows you to access Engage’s email templates and variables directly from your Gmail inbox, as well as track Gmail activity in Engage and other connected CRMs. Let’s walk through the new features and integrations that can help you hit your number.

Scale 130

Scale Territories Lead Rank Enterprise 130

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

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

SBI Growth

AUGUST 1, 2013

What additional resources should be pulled in for this opportunity? Is there significant un-tapped opportunity? Examples include optimized territory structures and off-loading non-essential tasks. Providing them an objective way to better prioritize customers is a great start. Assign a weighting to each variable.

Ideal Customer Profile 317

Ideal Customer Profile Tools Scale Hiring 317

Mr. Inside Sales

MARCH 25, 2021

Skill level of the sales rep is the most important thing; however, there are other variables like the type of lead—inbound versus outbound; the territory; existing client or new prospect; the marketing and/or branding of the company, etc., And you’ll get there if you’re creating more opportunities, and that means making more calls.

Face-to-face 178

Face-to-face Gatekeeper Decision Maker Licensing 178

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

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

Partners in Excellence

MAY 6, 2021

It would be unacceptable for them not to have territory plans, maximizing the growth within their territories. We invest millions in software tools to help do these things, we invest additional millions in training to do these things, we invest thousands of person hours in account and territory planning.

Territories 162

Territories Maximizer Compensation Account 162

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

Janek Performance Group

APRIL 17, 2024

They then leverage research tools and market insights to pinpoint promising opportunities. This is accomplished by uncovering additional opportunities and cross-selling/up-selling to existing clients. They can streamline the sales process and reduce the need for expensive lead generation tools or outsourcing services.

Outsourcing Services 118

Outsourcing Services B2B Lead Rank Sales Qualified Lead 118

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? Opportunity Management. In sales, an opportunity is a highly qualified lead that is likely to buy. Territory Management. Lead Qualification.

Sales Process 129

Sales Process Ideal Customer Profile Sales Qualified Lead Territories 129

Zoominfo

JULY 5, 2022

A modern routing strategy that’s built for revenue growth includes three main elements: Integrated account-based selling tools The ability to route any object (e.g. Your sales team will be left to work with deficient data and miss out on significant sales opportunities. The higher the possibility, the higher the lead score.

Lead Rank 130

Lead Rank Lead Scoring Revenue Leads 130

Zoominfo

DECEMBER 15, 2020

So whether you’re expanding into new territory, prepping for next year’s round of new hires, or deploying marketing campaigns, following these B2B tips and tricks will help your B2B efforts during the holiday season. Find More Selling Opportunities with Buyer Intent Data. Smooth Out the Sales Process by Mastering Objections. “I

B2B 237

B2B Trade Show Intent Data Buyer Intent 237

Janek Performance Group

APRIL 2, 2024

Here, we’ll go micro and explore the key metrics, methodologies, and tools for evaluating your business development strategy. This is a missed opportunity. And they will reveal opportunities and deficiencies in your processes. Analyze trends over time and segment data by customer or territories.

Webinar Metrics 62

Webinar Metrics Top of Funnel Strategy Analysis 62

SBI Growth

SEPTEMBER 11, 2012

Deploying a Sales Force Automation tool will not solve the challenges facing your Sales organization. Developing that skill, however, proves difficult because many organizations can’t evaluate themselves objectively. There was no Sales Territory Design in place. There was no Sales Territory Design in place.

Territories 306

Territories Top of Funnel Analysis Penetration 306

SBI

SEPTEMBER 18, 2012

Prospecting Attention Deficit Disorder: How to Avoid the Shiny Object Syndrome. All of these results-focused activities and all of your seemingly unlimited energies are directed at a highly targeted end-goal: generating the maximum amount of revenue from your territory. It is aptly referred to as the Shiny Object Syndrome.

Ideal Customer Profile 125

Ideal Customer Profile Objections Prospecting Sales Qualified Lead 125

SBI Growth

DECEMBER 10, 2013

Is my talent aligned to accomplish this objective? They should be let go to seek other opportunities where they might be more successful. ‘B’ Are they in the right territories? In order to determine their roles for 2014 (either inside or outside the organization) you need an unbiased and objective analysis.

Territories 300

Territories Scale Guidelines Groups 300

SBI Growth

JANUARY 19, 2014

Each type of buyer has unique objectives, fears, metrics and objections. “A” Opportunities slip through the cracks. Territories underperform. The rep should come away with a full understanding of key persona: Objectives and Job Responsibilities. Common Objections. Sales Process, including Tools to help.

Hiring 275

Hiring Policies Territories System 275

Janek Performance Group

MARCH 12, 2024

Many sales professionals often don’t receive the crucial tools needed for success right away. Ask questions like, “How would you handle a customer’s price objections?” Simulations add some much-needed objectivity to the interview process. And don’t stop at testing them with sales-rep-to-customer interactions.

Hiring 62

Hiring Sales Talent Compensation Lead Rank 62

Steven Rosen

MAY 5, 2022

Imagine my surprise when I read Jim Dickie’s Sales Mastery post that showed that 1/3 of sales executives surveyed said that sub-optimal sales manager coaching is one of their top 3 barriers to achieving their objectives. Are you concerned that your sales manager’s coaching is a barrier to achieving your revenue objectives?

Coaching 177

Coaching Sales Management Sales Coaching Account 177

SBI Growth

SEPTEMBER 11, 2012

Deploying a Sales Force Automation tool will not solve the challenges facing your Sales organization. Developing that skill, however, proves difficult because many organizations can’t evaluate themselves objectively. There was no Sales Territory Design in place. There was no Sales Territory Design in place.

Territories 264

Territories Top of Funnel Analysis Penetration 264

Sales Hacker

DECEMBER 1, 2022

Typically, SDRs work from one of two territory models: Static territories based on geography or vertical or business segment. Think account hoarding , unequal opportunity to hit quota , missed revenue , and rep dissatisfaction. A dynamic book management model actually does away with the concept of static territories entirely.

Account 77

Account Lead Rank Ideal Customer Profile Territories 77

Steven Rosen

MAY 5, 2022

Imagine my surprise when I read Jim Dickie’s Sales Mastery post that showed that 1/3 of sales executives surveyed said that sub-optimal sales manager coaching is one of their top 3 barriers to achieving their objectives. Are you concerned that your sales manager’s coaching is a barrier to achieving your revenue objectives?

Coaching 156

Coaching Sales Management Sales Coaching Account 156

Hubspot Sales

OCTOBER 5, 2017

Objection: A prospect’s challenge leading to opposing a product or service, i.e. budget, time constraints. Goal: Turn Opportunities Into Customers. Find opportunities to develop a connection through personalization, rapport building, and trust development. Does the prospect fall within my territory? Stakeholder-level.

Prospecting 144

Prospecting Tools Top of Funnel Lead Rank 144

InsightSquared

JANUARY 8, 2018

Q: How does your team use InsightSquared to make sure that your reps are keeping on top of every opportunity? Joe: I suggest reps use InsightSquared to look at their in-month opportunities that are late-stage. I can then work with marketing to create a targeted campaign for the rep’s product line or in their territory.

Opportunity 54

Opportunity Closing System Lead Rank 54

Hubspot Sales

OCTOBER 2, 2019

Here are some elements that could be included in a sales rep development plan to help them build their skills: Required training for sales enablement tools. Having a set performance management plan keeps compensation structure and overall business objectives aligned, resulting in a more motivated sales team.

SAP 127

SAP Oracle Compensation Territories 127

PandaDoc

APRIL 25, 2023

Acting as an essential tool for businesses of all sizes and in all industries, a robust sales plan helps to identify sales goals, target markets, and sales tactics to achieve those goals. Another benefit of sales planning is that it aids the process of identifying new sales opportunities and potential customers.

Examples 52

Examples How To Hiring Segment 52

BrainShark

AUGUST 24, 2022

Objection Handling. Territory Management. Salespeople must communicate effectively throughout the sales cycle, from cold outreach and follow-up to moving an opportunity along. To be effective, salespeople need to develop a strategic approach to prospecting and work on it daily to identify new business opportunities better.

Social Media 62

Social Media Territories Face-to-face Negotiation 62

The Pipeline

FEBRUARY 3, 2012

Stored in Attitude , Business Acumen , EDGE Sales Process , Metrics , Productivity , Sales Success , Territory Alignment , execution. By shrinking your territories, strategically where it make sense. This concern applies to coverage for existing accounts, or harvesting the new business opportunities.

Pipeline 212

Pipeline Territories Harvest Cold Calling 212

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. Marketing Plan Template: The Essential Components An effective marketing plan outlines a business’s strategies and tactics to achieve its marketing objectives.

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. Marketing Plan Template: The Essential Components An effective marketing plan outlines a business’s strategies and tactics to achieve its marketing objectives.

Paid Content 52

Paid Content Lead Rank Top of Funnel Marketing 52

The Pipeline

SEPTEMBER 15, 2014

Revisit “No decision” Opportunities – As I have argued in the past, it is important that we always understand why opportunities that made it into our pipeline delivered the results they did, usually one of three: Win – Loss – No Decision. We each presented three things you can do to close the year strong.

Outsourcing Services 306

Outsourcing Services Closing Hiring Social Selling 306

SBI Growth

APRIL 19, 2013

Here is a screening tool. When your team brings you a sales problem, evaluate it with this tool. The tool has 10 yes/no questions. The 10 questions in this tool can help. This tool is used before spreadsheets are built. For example, when asked for funds to train sales reps, ask for an objective. Root cause.

Lead Rank 276

Lead Rank Lead Scoring Segment How To 276

Anthony Iannarino

AUGUST 22, 2020

Opportunity Creation. You will never close an opportunity without first creating it. Territory and Account Plan: You need a territory and account plan to guide your effort in deciding where you are going to find these opportunities and your strategy for helping compel them to change. Opportunity Capture.

Territories 79

Territories Decision Maker Opportunity Cold Calling 79

Steven Rosen

JANUARY 22, 2018

Imagine my surprise when I read Jim Dickie’s Sales Mastery post that showed that 1/3 of sales executives surveyed, said that sub-optimal sales manager coaching is one of their top 3 barriers to achieving their objectives in 2018. Are you concerned that your sales managers coaching is a barrier to achieving your revenue objectives in 2018?

Sales Coaching 273

Sales Coaching Coaching Sales Management Study 273

Allego

SEPTEMBER 17, 2020

For everyone used to sitting down with a prospect, it’s new territory. To master virtual selling, you need to differentiate yourself, nurture prospects, handle objections, and fight screen fatigue—all at the same time. Challenge 1: Fewer Opportunities for Collaboration. Live video conferencing tools can only take you so far.

Collateral 147

Collateral How To Video Face-to-face 147