How to Create a Sales Territory Plan with a Buyer-Centric Approach

DiscoverOrg Sales

But don’t forget about your sales territory plan. In this blog, you’ll learn how to create a sales territory plan in 3 steps: Identify buyer-centric market opportunities. Why is sales territory planning important? 3 steps to build a laser-focused sales territory plan.

AJ’s story – and the Split of Outbound and Inbound Sales Development

DiscoverOrg Sales

That same willingness to change led DiscoverOrg to split the sales department into inbound and outbound focused teams – bringing lead response times down from a day or more to under ten minutes – and more than doubling the conversion rate. Like most sales teams, DiscoverOrg’s sales reps were responsible for both inbound and outbound sales teams, and it’s easy to see why Johnson was so burned out. Splitting outbound & inbound sales for faster response time.

The 3 Mistakes Every Company Makes Building the Outbound Sales Model


Marc Benioff and his team demonstrated a consistent ability to scale with an outbound sales team in those early years. Building an outbound sales motion is not new, and yet almost every company makes the same three mistakes in the first months of getting up and running.

4 Cold-Call Lines That Don’t Creep Out Your Prospect

DiscoverOrg Sales

So put the phone down and listen up, because we’ve got the inside scoop for how to approach your prospects with a cold call , using the right message at the right time – without sounding like a cold-call creeper. For an individual prospect, this Fit data refers to demographic data: Name.

Cold Voicemails Work … Just Not How You Expected

DiscoverOrg Sales

When used correctly, voicemails are one of the quickest ways for a team to increase response rates and get the attention of their prospects. Your voicemail should point towards an email that you will send to the prospect immediately following your call.

The Data Will Bring Us Together: Relationship Therapy with Sales and Marketing

DiscoverOrg Sales

This information may be found using a combination of prospect websites, social profiles, public financial documents, and press releases. send direct mailers to prospects or customers. Our win rate increases by 300% when we know key parts of a prospect’s technology stack.

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The Leads Are Weak: An Intro to Finding & Working Good Leads

DiscoverOrg Sales

According to Investopedia , “A sales lead is a prospective consumer of a product or service that is created when an individual or business shows interest and provides his or her contact information.”. Salespeople comb LinkedIn, check their rolodex of former clients, and pay attention to what’s going on in their territory in order to identify potential opportunities and contacts. What if I’m responsible for prospecting but don’t have access to sales intelligence?

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The Ultimate Guide to Sales Prospecting: Tips, Techniques, & Tools to Succeed

Hubspot Sales

In this growing sales landscape, we’ll outline the various processes and key strategies for prospecting -- the phase of selling that often consumes the most time and energy (and is the most crucial to get right). What Is Prospecting? What's the difference between leads and prospects?

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Sales Tech Game Changers: @InsideView – How to Identify New Market Opportunities

Smart Selling Tools

Territory planning – We help companies understand where the greatest potential for opportunities are. Customers who leverage InsideView’s targeting intelligence improve their targeting and narrow in on ideal prospects, ultimately increasing their overall opportunities.

Sales Acceleration on Demand: Outreach & DiscoverOrg

DiscoverOrg Sales

When a full 50% of a sales professional’s day is spent doing prospect research, anything that decreases research time can move the revenue needle. Flag employee departures so sales reps don’t waste time prospecting to outdated records.

Knock Knock, Who’s There? Augmented Reality in Door-to-Door Sales

Base CRM

When applied to door-to-door sales specifically, AR has the potential to drive unprecedented productivity by allowing reps to interact in real-time with their territories. Take your prospect outside, point your tablet or phone at their home or business and show them what it would look like with solar panels, along with a breakdown of monthly cost savings. Future of Sales AR augmented reality door to door sales field sales future of sales outbound sales

Why Are You Trying To Kill Me?

The Pipeline

You know I have never read an article or a post that was written by an advocate of cold calling, suggesting that social selling is bad, ridiculing people who use the practice to engage with prospects, suggest that it is inadequate, or about to die.

17 Point Checklist to Measure Your Team’s Sales Prospecting Effectiveness

The Brooks Group

A lack of qualified prospects in the pipeline can be devastating to a salesperson’s overall sales effectiveness. Our salespeople spend time doing disciplined research on their prospect before every single appointment. Our salespeople place importance on continuous prospecting.

5 Ways that Sales Can Engage with Prospects without Blind Calling

Cincom Smart Selling

Indeed, I have carried a briefcase around a territory, lived on draws and commissions and also more recently actually looked after a group of inside sales agents. Engaging Prospects. As a consequence, sales folks are expected to deliver value to prospects from the beginning.

Is Sales a Solo Activity or a Team Sport?

The Sales Hunter

Early in my career, my territory consisted of 1/3 of the state of Oregon. The size of the territory was bigger than territory in 4 other states I covered driving my company-supplied Buick. A big reason I’m sharing this today is because TODAY is the day 600 salespeople, including a number of you who are reading this, are gathering in Atlanta for the OutBound Conference.

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How a Referral Plan Gave a Seller 2 Big Deals

Score More Sales

It is not enough in selling anymore to just show up and be effective at working a sales territory. You also need to be aware that a number of strategies will get you closer to prospective customers – not just one.

Choose Activity Goals to Grow Sales

Score More Sales

But I also had sales leaders who just raised the number by a percentage every year, not taking into consideration changes in the market or in opening up a new territory. If you are in outside sales, the number of targeted events you attend (events where your customers and prospects are).

Sales Tech Game Changers: @Timetrade – How to Improve Engagement & Speed Business Cycles

Smart Selling Tools

For a sales organization, TimeTrade Scheduler for Salesforce provides: More qualified leads – delivered right to your calendar via a custom Click-to-Schedule link, based on when and where your prospect wants to engage with you.

Size Matters: Digging in to Employee Counts and Social Media Discrepancies

DiscoverOrg Sales

It is a crucial data point for many common sales and marketing activities: segmentation, lead routing, outbound outreach, territory planning, and more.

"New Sales. Simplified." A Must-Read!


The Essential Handbook for Prospecting and New Business Development. And, the fact that it is focused on prospecting and new business development is timely. What the world needs now (in addition to love) is lots of prospecting and business development.

Finding Customers Who Aren’t Looking

Partners in Excellence

Remember, my mantra is that it’s my God-given right to 100% share of customer and 100% share of territory—but it’s my job to find it and earn it. This is why I believe so strongly in aggressive outbound prospecting! Every company should have an aggressive outbound strategy–looking for those customers who aren’t looking, the sheer volume of these customers is far greater than those that are.

4 Ways to Hack Your Growth With AI

Sales and Marketing Management

In an environment where the needs, goals and plans of your prospects and competitors are constantly changing, it’s hard to know whether to punt or go for the touchdown. Prospects expect cold calls and emails to be personalized. But digging up all the relevant and current info on a prospect’s tech stacks, strategies, revenue and hiring momentum is tedious and time consuming. Allow sales to prospect intelligently.

Inside Sales Power Tip 115 – Be Social

Score More Sales

If you haven’t already had amazing things happen by being online, you will see how you can be blown away by the prospects, former customers, and soon-to-be-strategic partners just waiting for you to define yourself, your market niche, and the value you add to doing business with others.

Account-Based Lesson Learned: 2016-Today

The Bridge Group

Account-based revenue is a concept as old as outbound sales. 2016 was the year that strategic outbound and account-based approaches stepped out from behind the inbound shadow. Marketing can and should score territories according to potential, fit, and interest.

9 Steps to Boost Sales in 2014 Part 3 Execution

Score More Sales

If it is a new plan, or new territory – find the upside to it and see how you can make it work for you. or their prospecting conversion rates (how many decision makers do I need to talk to in order to set up a next meeting / demo / conversation)?

Inside Sales Power Tip 116 – Call Deep

Score More Sales

Oh, you might do a little research and maybe even call someone else in the prospect company, but we often stick with that one guy or gal who actually took our call or replied to our email. It’s funny how territorial people can get at their job, isn’t it?

Tips from the Sales Trenches: Is Inside Sales Demeaning?

Score More Sales

The rest of us at that company ran in and out of the building – off to clients and prospects on a daily basis. Works a territory of some type. Works a territory of some type. We have a very high respect for the Sales Force Effectiveness Blog over at Sales Benchmark Index.

Optimizing Part Of The Selling Function, Sub-Optimizing The Whole

Partners in Excellence

They should never pick up the phone and make a prospecting call!” Enter the realm of account management/territory. Perhaps account/territory managers for core product lines and managing the overall customer relationship, with specialists for the more complex product lines.

Is Account-Based Marketing the Holy Grail for Lead Generation Nirvana? [PowerOpinions Part 2]


From here Account-Based Marketing is about aligning with outbound sales to generate the largest revenue. Marketing provides air cover by nurturing and educating their known universe of prospects.

How to Make Longer, More Successful Cold Calls


Experts continue to argue over whether cold-calling is dead or alive, but ultimately this method of outbound prospecting provides results that are difficult to deny. Keeping a prospect on the phone for those precious six minutes is no easy task, and requires some elements of strategy.

Sales Strategy Plan

The Digital Sales Institute

Do your salespeople need to learn new approaches to prospecting, selling or relationship building. For new sets of prospects, update them to reflect the kinds of buyers who you can acquire to reach your sales goals. Territory or Segment Plan.

Inside Sales Jobs Role

The Digital Sales Institute

Expecting an inside salesperson to excel at research, prospecting, outreach, discovery, evaluation, presentations, negotiations and then closing is a falsehood. Sales, selling and how buyers buy is in uncharted territory.

Is Anyone Leading Lead Management?


Telemarketing Outbound (qualification and lead generation). Sales territory management: which can include territories by zip code, telephone area code, counties or even major city streets. If you do these four things, the entire sales lead management machine and dozens of departments and vendors will fall into line, with the objectives of serving the prospect and the company’s revenue expectations to the best of their abilities.

The Pipeline ? Sales And Marketing Alignment In Terms Of Lead.

The Pipeline

If you don’t have your inbound web strategy in place, outbound sales will have to work harder to find prospects and nurture them. A solid inbound web strategy also includes nurturing, but if you don’t have marketing tools then outbound sales will have to manually nurture as well.

7 Tips for Retaining Your Best Salesperson


Changing your compensation structure or rezoning your territories should only be done with extreme caution. Yes, salespeople should be spending some of their time prospecting, however, marketing and sales are and should be two different departments. READ Speed Up Your Sales Prospecting with Growbots. Growbots is a software solution for automating your outbound sales including generating targeted leads, running newsletter campaigns, and analyzing your metrics.

Best 150+ Sales Tools: The Complete List (2019 Update)

Sales Hacker

Lead Generation, Productivity, Prospecting. The platform’s Sales Navigator helps you pump your pipeline with new leads and build relationships with prospects. VanillaSoft blends telemarketing and customer relationship management to improve outbound call volumes and conversions.

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Sales Training Insight into Bus Dev as a Process or Random Activity

Customer Centric Selling

Making outbound contact isn''t easy, but allows sellers to: Select companies meeting criteria that make them more likely to be viable prospects. Territory sellers with responsibility for generating leads often view bus dev as an activity.

The Top 2 Sales Tips to Leverage the People in Your CRM or.

Score More Sales

Without recommending one platform or another specifically, we urge you to have one place where all of your contacts are – prospects, clients, former clients, vendors, and strategic referrers. Sales Tips and Strategies to Grow Revenues. About. Consulting. Training. Press. Speaking.

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Slack Bots, Artificial Intelligence


Account Based Marketing & Outbound Automation – Oh My! For simplicity and those new to the concept, ABM is simply going after targeted “Named” lists of executives, companies, and territories vs. spray and pray? The main software concept is called a “cadence” which is a software that helps organize a blended prospecting approach across all the channels: social, email, phone, snail mail – you name it!

Tricks and Tips for Building and Running a High Performance #InsideSales Team

Smart Selling Tools

“Inside Sales now generates more than 50% of company revenue and is being tasked with more responsibilities and expectations—to grow territories, form partnerships, and generate new business.