SBI Growth

SEPTEMBER 11, 2012

In fact, “20% to 30% of Enterprise Resource Planning projects fail, and 50% to 60% are considered compromised,” according to Gartner research. Developing that skill, however, proves difficult because many organizations can’t evaluate themselves objectively. There was no Sales Territory Design in place.

Territories 306

Territories Top of Funnel Analysis Penetration 306

Partners in Excellence

SEPTEMBER 14, 2023

Look at typical pipeline, deal, prospecting, territory, account reviews. We come in poorly prepared, we wander, we don’t have clear objectives, so we accomplish very little (keep this in mind for when we talk about using that selling time effectively). Getting things done internally is, sometimes, critical for sellers.

CRM 132

CRM Proposal Maximizer Up-Sell 132

Zoominfo

DECEMBER 16, 2020

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 When sales and marketing teams traditionally pull lists, they’re still missing important data that’s relevant only to their organization. “Has

SalesForce 100

SalesForce Territories Intent Signal Buyer Persona 100

SBI Growth

SEPTEMBER 11, 2012

In fact, “20% to 30% of Enterprise Resource Planning projects fail, and 50% to 60% are considered compromised,” according to Gartner research. Developing that skill, however, proves difficult because many organizations can’t evaluate themselves objectively. There was no Sales Territory Design in place.

Territories 264

Territories Top of Funnel Analysis Penetration 264

Hubspot Sales

SEPTEMBER 16, 2020

We observed this troubling phenomenon while conducting research for our book Cracking the Sales Management Code. Our research revealed basic sales processes that encompass the most important activities of every salesperson’s daily effort. What objections do you expect to encounter? Territory Management. Deal Management.

Sales Process 124

Sales Process Ideal Customer Profile Sales Qualified Lead Territories 124

Shari Levitin

MARCH 9, 2023

Last month, I had the pleasure of speaking alongside researcher and author Sean Achor. It’s easy to put off sending emails, cold calling and stalking new territories, but like the leopard, this is the lifeblood of your business. Here’s a crazy idea: what if you bring up an objection first? Where does courage live?

ACT 118

ACT Territories Sports Cold Calling 118

BrainShark

AUGUST 24, 2022

Objection Handling. Territory Management. Buyer Research. That means having the ability to research potential buyers, conduct cold outreach, and create new opportunities. Objection Handling. Sales objections are a fact of life for reps. Territory Management. Communication. Prospecting. Social Selling.

Social Media 62

Social Media Territories Face-to-face Negotiation 62

Janek Performance Group

APRIL 17, 2024

They then leverage research tools and market insights to pinpoint promising opportunities. This includes lead handoff criteria, territory ownership, and commission structures, which can undermine collaboration and cohesion. In addition, according to the Sales Mastery Sales Performance Scorecard , the turnover rate for BDRs is 80%.

Outsourcing Services 118

Outsourcing Services B2B Lead Rank Sales Qualified Lead 118

MTD Sales Training

JUNE 20, 2018

Here are a few tips: Divide your territory in a way that makes sense. One of the first steps to effective territory management is to have a concrete view of current customers, potential customers, competitors’ activity, and the location of all of these. Research your target’s business. Craft a custom message.

Sales Qualified Lead 120

Sales Qualified Lead Leads Marketing Qualified Lead Territories 120

Sales and Marketing Management

SEPTEMBER 7, 2018

If your compensation plan rewards on units, focus the incentive on revenue or margin as long as those measures contribute to the business objectives you’re trying to accomplish. Researchers acknowledge that organic growth is hard to come by, so rewarding reps for consistent, month-over-month growth can be a tremendous challenge.

Incentives 166

Incentives Incentive Sales Qualified Lead Territories 166

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

SBI Growth

OCTOBER 18, 2012

You’ve had average results recently because your territory is a real dog. You’ve done your research. Here’s what you should find out: Sales Territory Design : Are both existing customers and prospects considered when territory structures are built? Are the best performers given the best territories? So now what?

Territories 300

Territories Real Estate Compensation Quota 300

PandaDoc

APRIL 25, 2023

Sales objectives In this example of a sales plan, the sales objectives could be to simultaneously increase sales by 25% and to acquire 10 new customers in the first year of operation. This can include training on product features and benefits, sales techniques, objection handling, and customer relationship management.

Examples 52

Examples How To Hiring Segment 52

Janek Performance Group

APRIL 2, 2024

Key Metrics for Measuring Effectiveness Measuring the effectiveness of your business development strategy starts with identifying your goals and objectives. Today, HubSpot research illustrates the changes that value social selling has brought. Analyze trends over time and segment data by customer or territories.

Webinar Metrics 62

Webinar Metrics Top of Funnel Strategy Analysis 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. logically shrink territories. logically shrink territories. Not all sales people have the same skills.

Pipeline 212

Pipeline Territories Harvest Cold Calling 212

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

Pipeliner

JUNE 10, 2022

They can tell when you’ve wandered into unknown territory. Just like they can tell when you’ve thoroughly researched who they are and what they need. Prepare For Objections. Objections are a natural part of any sales call. Each prospect’s objections will be different. Research the Prospect Before the Call.

Sales Qualified Lead 97

Sales Qualified Lead Objections Follow-up Decision Maker 97

Shari Levitin

JUNE 14, 2023

Last month, I had the pleasure of speaking alongside researcher and author Sean Achor. It’s easy to put off sending emails, cold calling and stalking new territories, but like the leopard, this is the lifeblood of your business: • Set Aside Time to Prospect: Prospecting is an easy thing to neglect; like doing the laundry, it piles up.

ACT 62

ACT Territories Cold Calling Exercises 62

SalesforLife

JULY 28, 2019

Honestly, it’s crazy to think that in 2019 and going into the 2020s, some companies aren’t thinking holistically as a selling unit about how to target key accounts , geographic territories, or verticals. Step 2: Deep research. Your team has to conduct deep research using tools like LinkedIn to evaluate these relationships.

Pipeline 93

Pipeline Case Study Top of Funnel Territories 93

Janek Performance Group

SEPTEMBER 29, 2021

A 2019 study by Xactly that researched 100,000 women in sales roles, including sales reps, account managers, and sales managers, found that 86% of women achieved quota, compared to only 78% of men. Based on Harvard’s study and other research it’s been proven that people subconsciously favor others who are like them. Better Coaching.

Hiring 118

Hiring Travel Promotion Sales Leadership 118

Sales and Marketing Management

AUGUST 30, 2018

And it shouldn’t be an exercise in ramping up the urgency – to run faster on a soccer field or to panic more in a sales territory. sales calls) to achieve specific sales objectives (e.g. Jason’s research has been published in Harvard Business Review, Forbes, Entrepreneur, Salesforce and many other industry publications.

Coaching 166

Coaching Sage How To Quota 166

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

Pipeliner

JULY 18, 2019

What to look for while setting up a sales office in a new territory. Firstly, the market dynamics in the new territory can be dramatically different from what you are used to in your role. Before you get started on your assignment, it is important to look at the long term objectives for your organization.

Hiring 71

Hiring Territories Scale Networking 71

SBI Growth

JULY 26, 2013

Sign up for SBI’s 7th annual research tour: " How to Make Your Number in 2014: A Sales Strategy You Can Execute." Project/Initiative Objectives : This is the obvious area. Whatever initiative you are faced with, try to have incremental measurable objectives. Sign up for the " How to Make Your Number in 2014 " research tour.

Hiring 267

Hiring How To Sales Qualified Lead Face-to-face 267

SBI Growth

AUGUST 6, 2012

The objective for each was to identify growth opportunity and align resources accordingly. What are the ramifications for your company if you do not conduct this research? Is a territory mapping program the answer? Is it time to re-align territories again? It is your job to equip sales management with these figures.

Opportunity 316

Opportunity Strategy Banking Territories 316

Janek Performance Group

MARCH 12, 2024

Ask questions like, “How would you handle a customer’s price objections?” Simulations add some much-needed objectivity to the interview process. That mock presentation will reveal how persuasive they are, how effective their delivery style is, and—again—how they counter objections. Will they be good at the job, or not?

Hiring 62

Hiring Sales Talent Compensation Lead Rank 62

LeadFuze

JUNE 3, 2021

Additionally, it’s good for each rep to have their own VA for research and prospecting. This isn’t as important if you’ve got a small team that covers one lead type in one territory. However, if you operate in different territories, locations, or industries, it’s good to assign lead and prospecting responsibilities as soon as possible.

Hiring 98

Hiring Sales Qualified Lead Gatekeeper Decision Maker 98

SBI Growth

AUGUST 17, 2013

Sign up for SBI’s 7th annual research tour: " How to Make Your Number in 2014: A Sales Strategy You Can Execute." define our ideal customer profile (ICP) and the potential by territory. We perform market assessments: both primary and secondary market research supplemented with the Voice of the Customer (VOC). Background.

Ideal Customer Profile 328

Ideal Customer Profile Hiring Lead Rank Analysis 328

Sell Integrity

DECEMBER 15, 2020

Forecasts, spreadsheets, CRM reports and territory reviews always seem to dominate their calendars. Our research confirmed this conflict between what managers and companies know and what they actually do in practice. In fact, most managers devote the majority of their time managing processes and numbers, not developing their people.

Coaching 88

Coaching Sales Coaching Survey Motivation 88

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: Encompasses market research, target audience identification, advertising, content creation, social media strategy, and overall brand positioning.

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: Encompasses market research, target audience identification, advertising, content creation, social media strategy, and overall brand positioning.

Paid Content 52

Paid Content Lead Rank Top of Funnel Marketing 52

Hubspot Sales

MARCH 27, 2019

You've spent hours prospecting : researching, making warm calls , reaching out via email and on social media. They haven't done their research. Are they in the industry or territory you're targeting? They haven't done their research. Their need isn't urgent. They don't have the budget. They waste your time.

Prospecting 123

Prospecting Strategy Sales Qualified Lead Lead Rank 123

SBI Growth

OCTOBER 21, 2013

Performance culture is studied in depth in our 2014 Research Tour. Those reps were covering an extensive territory and large customer base. Consider the metrics that will drive your top 3 sales objectives for the year. Sign up for the Research Tour for a more in depth conversation on this topic. Resource Allocation.

Hiring 293

Hiring Ideal Customer Profile Margin Face-to-face 293

SBI Growth

AUGUST 1, 2013

Sign up for SBI’s 7th annual research tour: " How to Make Your Number in 2014 : A Sales Strategy You Can Execute." Examples include optimized territory structures and off-loading non-essential tasks. Providing them an objective way to better prioritize customers is a great start. Have the total of all weights add to 100%.

Ideal Customer Profile 317

Ideal Customer Profile Tools Scale Hiring 317

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

SBI Growth

OCTOBER 2, 2012

It is impossible to outrun the drag of vacant territories. Storer found that utilizing more objective information allowed hiring managers to supplement the interviews and background information with a third vantage point. The assessment can be a great objective tie-breaker.”. There’s no substitute for interviews and experience.

Hiring 306

Hiring Ideal Customer Profile Face-to-face Oracle 306

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 261

Sales Coaching Coaching Sales Management Study 261