SBI Growth

OCTOBER 8, 2012

96% of organizations are increasing or maintaining their investment in inside sales last year. It is a good bet your SVP of Sales is implementing, expanding or considering an inside sales team right now. Are you prepared to optimize the investment in inside sales? (To 4 Lenses to Optimize for Inside Sales Territories.

Territories 257

Territories Inside Sales Ideal Customer Profile Lead Rank 257

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

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. Take Assessment. The answer?

Territories 70

Territories Software Software Benefit 70

SBI Growth

AUGUST 1, 2013

This time of year, Sales Ops leaders are often faced with a pressing question. Today’s post is about a simple approach to improve efficiency with current sales resources. Sign up for SBI’s 7th annual research tour: " How to Make Your Number in 2014 : A Sales Strategy You Can Execute." Reduce your cost of sales.

Ideal Customer Profile 317

Ideal Customer Profile Tools Scale Hiring 317

Mr. Inside Sales

MARCH 25, 2021

First the no part: Sales is much, much more than just “rolling the numbers,” as they used to say. 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.,

Face-to-face 178

Face-to-face Gatekeeper Decision Maker Licensing 178

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. .

Territories 68

Territories Demographics Travel Distribution 68

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. And sales engagement and automation runs well when it’s powered by solid data.

Scale 130

Scale Territories Lead Rank Enterprise 130

The Pipeline

JANUARY 25, 2022

The driving question being how do I take a territory from a 20% margin base, to 25%? A focus on margins requires a different sales culture. Too many tools without reason leads to sales disablement. You objective and the clients’ objectives aligned by upgrading the reps’ objectives. Margin Of Error.

Margin 188

Margin Commission Territories Negotiation 188

Janek Performance Group

APRIL 17, 2024

In B2B sales and marketing, companies employ various strategies to drive growth and expand their client base. Here, we’ll explore the role of BDRs, the pros and cons, and best practices to utilize them effectively: The Role of BDRs Typically, BDR is an entry-level position in larger, more complex sales organizations.

Outsourcing Services 118

Outsourcing Services B2B Lead Rank Sales Qualified Lead 118

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.

Territories 50

Territories Demographics Travel Distribution 50

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 163

Territories Maximizer Compensation Account 163

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.

Territories 45

Territories Software Software Benefit 45

Steven Rosen

MAY 5, 2022

Sales Manager Coaching. Effective sales manager coaching is one of the key levers that leading sales organizations utilize to achieve their revenue targets. Sales manager coaching is the #1 sales management activity that impacts performance. Coaching improves sales rep engagement. What can you do?

Coaching 177

Coaching Sales Management Sales Coaching Account 177

Zoominfo

DECEMBER 16, 2020

Sales professionals — yes, even managers — on frontlines of business development. Because, let’s face it, even in a perfect world, CRMs benefit company leadership more than the quota-carrying sales rep. . Because like most sales and marketing technologies, CRMs are only as good as the data stored within its database.

SalesForce 219

SalesForce Territories Intent Signal Buyer Persona 219

Janek Performance Group

MARCH 12, 2024

Many sales professionals often don’t receive the crucial tools needed for success right away. This may end up contributing to a lack of direction and belonging many sales professionals experience, and ultimately may negatively impact performance. While you’re at it, assess your other sales team members.

Hiring 62

Hiring Sales Talent Compensation Lead Rank 62

Steven Rosen

MAY 5, 2022

Sales Manager Coaching. Effective sales manager coaching is one of the key levers that leading sales organizations utilize to achieve their revenue targets. Sales manager coaching is the #1 sales management activity that impacts performance. Coaching improves sales rep engagement. What can you do?

Coaching 156

Coaching Sales Management Sales Coaching Account 156

Zoominfo

SEPTEMBER 7, 2022

You’ve probably heard by now how intelligent lead routing — an automated system of processing leads — can help sales teams improve their speed to lead and ensure nothing falls through the cracks. That may look like actual sales numbers or a certain lead volume. This has immensely cut down our sales cycle time.”

Lead Rank 130

Lead Rank Lead Scoring Software Software 130

SBI Growth

SEPTEMBER 11, 2012

Deploying a Sales Force Automation tool will not solve the challenges facing your Sales organization. The Sales organization isn’t short on data, it is short on knowledge. Every Sales Leader needs innovative recommendations right now. How are you going to help your VP of Sales to hit the number?

Territories 306

Territories Top of Funnel Analysis Penetration 306

Hubspot Sales

SEPTEMBER 16, 2020

If you ask most executives if they have a sales process , they’ll immediately say yes. But when you ask them to describe their sales process, their descriptions vary wildly. To some, a sales process means milestones in their sales pipeline. Having clear definitions for your sales process matters a lot.

Sales Process 124

Sales Process Ideal Customer Profile Sales Qualified Lead Territories 124

SBI Growth

SEPTEMBER 11, 2012

Deploying a Sales Force Automation tool will not solve the challenges facing your Sales organization. The Sales organization isn’t short on data, it is short on knowledge. Every Sales Leader needs innovative recommendations right now. How are you going to help your VP of Sales to hit the number?

Territories 264

Territories Top of Funnel Analysis Penetration 264

SBI Growth

APRIL 9, 2013

Sales Leaders may want to look for some help outside of Sales. This post discusses what Sales might want in an HR Business Partner. The downloadable tool includes a profile of a highly successful HR business partner to sales. Earlier posts talked about how HR Business Partners can provide value to Sales.

Hiring 297

Hiring Ideal Customer Profile Territories Trends 297

SBI Growth

DECEMBER 10, 2013

At this point, your 2013 sales number is essentially decided. I speak with many VP Sales who say the same thing every year: “We have some underperformers that are killing us.” Is my talent aligned to accomplish this objective? Are they in the right territories? Assessing Your Sales Team.

Territories 300

Territories Scale Guidelines Groups 300

Partners in Excellence

SEPTEMBER 14, 2023

Time Available For Selling is a critical issue for everyone in sales. And, there is a certain amount of idle/ad-hoc time that is actually important to sales performance. There are a lot of powerful tools that help sellers improve their productivity in these non-selling activities.

CRM 132

CRM Proposal Maximizer Up-Sell 132

Zoominfo

JULY 5, 2022

This makes routing marketing leads to your sales team a critical step for driving revenue growth. 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. They become reality.

Lead Rank 130

Lead Rank Lead Scoring Revenue Leads 130

PandaDoc

APRIL 25, 2023

A sales plan is a roadmap that outlines your business’s strategy for selling its products or services. 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. What is a sales plan?

Examples 52

Examples How To Hiring Segment 52

Steven Rosen

JANUARY 22, 2018

Effective sales manager coaching is one of the key levers that leading sales organizations utilize to achieve their revenue targets. Sales manager coaching is the #1 sales management activity that impacts performance. Study after study has shown that sales manager coaching has a significant impact on performance.

Sales Coaching 273

Sales Coaching Coaching Sales Management Study 273

Hubspot Sales

OCTOBER 2, 2019

As a sales leader, your ability to develop and retain your sales reps is important to your company’s bottom line and future success. Employee retention in the sales field continues to be an issue. In 2018, the average sales professional tenure was reported to be 1.5 Why Sales Performance Management Matters.

SAP 119

SAP Oracle Compensation Territories 119

Steven Rosen

JANUARY 22, 2018

Effective sales manager coaching is one of the key levers that leading sales organizations utilize to achieve their revenue targets. Sales manager coaching is the #1 sales management activity that impacts performance. Study after study has shown that sales manager coaching has a significant impact on performance.

Sales Coaching 261

Sales Coaching Coaching Sales Management Study 261

Nutshell

MARCH 8, 2023

As a sales manager, you want to make sure your team has everything they need to succeed. The answer is resource management skills—a crucial but often overlooked skill in the sales manager’s toolkit. Table of Contents What is resource management for sales?

Resources 62

Resources Sales Management Forecasting Distribution 62

BrainShark

AUGUST 24, 2022

Salespeople need to retain a lot of information and master the right sales skills to consistently hit their numbers. An effective sales readiness strategy is essential to their success. An effective sales readiness strategy is essential to their success. Essential Sales Skills Every Rep Should Have. Objection Handling.

Social Media 62

Social Media Territories Face-to-face Negotiation 62

Highspot

FEBRUARY 14, 2024

A comprehensive sales and marketing plan sets up organizations for long-term growth and success. In this guide, we’ll dig into the differences between sales and marketing plans, how to create your plan, and templates to get the ball rolling. What is a Sales and Marketing Plan?

Paid Content 52

Paid Content Lead Rank Top of Funnel Marketing 52

Highspot

FEBRUARY 14, 2024

A comprehensive sales and marketing plan sets up organizations for long-term growth and success. In this guide, we’ll dig into the differences between sales and marketing plans, how to create your plan, and templates to get the ball rolling. What is a Sales and Marketing Plan?

Paid Content 52

Paid Content Lead Rank Top of Funnel Marketing 52

Hubspot Sales

OCTOBER 5, 2017

It’s the one aspect of sales that just never changes. As we’ve all experienced, sales essentially boils down to two things: Numbers. Truth is, sales is changing -- quickly. As the sales conversations grows even more buyer-focused, sales reps have begun developing his or her own hack, own technique, own process.

Prospecting 142

Prospecting Tools Top of Funnel Lead Rank 142

SBI Growth

APRIL 19, 2013

Sales “ problems ” make it on to your agenda in many ways. As CEO, sometimes the board feels there is a sales problem that needs attention. The competition is a source of sales problems. It is not uncommon for customers to be a source of sales problems. You could spend all of your time reacting to your sales team.

Lead Rank 276

Lead Rank Lead Scoring Segment How To 276

SBI

MAY 8, 2012

Tweet Spring cleaning to rejuvenate sales. If you find a renewed sense of purpose emerging from the all-too-long winter months, here are several tools you’ll surely want to consider for rejuvenating your sales life. How can you alter, or refocus your sales plan accordingly to optimize your efforts? Spring is here.

Tools 82

Tools Territories Webinar Metrics Report 82

Janek Performance Group

APRIL 2, 2024

A pillar of success for any sales organization is an effective business development strategy. Of course, changes in the sales landscape and marketplace have a profound effect on your business development strategy. Of course, changes in the sales landscape and marketplace have a profound effect on your business development strategy.

Webinar Metrics 62

Webinar Metrics Top of Funnel Strategy Analysis 62