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

Understanding the Sales Force

OCTOBER 25, 2023

Those salespeople aren’t aware that they suck and they don’t believe that they suck because they don’t know what great selling looks like, sounds like, or feels like. None of that makes them very good at selling, but those scenarios would certainly contribute to ongoing, recurring account revenue.

Outsourcing Services 193

Outsourcing Services Territories Proposal Sales Methodology 193

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

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

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

Sales Hacker

DECEMBER 9, 2022

Start your sales planning efforts with account segmentation to fill your territories with fruitful opportunities and increase your sellers’ ability to hit quotas. Consider new territory rules that reflect changes in the market (and your business). Related: Your Territory Model Is Hurting Attainment. Territory profiles .

Lead Rank 97

Lead Rank Territories Lead Scoring Quota 97

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

Xactly

AUGUST 23, 2018

Sure, you know you need ICM to handle accurate and timely payments, but do you really need automated sales territory planning as well? Although automating technology for territory design can increase your sales up to 20 percent, territory planning is often categorized as a luxury in SPM—instead of as the necessity it is.

Territories 41

Territories Incentives Incentive Compensation 41

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. BDRs may struggle to pivot toward more inbound-focused strategies, such as content marketing or social selling.

Outsourcing Services 118

Outsourcing Services B2B Lead Rank Sales Qualified Lead 118

Partners in Excellence

SEPTEMBER 14, 2023

Time Available For Selling is a critical issue for everyone in sales. 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. There are review meetings-ideally to help improve their selling performance.

CRM 132

CRM Proposal Maximizer Up-Sell 132

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. Standalone point solutions fall short on this score, introducing needless logistical hurdles that can slow down the selling process.

Lead Rank 130

Lead Rank Lead Scoring Revenue Leads 130

Sales Hacker

OCTOBER 10, 2019

Without it, your sales team will struggle, the pipeline will dry up, and revenue will plummet. Here’s what we’re going to cover: Salesforce objects. Data Governance & Salesforce Objects. Salesforce objects can be categorized as either Transactional or Customer Records. Customer Record Objects. The challenge?

Government 58

Government SalesForce Objections Lead Rank 58

Zoominfo

DECEMBER 15, 2020

Which means things shaking up in the B2B world — holiday emails are being blasted, sales deals are being closed, and 2021 recruitment strategies are finishing up. And to get there, you have to ramp up your visibility and engagement with your best sales, marketing, and recruiting teams. Read more: Overcoming Sales Objections.

B2B 237

B2B Trade Show Intent Data Buyer Intent 237

The Pipeline

MARCH 10, 2014

They also sell and upsell you from wine to desert and everything between, helping their restaurant sell more profitable items, increasing the size of the bill, their tip, and your experience. Sales people are not standing at the checkout counter waiting for the next buyer to walk up. Join me - Return On Objectives #Webinar.

Webinar Metrics 316

Webinar Metrics Intent Objections Sales Methodology 316

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

Shari Levitin

MARCH 9, 2023

If you want to sell more, lead with empathy. 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 easy to neglect; like doing the laundry, it piles up. You’ll start to feel differently.

ACT 118

ACT Territories Sports Cold Calling 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? Ultimately, when your reps are selling to the right people, their job and sales process as a whole will be much smoother. Territory Management.

Sales Process 124

Sales Process Ideal Customer Profile Sales Qualified Lead Territories 124

SBI Growth

DECEMBER 10, 2013

Is my talent aligned to accomplish this objective? 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. 5) Reallocate the C player territory to your A players.

Territories 300

Territories Scale Guidelines Groups 300

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

Mindtickle

AUGUST 28, 2023

Onboarding and ramping up new sales representatives quickly and effectively, ensuring they have a comprehensive understanding of the product portfolio, can be a big challenge. Furthermore, with compliance requirements changing regularly, pharmaceutical companies must ensure their field team has the most up-to-date versions of collateral.

Pharmaceuticals 52

Pharmaceuticals Training Collateral Face-to-face 52

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

Sales and Marketing Management

JULY 11, 2019

Author: David Bernard The organization of a sales team is always relevant no matter what size a business is, whether a start-up, an SME or a Fortune 500 company. During the last quarter, a more in-depth analysis with the full year’s results can set up any major changes for the following year. Define objectives. The territory.

SME 209

SME Social Selling Follow-up Territories 209

The Pipeline

FEBRUARY 13, 2014

Every day there are new sales people stepping into new jobs, often into underperforming territories, and they not only make a go of it, but thrive. Given that both pairs have access to the same resources, information and markets, both are limited and buoyed by the same market realities, why do they end up on opposite side of the same reality?

Territories 292

Territories Follow-up Up-Sell Segment 292

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. Have primary and secondary objectives. Happy Selling!

Sales Qualified Lead 120

Sales Qualified Lead Leads Marketing Qualified Lead Territories 120

SBI Growth

APRIL 21, 2013

Every time there’s a territory rezoning he bellyaches. Or If you chop up my territory, I’ll look somewhere else. How to Spot Them: Look at the number of prospects in each territory. No territory should have twice the amount of any other. Just stay out of her way and let her sell. He mostly gets his way.

Territories 303

Territories Quota Engineering Resources 303

SBI

SEPTEMBER 18, 2012

Prospecting Attention Deficit Disorder: How to Avoid the Shiny Object Syndrome. You enthusiastically immerse yourself in the activities and efforts required to learn about and stay up-to-date on the ever-changing array of products, competitors, and market trends. It is aptly referred to as the Shiny Object Syndrome.

Ideal Customer Profile 125

Ideal Customer Profile Objections Prospecting Sales Qualified Lead 125

The Spiff Blog

FEBRUARY 9, 2023

These functions include territory management, goal setting, capacity modeling, forecasting, sales performance improvement, seller experience, and countless other exercises that set a business up for success– or failure. How can an organization set themselves up for success by nailing the quota setting process?

Quota 70

Quota Revenue Lead Rank Territories 70

Anthony Iannarino

JULY 2, 2020

Many decades ago, the theory about how to close deals faster was to use a trial close, followed by increasing pressure, regardless of your prospective client’s objections (which were unresolved concerns). In my experience as a sales leader, I have had salespeople who didn’t effectively manage their territories.

Closing 121

Closing Territories Decision Maker eBook 121

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

The Pipeline

NOVEMBER 3, 2014

No one likes rejection, and I would argue few professions have to put up with as much rejection as sales people do. Again, knowing that rejections are part of the territory, learning how to handle and manage the most common objections before they come so you can help your prospect get from reactionary mode to interaction mode is also key.

Face-to-face 288

Face-to-face Sports Objections Territories 288

Mr. Inside Sales

NOVEMBER 7, 2019

So, each morning Ray woke up and took action out of his vision rather than his circumstances. How are your leads and your territory? When you wake up in the morning, are you choosing to take action based on the temporary circumstances in your life, or do you have a burning vision for your success and where you’re ultimately going?

Face-to-face 120

Face-to-face Inside Sales Gatekeeper Decision Maker 120

BrainShark

AUGUST 24, 2022

Selling to local SMBs is very different from selling to Fortune 100 executives, for example.) Social Selling. Objection Handling. Territory Management. Salespeople must communicate effectively throughout the sales cycle, from cold outreach and follow-up to moving an opportunity along. Social Selling.

Social Media 62

Social Media Territories Face-to-face Negotiation 62

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 is here to change that with our latest release, Salesforce Sync.

SalesForce 100

SalesForce Territories Intent Signal Buyer Persona 100

SBI Growth

SEPTEMBER 19, 2012

The owner said: “They can’t sell”. Sign up for our Making the Number Tour to discuss this in detail with your company and customize a SM measurement system. Sign up for our Making the Number Tour to discuss this in detail with your company and customize a SM measurement system. Lost Selling time (a.k.a: He is lazy.”

Hiring 308

Hiring Lead Rank Lead Scoring Quota 308

Mr. Inside Sales

DECEMBER 13, 2019

and then I add up each month and come up with an EXACT figure. If you think you’re broke or that your territory is poor or that you can’t do something, then you’ll find evidence to support your belief and you’ll act (or not act!) Need More Proven Responses to the Selling Situations You Face Every Day? accordingly.

Face-to-face 158

Face-to-face ACT Exact Inside Sales 158