SBI Growth

SEPTEMBER 20, 2012

Obtain market penetration projections. To learn more about sales enablement and obtain our product launch sales compensation checklist sign up for our Q3 Make The Number Tour. The key lies in changing the compensation plan to drive the sales force to sell the new product. Focus on new product sales. How do we drive change?

Compensation 244

Compensation Incentives Incentive Quota 244

SalesLoft

MAY 13, 2016

SDRs follow-up in the least time possible, diagnose the need, and close for a meeting. If they’re not doing that, then they’re cold calling people to drum up demand. The Account Development and Market Development roles are needed to create a scalable way to manage territories, align with the field and, most of all, to create focus.

Outbound 52

Outbound Inbound Account Penetration 52

Xactly

OCTOBER 18, 2018

Several MIT researchers in Selling Power Magazine reveal why there are plans that work in some settings but don’t in others: Strong vs. weak incentives: Weak incentives provide small rewards as a portion of potential earnings and can discourage high performance and drive stars to competitors. Reward your farmers differently than your hunters.

Incentives 78

Incentives Incentive Compensation Webinar Metrics 78

Partners in Excellence

AUGUST 27, 2019

I wrote, “Improving Sales Performance Without Changing How You Sell.” ” What happens, in addition to confusing sales people, is we divert them from what they really should be doing–selling. It’s incumbent on all leaders to measure, track, follow up, coach, adjust, improve.

Penetration 79

Penetration Coaching Face-to-face Pipeline 79

The Pipeline

MARCH 31, 2011

Sign up for our Email Newsletter. Social Selling University – Webinar. Stored in Attitude , Business Acumen , Prospecting , Sales 2.0 , Sales Strategy , Social Selling , Social media , Trigger Events , Webinar , execution. About Social Selling University. A Random Walk Up Sales Street. Free Resources.

Social Selling 216

Social Selling Webinar Metrics Pipeline Social Media 216

Xactly

AUGUST 30, 2018

When a well-developed process works for the organization, backed up by data from the metrics, a sales manager should provide the proof to the sales team and they are more likely to adopt and stick to a set script. Employ the Enterprise Selling Process. Or, build a plan in minutes with out ready-to-use templates. vertical, and more.

Enterprise 40

Enterprise Enterprise Top of Funnel Penetration 40

SBI

OCTOBER 1, 2014

Whether or not you’ll be attending, you’ll want to keep up on the latest and to help you with that mission, we’re naming the top 20 Twitter handles to follow at Dreamforce. Avention gives you the most up-to-date, most accessible, and most comprehensive information. Accelerate Sales Ramp Up. Act-On Software.

Vendor 139

Vendor Twitter InsideView InsideSales 139

HeavyHitter Sales

MARCH 5, 2014

It takes time to hire, train, and build a critical mass of capable salespeople who can penetrate new accounts. It is during this stage that the sales model is first established, whether the sales organization will sell directly via outside field salespeople, over the phone with inside salespeople, or through channel partners. “We

Hiring 108

Hiring Scale Territories Penetration 108

Partners in Excellence

APRIL 28, 2013

We know the importance of selling internally. We get the programs and products we need to better penetrate our territories. Selling internally is critical to our success and ability to accomplish things. To accomplish what they want, they have to sell internally. They were the people he had to sell.

Decision Maker 100

Decision Maker Penetration Territories Up-Sell 100

Partners in Excellence

OCTOBER 14, 2015

Most organizations have found they need to leverage some form of partner or channel to reach all the potential customers, maximizing their ability to sell and grow. Without these partners, we can’t achieve the growth and market penetration we expect. How does your partner and channel strategy and implementation stack up?

Outsourcing Services 48

Outsourcing Services Channels Penetration Territories 48

Hubspot Sales

OCTOBER 16, 2017

If you want them to stop selling to poor fit customers, institute a clawback so they lose their commission if the customer churns or returns the product within a set window of time. Increase upsell/cross-sell rate. It doesn’t matter how much (or how little) they sell, their take-home earnings are set. Increase cash flow.

Compensation 124

Compensation Hiring Salary Commission 124

Hubspot Sales

OCTOBER 15, 2020

There was a time when selling products was simple. It’s the different places you sell your products, right? You sell your lines straight to their end-users. Retailers – Businesses that sell products to their end-users. They’re buying it to use, not to sell on. Or in other geographical areas or territories?

Distribution 93

Distribution Strategy Retail Channels 93

The Pipeline

AUGUST 16, 2011

Sign up for our Email Newsletter. Stored in Attitude , Business Acumen , Buying Process , EDGE Sales Process , Gap Selling , Impact Questions , Interactive Selling , Proactive , Productivity , Questions , Sales 2.0 , Sales Process , Sales Strategy , Sales Success , Sell Better , Selling to Executives , execution.

Pipeline 267

Pipeline Lead Rank Lead Scoring Sales Qualified Lead 267

SBI

MAY 8, 2012

As the weather heats up, I feel a jolt of energized motivation. Plan2Win software helps salespeople like you develop territory and account strategies. With Plan2Win, you can plan how to best optimize your territory and win the most business from your accounts. The adage “time is money” can most definitely be applied to selling.

Tools 82

Tools Territories Webinar Metrics Report 82

Partners in Excellence

FEBRUARY 3, 2015

” The reality, is we tend to go back to the same people we’ve always dealt with, trying to find new deals, trying to sell more. If we want to extend our share and penetration of an account, we have to aggressively extend our relationships. Over time, we what we learn this way becomes very limited.

Penetration 48

Penetration Territories Film Networking 48

Sales Hacker

NOVEMBER 24, 2020

Team selling and why it’s making a comeback [7:43]. She’s going to be talking to us about team selling and how the concept of combined quotas with senior and junior account executives, converging on one territory, is coming back. Where we focus our efforts is really in the area of virtual selling.

Outsourcing Services 80

Outsourcing Services Lead Rank Pivotal Enterprise 80

Customer Centric Selling

DECEMBER 20, 2016

By Gary Walker, EVP of Channel Sales & Operations, CustomerCentric Selling® - The Sales Training Company. I realized very quickly that if I was going to fulfill my revenue obligation to my employer and earn the amount of money I wanted to make, I was going to have to come up with a plan - a Territory Sales Plan.

Revenue 40

Revenue Territories InsideView How To 40

Tony Hughes

MARCH 4, 2018

Could human-based selling disappear all together? Big data may at last become useful in selling if a technology allows a machine to become smarter than the human brain to parse it all. Perhaps an Ender's Game like selling environment could train up the world's greatest sales people from birth. Obviously there is not.

Hiring 68

Hiring Top of Funnel Lead Rank Lead Scoring 68

A Sales Guy

JANUARY 21, 2013

Those who don’t have a clue tend to work harder than everybody else, because they have no plan, everything is made up as they go. They don’t create unique and effective strategies to address their unique selling challenges or opportunities. Quota attainment ends up being a surprise at the end of the year.

Quota 127

Quota How To Penetration Face-to-face 127

A Sales Guy

JANUARY 30, 2013

Beyond doing reference checks yourself there are some very specific things that make up a good reference check and doing them will increase the chances you get the right people on board. Ask why they think she will penetrate the new territory. What do you like best about their selling approach?

Hiring 114

Hiring Penetration How To Positioning 114

Partners in Excellence

APRIL 25, 2017

Who should we be selling to? How do we want to balance performance across the sales function–for example new customer acquisition versus customer retention/growth/account penetration, new market expansion, product line mix, and so forth. How do we stack up against all the alternatives the customer considers.

Compensation 52

Compensation Lead Rank System Commission 52

A Sales Guy

OCTOBER 13, 2016

We all want to grow up and be the big girls or boys on the block, right? You are unable to drive the leads, close the deals, penetrate the territory, capture new industries, etc. The sales team has to do very little selling. In these selling environments, education is a critical element in the sales process.

Scale 60

Scale Hiring How To Education 60

Tony Hughes

FEBRUARY 22, 2018

Professional selling is catching-up but anyone who is clumsy through autobot gaffs or spamming behaviour will damage their personal brand enormously. Imagine you're in an RFP or up against a legacy incumbent. The major hurdle in high performance, strategic social selling is getting in front of the right clients.

Ideal Customer Profile 66

Ideal Customer Profile Social Media Account Penetration 66

Sales Hacker

FEBRUARY 20, 2023

Land and expand” is a selling tactic that starts with landing a small deal with a new account or organization. Through a strong relationship and proven results, that first deal turns into more sales and increased revenue as you continue to sell across the company. This is where land and expand, in practice, becomes more complex.

Ideal Customer Profile 89

Ideal Customer Profile Account Enterprise Enterprise 89

HeavyHitter Sales

APRIL 16, 2009

Martin: Heavy Hitter Sales Psychology: How to Penetrate the C-level Executive Suite and Convince Company Leaders to Buy. Martin: Heavy Hitter Selling: How Successful Salespeople Use Language and Intuition to Persuade Customers to Buy. . The saying “If it were easy everybody would be doing it” certainly applies to selling today.

Penetration 60

Penetration Decision Maker Guarantee Sales 60

Partners in Excellence

FEBRUARY 17, 2014

We may have account and territory goals/metrics. We may have market penetration/share goals. Organizational Performance Numbers: So far, I’ve focused on metrics that are usually applied at an individual level, then rolled up for various organizational perspectives. Look at who’s selling what to who.

Quota 92

Quota Trends Churn Maximizer 92

Jonathan Farrington

APRIL 26, 2013

Being Agile Drives Better Execution of the Sales Plan, and Deeper Market Penetration. They may cherry-pick the prospecting visits they make, and come up with their own ‘gut’ assessment of how qualified a prospect is rather than asking the tough questions every time.

Field Sales 43

Field Sales Wireless Sales Qualified Lead Scale 43

Xactly

JUNE 18, 2018

However, without the use of data insights, companies are blindly planning, unable to spot performance gaps or potential roadblocks that may pop up down the road. Optimizing Territory Design with Data Intelligence. If your sales territories are poorly designed, how can you set fair or achievable quotas for sales reps?

Territories 54

Territories Data Hiring Quota 54

Jonathan Farrington

OCTOBER 23, 2014

The very best consultative sales professionals operate exclusively in “me only territory” and that demands an explanation, so let’s begin by examining the traditional sales environment. These people are all operating exclusively in “me-too territory”?. But actually, no, it gets even better!

Territories 39

Territories ROI Penetration Decision Maker 39

Jonathan Farrington

APRIL 28, 2014

The very best consultative sales professionals operate exclusively in “me only territory”and that demands an explanation, so let’s begin by examining the traditional sales environment. These people are all operating exclusively in “me-too territory”?. Now we are entering “me-only” territory – the hallowed turf of the sales world.

Territories 36

Territories ROI Penetration Decision Maker 36

Hubspot Sales

JULY 17, 2023

In 2020, Silver Peak hired Aviso , an AI selling platform, to predict quarterly business. to enhance customer engagement and improve account-based selling. Through adoption of these tools, they were able to obtain better data for account selling. Tinuiti closed 50% more recurring revenue from cross-selling with Gong.

Hiring 69

Hiring Forecasting Hubspot Analytics 69

Jonathan Farrington

JANUARY 29, 2013

The very best consultative sales professionals operate exclusively in “me only territory” and that demands an explanation, so let’s begin by examining the traditional sales environment …. These people are all operating exclusively in “me-too territory”. Now we are entering “only-me” territory – the hallowed turf of the sales world.

Territories 38

Territories ROI Penetration Decision Maker 38

Chorus.ai

MARCH 13, 2020

If you need quotas that prioritize sales penetration , read on. There are ways of juicing it up a little more, which can be effective in maintaining your reps’ motivation. Forecast Revenue Quota The forecast revenue quota uses historical precedents — for a territory, market share, or prior product — for its foundation.

Quota 65

Quota Penetration Buyer Persona Sales Qualified Lead 65

Sales Hacker

AUGUST 18, 2023

Share It seems like every second start-up founder and revenue leader I talk to these days is trying to move upmarket or ‘break into the enterprise’. On top of this, the sale cycle is longer, more bureaucracy and more legal scrutiny up there. Think about the move upstream if you’re trying to penetrate a new vertical.

Scale 67

Scale Enterprise Enterprise How To 67

Jonathan Farrington

JULY 23, 2012

Last week I asked: “So you think you are selling consultatively – Let’s find out ” and this is a follow-up post. The very best consultative sales professionals operate exclusively in “me only territory” and that demands an explanation, so let’s begin by examining the traditional sales environment ….

Territories 37

Territories ROI Penetration Decision Maker 37

Hubspot Sales

SEPTEMBER 27, 2019

How much revenue is generated by each product, product line, or service that you sell. Market Penetration. cross-selling, upselling, repeat orders, expanded contracts, etc.). Revenue by Territory. How much revenue your sales team is generating by territory. Cost of Selling as a Percentage of Revenue Generated.

Data 109

Data Lead Rank Lead Scoring Energy 109

SBI

JULY 12, 2018

Territory planning – We help companies understand where the greatest potential for opportunities are. Accelerate sales through more relevant engagement – Through social networks and engagement, InsideView helps salespeople understand their prospects’ industries, target accounts and competitors, to gain selling advantage.

InsideView 104

InsideView Ideal Customer Profile Lead Rank Marketing Qualified Lead 104