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.

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

DiscoverOrg Sales

Sales often uses Location data for territory planning, but Marketers love Location data because it has so many use cases: be more targeted with event promotion (like the Dreamforce happy hour example above).

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Cold Voicemails Work … Just Not How You Expected

DiscoverOrg Sales

In this instance, a quick glance at the LinkedIn profile of my prospect of Jeff revealed his territory and job description – which was all I needed to know in order to leave a targeted voicemail. How many emails hit your inbox every day? A lot, right?

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

DiscoverOrg Sales

Welcome to Definite Creeper territory, where overzealous salespeople can easily tip their hand too much and make target buyers feel like they’re being stalked. “HOW THE %$#@ DID YOU GET THIS NUMBER? Take me off your call list!”. … Not really the cold-call response you’re looking for!

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

DiscoverOrg Sales

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. Best Practices from the Industry Outbound Selling Sales Development B2B Sales B2B Sales Insights data intelligence Good leads Outbound Sales Prospecting Sales Effectiveness Sales Enablement Tools Sales Intelligence Sales Leads Sales Tips

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Sales Acceleration on Demand: Outreach & DiscoverOrg

DiscoverOrg Sales

Sales operations is often unwilling to giving edit access for carefully planned territories or strategically curated prospect lists – and for a good reason: It’s easy to mess up and overwrite a field with incorrect information.

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. Future of Sales AR augmented reality door to door sales field sales future of sales outbound salesAt Base, we are always on the lookout for the latest and greatest trends and thinking about how they can be applied to sales. Lately, we’ve been thinking a lot about augmented reality.

Five Keys to Accelerated Lead to Money


Marketing understands that their role is being able to continuously fill the Sales pipeline, whether it is through targeted marketing programs or broad outbound attempts to reach new people with consistent messaging across the board. Territory and Quota Solutions.

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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 the Lies You Tell Yourself Kill Your Sales Results

Anthony Iannarino

This territory is terrible; no one here is buying. I once had a sales leaders who worked for me that told me the territory she was assigned was terrible. The sales leader that replaced the first believed that same territory was a target rich environment.

In the Scramble for 2013 Sales Team Planning

Score More Sales

We suggest you don’t drag things out – make time now and hammer out issues of territory overlap, vertical territories vs. geographic, and come to a tentative idea, if not complete, by end of December (assuming you run on a calendar year).

Adapting an ABM Approach for Account-Based EVERYTHING

DiscoverOrg Sales

Account-Based Sales Development (ABSD) is a coordinated strategy that combines personalized, multi-channel, multi-threaded, outbound activities to create high-value opportunities in new and existing customers.

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.

Inside Sales Power Tip 124 – Self Management

Score More Sales

Think of yourself as an entrepreneur of your territory, or niche, or product line. You know the feeling when you have everything under control. Your on the top of the world. You also know that OTHER feeling, don’t you – when things feel like they are spiraling out of control.

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 need to plan, strategize, and prepare for success. You also need to be aware that a number of strategies will get you closer to prospective customers – not just one.

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


A while back we dealt with a sales rep whose territory was Warner Robins Air Force base. Inbound marketing is a magnificent supplement to, but not a replacement for, one of our most potent sales weapons—the outbound proactive telephone call.”

3 Ways to Research Prospects Online to Grow Sales

Score More Sales

That’s right – it’s your territory and your career – don’t wait for the powers that be to determine how social you can get. courtesy of InsideView.

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.

Decreasing Sales Ramp For New Hires


If we can teach them the fundamentals of consistently building pipeline in their territory – they will sell more, faster. Over a 4-8 week period we are spending time with new sales reps doing the following: Defining sales territory strategy from an outreach perspective.

Why Are You Trying To Kill Me?

The Pipeline

It shows how outbound – today’s euphemism for cold – sales calls and e-mails affect and “more importantly disrupt vendor selection.” Further, some “Seventy-five per cent of IT executives have set an appointment or attended an event as a direct result of outbound email and call techniques.”

3 Ways to Grow Sales Inspired by Olympians

Score More Sales

What is the gold in your territory and your sales plan? This is the time when those who appreciate the top athleticism in the world are in their element – during the Summer Olympics. There are so many inspiring stories – and what seem to be Herculean efforts to win a medal for one’s country.

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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. In the first two posts in this series we talked about gaining visibility to grow sales as well as putting a plan in place. Now how are you going to make this happen?

GDPR: The Good, the Bad, and the Grey

Sales Hacker

Covering the security, sharing, and export of personal data emanating from EU territories, GDPR supersedes the outdated and optional Data Protection Directive of 1995. This is no surprise, as the outbound sales development movement has grown exponentially in the last decade.

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.

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

Smart Selling Tools

Greater conversion of inquiries and interest to confirmed meetings – Users have seen a 4x lift in meetings when the call-to-action in marketing offers, web site pages and outbound prospecting efforts was a Click-to-Schedule link.

Tips from the Sales Trenches: Is Inside Sales Demeaning?

Score More Sales

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.

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. Sales Lead Management is a complicated process. It needs a leader to pull all of the competing interests and people together to work as a team. Sales lead management is a tough subject to truly get your arms around.

Inside Sales Power Tip 115 – Be Social

Score More Sales

Yes, I know how busy you are – I was a seller with a quota and territory for many years. There are three major reasons you need to have regular time blocked off in your calendar for being social online.

Solving the SDR Debate: Sales or Marketing?


One of the things I think has to align with your business model is whether you are an inbound organization for the front end of the funnel or an outbound organization at the front end of the funnel. At UserTesting, our business model aligns very well with outbound model and having SDRs be in the sales organization; but if you’re predominately inbound, you can justify having SDRs in marketing. If you’re arguing about inbound versus outbound, that’s a problem.

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. In less than 1,000 words, Adam covers so much territory I found myself needing to read this several times through—and as it sank in I found my head shaking up and down in agreement.

Set up to fail?

Engage Selling

They expect: 100 outbound calls a day. In addition, they have changed each territory 3 times in 4 weeks and gave the Latin American territory to a non Spanish speaker in marketing when one sales rep speaks fluent Spanish. I spoke to a start up company today. The company is less than 6 months in business and one sales rep was hired originally in marketing.

GDPR: The Good, the Bad, and the Grey

Sales Hacker

Covering the security, sharing, and export of personal data emanating from EU territories, GDPR supersedes the outdated and optional Data Protection Directive of 1995. This is no surprise, as the outbound sales development movement has grown exponentially in the last decade.

“Parasales” Reps – Sales eXchange 209

The Pipeline

I have worked with a number of sales organizations that have brought people in as say sales admins, then they move to inside sales, either in a support, or some form of outbound calling, then to field sales, all the way up to enterprise or national account status.

Inside Sales Power Tip 116 – Call Deep

Score More Sales

It’s funny how territorial people can get at their job, isn’t it? A common issue among newer remote (inside) sales pros is that we tend to latch on to one person within a company to call on.

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

Partners in Excellence

Where product lines are very diverse, with different and unrelated buyers within the account, this issue may not be important (But I’m still driven by my mantra, “It’s our God-given right to 100% share of customer and territory…”). Recently.

4 Ways to Hack Your Growth With AI

Sales and Marketing Management

You want to make it easy for her to build on the existing, positive momentum with some hunting while also keeping outbound activities focused on the accounts with the highest fit to your ideal profile. Self-service AI-assisted sales and marketing platforms take on the tedious and time-consuming data-intensive tasks including total addressable market (TAM) analysis and territory planning, daily prospecting and sales intelligence.

Inside Sales Power Tip 103 – Plan Everything

Score More Sales

A week ago I sat down with a sales professional who told me that when he started at a midmarket big data company in sales, he was given no guidelines, no leads, and very little guidance in getting started with his new sales territory.

Channel Sales for SaaS: What It Is, When it Works, and How to Build Your Own


Growth Strategy: If you are looking to expand your sales territory into new geographic areas or countries, a channel strategy is one of the best ways to mitigate risk, scale across new locations, and generate revenue quickly.