SBI Growth

APRIL 21, 2013

He gets protective of “gray area prospects” who stretch across several regions. Every time there’s a territory rezoning he bellyaches. Or If you chop up my territory, I’ll look somewhere else. Because of this, prospects and existing customers don’t get the same level of service. He mostly gets his way.

Territories 303

Territories Quota Engineering Resources 303

Pipeliner

JULY 23, 2022

The more critical and complex type of navigation is developing the skill for exploring unknown territory. Navigation is also made more complex if the route to reach the objective is not known or not clear—it’s common today to have a destination with many ways to achieve it, none of them necessarily ideal.

CRM 92

CRM Pipeline Objections Government 92

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. For example, we encourage sellers to block time purely for prospecting, or for customer research, or for follow up. Then keep that time sacred.

CRM 132

CRM Proposal Maximizer Up-Sell 132

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 130

Sales Process Ideal Customer Profile Sales Qualified Lead Territories 130

Zoominfo

JANUARY 12, 2023

As a data privacy specialist in the UK, I often hear this question from customers and prospects: “How do we remain compliant as we expand into new regions?” If you’re operating in the UK or looking to expand into this territory, you need to understand three key privacy laws. Consent is required to make legitimate automated calls.

Data 130

Data B2B Government ACT 130

SBI Growth

OCTOBER 21, 2013

Those reps were covering an extensive territory and large customer base. Systems Enhancement. A media organization recently created home grown CRM system. Accounts had to be entered in both systems, which required double the reporting. The homegrown system worked for tracking time and activity. Resource Allocation.

Hiring 293

Hiring Ideal Customer Profile Margin Face-to-face 293

SalesFuel

APRIL 3, 2024

Specifically, being resilient helps sellers: Handle rejection Overcome objections and other obstacles (such as economic conditions) Stay motivated Thankfully, this is a skill that you can develop and grow over time. Understand they are a vital part of the process and something that goes with the territory,” she explains.

Hiring 40

Hiring Face-to-face Territories Motivation 40

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

Chorus.ai

APRIL 11, 2022

Go-to-market teams have less control over when prospects are entering the sales cycle and how much information they bring to the process, and marketing attribution has gotten increasingly harder as the digital universe expands and privacy concerns multiply. Do the right integrations exist to ensure all systems are running smoothly?

Cost per Acquisition 117

Cost per Acquisition Revenue Cost per Lead Lead Rank 117

InsightSquared

JANUARY 8, 2018

Sometimes there are outliers, like the prospective CFO is on vacation and will sign the deal as soon as he returns. I could see leads that were over 15 days old, so I drilled down into them and could see that they were being routed to the wrong rep, in the wrong territory, selling the wrong product.

Opportunity 54

Opportunity Closing System Lead Rank 54

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

Hubspot Sales

APRIL 30, 2020

It listed information for all the prospects in my California territory including the company name, revenue figures, address, telephone number and — of course — the decision maker’s name and title. It’s much easier now to find out what you need to know about a prospect or a client. Use your CRM system — that’s what it’s for.

Sales Process 142

Sales Process Webinar Metrics Face-to-face Sales Qualified Lead 142

Sales Hacker

JULY 14, 2021

RevOps is designed to provide a complete view of a company’s revenue stream from prospect marketing to renewals. This team brings a system to selling to the sales floor by providing clear sales processes, automating time consuming tasks, and deploying and upholding a sales methodology.

Top of Funnel 84

Top of Funnel Revenue Sales Methodology Territories 84

Sales Hacker

APRIL 6, 2020

This alignment starts with creating a system for identifying when an account has entered the engagement stage of the buyer’s journey. The result: we win more deals because the bulk of our sales efforts are laser focused on prospects who are ready to engage. The solution: intent data. What is intent data? Segment Accounts.

Intent Data 75

Intent Data Lead Rank Intent Enterprise 75

SBI Growth

DECEMBER 7, 2012

In return you receive an empty territory and wasted resources. Is it focused on your objectives as the buyer? Provide prospect/customer background. Provide relevant metrics they would typically obtain from internal systems. Everyone involved in the hiring process gives him a thumbs up. So you hire him.

Hiring 282

Hiring Face-to-face Salary Sales Talent 282

Sales Hacker

MAY 26, 2021

Sales operations teams bring a system of selling and structure to a sales organization. These teams focus on converting leads into customers by tailoring their pitches to address prospects’ specific needs. This can be categorized into four business objectives. Salespeople are relationship builders. Operations.

Sales Operations 60

Sales Operations Top of Funnel Lead Rank Hiring 60

SBI Growth

OCTOBER 5, 2012

They continue to hit slightly larger numbers from the previous year, but spend much less time prospecting and cold-calling. You’d like to see an increase in sales with this huge decrease in prospecting time. Setting new quotas in-line with both territory potential and growth targets. 2) Do it Yourself.

Compensation 257

Compensation Company Hiring Salary 257

Openview

MAY 11, 2018

Combining that cross-functional skill set with strong technical competences means that the best reps don’t rely on their sales engineers to explain how their solution integrates or complements their prospect’s technology stack. They understand their product inside and out. So how are the best growth companies interviewing reps?

Ideal Customer Profile 90

Ideal Customer Profile Hiring Scale Retention 90

SBI

FEBRUARY 10, 2020

Tasked with recruiting and hiring, overseeing large teams, providing guidance and training, building culture, setting quotas, creating sales plans, analyzing data, forecasting, assigning territories… the list of responsibilities is as diverse as it is long. An area less explored however is how AI can actually help scale sales managers.

Sales Management 136

Sales Management Scale Top of Funnel Hiring 136

Jeffrey Gitomer

MAY 9, 2011

.” Here are the prime causes of sales slumps: Poor belief system: I don’t believe that my company or product is the best. ” Misperceptions that lead to sour grapes: I think my prices are too high, or my territory is bad. When you have the pressure to sell, the prospect senses it, and backs off. Categories.

Hiring 306

Hiring Social Media Cancellation Loyalty 306

Women Sales Pros

NOVEMBER 1, 2019

The manager sets up the purpose and objective of the coaching meeting and shares her intent of helping the salesperson get back on track. If I didn’t have so many after-the-sale issues, I’d have more time to prospect.” “Our I have the worse territory in the country.” Our prices are too high — we just aren’t competitive.”

Sales Management 82

Sales Management Hiring Territories Coaching 82

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

Hubspot Sales

OCTOBER 26, 2020

When a company has clearly defined win rate criteria, calculates its win rate frequently, and takes insight-based action to improve win rate, it is setting itself up to turn a higher percentage of prospects into customers. Price: Your final asking price exceeded what the prospect was willing to pay. Use a Sales Win Rate Calculator.

Hubspot 131

Hubspot Decision Maker How To Follow-up 131

Partners in Excellence

OCTOBER 28, 2018

The answers are varied, but generally fall into very specific, and classic selling skills: Qualifying, questioning, listening, prospecting, objection handling, closing, call planning, deal planning, account planning, time/territory management, establishing rapport, communications styles, and so on.

Buyer 72

Buyer Selling Skills Territories Sales Enablement 72

Pipeliner

APRIL 24, 2019

Describe your ideal prospect – Profile them. How do you need to position yourself in the market place – your territory or your accounts? The objective behind your personal marketing plan is to position you as an expert in your field. You should even create a win-win referral system as part of your plan.

Marketing 72

Marketing Networking Territories Consultative Selling 72

Cincom Smart Selling

MAY 24, 2018

Prospects and opportunities are not going to be found cruising around country looking for big buildings with smoke stacks. CPQ systems contain troves of data related to products, including specifications, pricing and product usage parameters dictated by environment, regulation, budget or preference. Use CPQ to Identify Prospects.

Revelation 48

Revelation Engineering Collateral Demographics 48

SBI

JULY 24, 2018

Selling is similar to dating, except every encounter with a customer or prospect is like a first date. The system, the process, the technology, it all needs fixing. Take the time to get to know their current situation, business objectives, and what value you and your solution(s) can bring them. Fool me once, shame on you.

CRM 95

CRM SAP Forecasting Incentives 95

Zoominfo

OCTOBER 6, 2020

Reps can take on too much, too fast and burn out — suddenly, not only do you find yourself drowning in work, but one of your top performers is reconsidering long-term prospects at your company, or at the very least, they’ve lost confidence. Have you tried this response to XYZ’s objection? I’ve seen this happen, first-hand.

Lead Rank 169

Lead Rank Lead Scoring Leads Marketing Qualified Lead 169

Your Sales Management Guru

MARCH 10, 2014

The six month Sales Business Plan is much more than a simple sales forecast but a tool designed to help the salesperson set goals and objectives in a variety of areas. What prospecting and activity goals are important to manage. What account or territory intelligence and relationship building is important. What did I miss?

Margin 78

Margin Territories Sales Forecasts Forecasting 78

Sales Hacker

FEBRUARY 12, 2021

More often than not, companies end up with overly complicated systems that actually add more friction and complexity to the company. Here are just a few features that are specific to enterprise-level CRMs: Custom objects. Use custom objects to create complex reports. Chat with prospects in real-time using Conversations.

Enterprise 84

Enterprise Enterprise CRM NetSuite 84

Sales Hacker

NOVEMBER 22, 2017

Yes, prospects can be frustratingly unresponsive. Top 10 Sales Excuses You Need to Stop Making in 2018: We can’t find qualified prospects. We Can’t Find Qualified Prospects. Consider other approaches such as social selling to find new prospects and grow your pipeline. My territory / opportunities are too small.

Ideal Customer Profile 86

Ideal Customer Profile Cold Calling Lead Rank Sales Qualified Lead 86

The Pipeline

MAY 12, 2011

Ideally in your line of questioning during uncovering these you should try and get the prospect to attach a monetary value to the compelling reasons. This made me think of a prospect of mine where I believed I had two separate compelling reasons but when I looked at them I didn’t have the monetary value associated with the issue.

Pipeline 255

Pipeline Conference Cold Calling Hiring 255

Hubspot Sales

OCTOBER 11, 2017

We’d take feedback from our prospects and relay it to the technical team. Management by Objective (MBO) plans reward salespeople for hitting their goals, rather than their sales targets. This system can also put reps at ease. This system also recognizes the reps who go above and beyond. But they’re not a perfect system.

Quota 87

Quota Hiring Compensation Motivation 87

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

Sales Hacker

JANUARY 30, 2020

However, this system isn’t always perfect. The pressure is on, and the Sales VP tells the sales team to crank up their own prospecting efforts because they’re not getting enough MQL flow from Marketing. Marketing grumbles that Sales is sending out too many prospecting emails and ruining Marketing’s finely crafted nurturing campaigns.

Lead Rank 72

Lead Rank Marketing Qualified Lead Lead Scoring Top of Funnel 72

Hubspot Sales

APRIL 12, 2023

With proper sales activity management, you can influence sales objectives and business results. Or are your field sales reps handling deals from start to finish within their assigned territories? Two salespeople might contact the same number of prospects. Analyze best practices as well.

Revenue 122

Revenue Proposal SalesForce Lead Rank 122

Zoominfo

OCTOBER 6, 2020

Reps can take on too much, too fast and burn out — suddenly, not only do you find yourself drowning in work, but one of your top performers is reconsidering long-term prospects at your company, or at the very least, they’ve lost confidence. Have you tried this response to XYZ’s objection? I’ve seen this happen, first-hand.

Lead Rank 130

Lead Rank Lead Scoring Leads Marketing Qualified Lead 130