DiscoverOrg Sales

DECEMBER 18, 2018

You might recognize the most-prospected-to companies of 2018, according to DiscoverOrg’s database, as household names – but that’s not why savvy sales and marketing professionals have been pitching to them. Before we dive in, let’s take a quick look at the most-prospected-to industries. FinancialServices. Insurance. ITServices.

Company 156

Company Prospecting Transportation Oracle 156

SBI

OCTOBER 4, 2018

We’ll be reporting on all the activities over the coming weeks. He described how their AI Sales Assistant takes on the grunt work and delivers prospects who are ready to have quality conversations. When it comes to this year’s Dreamforce, It most certainly did not disappoint. Luke explained why Conversica is so “cool.”

Report 138

Report SalesForce Video Distribution 138

Partners in Excellence

MARCH 12, 2024

You initiate the work: securing meetings, creating opportunities with prospects and clients, and closing deals that produce revenue for your company (and income for you). Even forecasting and reporting, which can sometimes feel like drudgery, are like part of running a successful business. There is direct reward for your success.

Face-to-face 118

Face-to-face Sports Territories Forecasting 118

Zoominfo

JANUARY 15, 2021

Both market and sales intelligence fall under the umbrella of lead intelligence, which collectively gives comprehensive insights about prospects. Finding the best prospects goes beyond surface-level details like company name and phone number. What is Sales Intelligence? How Can I Optimize Intelligence in the Sales Cycle?

Sales Qualified Lead 207

Sales Qualified Lead Marketing Qualified Lead Marketing Lead Rank 207

The Pipeline

MAY 13, 2011

Reports of the Death of the Salesperson Are Greatly Exaggerated. Create campaigns for the sales team that, rather than offering “once-in-a-lifetime” discounts or “check-in,” instead offer a report with valuable data. Put another way: If you don’t want a prospect to read it, don’t write it. September 2008. August 2008.

Report 244

Report Pipeline Top of Funnel Webinar Metrics 244

Zoominfo

JUNE 6, 2019

Sales prospecting—a common source of misery for most sales reps—is a critical aspect of selling for nearly all businesses. Prospecting strategies uncovers potential buyers, fuels an organization’s sales pipeline , and provides important context to future sales conversations. What Is B2B Sales Prospecting? Who are they?

B2B 100

B2B Top of Funnel Buyer Persona Prospecting 100

Sales 2.0

FEBRUARY 15, 2023

and free up time for managers to coach the reps on how to add more value in their territory for better outcomes.” Paul : I think generally AI is going to be applied first where there’s a lot of sales-related data…where you have lots of prospects or lots of accounts, or you do lots of deals. Companies want “one throat to choke!”

Conversion 195

Conversion Amdocs Territories Forecasting 195

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. Some examples are: ‘Friends’ within the customer/prospect.

Sales Qualified Lead 120

Sales Qualified Lead Leads Marketing Qualified Lead Territories 120

Zoominfo

MARCH 5, 2019

The 2019 State of Technographics Report for B2B Sales Organizations [Infographic]. The experts at ZoomInfo spent more than a year collecting and analyzing data in an effort to understand this relatively uncharted territory a bit deeper. Now that we’re all up to speed, let’s quickly talk about today’s infographic. The end result?

B2B 180

B2B Territories Report Vendor 180

SBI

JANUARY 31, 2020

TechTarget Priority Engine Email Alerts Help Sales Teams Take Immediate Action on the Best Opportunities in Their Territory. According to recent research , companies that target active prospects with timely, relevant outreach can generate twice as many opportunities. ndrew Gilman, Head of Marketing, NWN Corporation.

Engineering 74

Engineering Territories Opportunity SAP 74

Hubspot Sales

AUGUST 26, 2018

How to Find Prospects. Prospecting can be tedious and time-consuming, but it’s something that has to be done to keep pipelines healthy. However, while sales reps can’t avoid prospecting, they can certainly make it easier for themselves. Where Do Salespeople Find Prospects? Job Boards. Twitter Searches. Business Journals.

Prospecting 78

Prospecting Hiring Journal Territories 78

Sales Hacker

DECEMBER 1, 2022

Typically, SDRs work from one of two territory models: Static territories based on geography or vertical or business segment. A Wild West-style free-for-all where reps prospect into an addressable market wherever they’d like. A dynamic book management model actually does away with the concept of static territories entirely.

Account 77

Account Lead Rank Ideal Customer Profile Territories 77

Partners in Excellence

JULY 3, 2020

I looked at the dashboards, at first glance, I was impressed–tracking pipeline, tasks, lead disposition, prospecting, mix, accounts, perormance by sales person, and more. I moved on to the next chart in their dashboard–open tasks and next steps on deals, account, and territory plans. Otherwise it is meaningless.

Sales Qualified Lead 166

Sales Qualified Lead Report Territories Pipeline 166

Partners in Excellence

FEBRUARY 8, 2022

There are surveys for sellers covering things like prospecting, pipeline management, closing, sales process. As sellers, we have to manage our territories and accounts. We have to find as many opportunities as we can within those territories/accounts. For example, there are those that would have you focus on prospecting.

Survey 97

Survey Territories Hiring Incentives 97

Your Sales Management Guru

SEPTEMBER 29, 2014

Should Salespeople Prospect Anymore? Last week during a client’s sales meeting we got into a discussion regarding pipeline values, needless to say the number of prospects and dollar values were insufficient to achieve the overall corporate revenue objectives. Are you territory based or open territories? First, it depends.

Prospecting 92

Prospecting Lead Rank Lead Scoring Real Estate 92

Partners in Excellence

SEPTEMBER 18, 2015

“I need a report… ” is a phrase universally eliciting groans from every sales person—at least the good sales people. Bad sales people revel in these requests, because it means they get a momentary respite from prospecting, meeting with customers, moving deals forward, figuring out how to hit their goals.

Report 48

Report Revelation CRM Analysis 48

Sales Hacker

MAY 29, 2023

Related: Sales Cycle Management: Definition, Stages, and Strategies Listen to your AE’s calls The leads that you pick from the above CRM report might have call recordings associated with them. Think about: What team reports to whom? Pricing is a question that every prospect asks at some point in the sales cycle.

Ideal Customer Profile 84

Ideal Customer Profile Study Top of Funnel Sales Cycle 84

Hubspot Sales

SEPTEMBER 16, 2020

By having a specific set of criteria reps should look for when qualifying leads, along with a consistent set of questions they can ask in initial sales calls, reps will be more prepared walking into their initial conversations with prospects, and can feel more confident when pursuing the right leads for their offer. Territory Management.

Sales Process 124

Sales Process Ideal Customer Profile Sales Qualified Lead Territories 124

Partners in Excellence

AUGUST 10, 2023

They forget the people (front line managers) reporting to them need and value coaching and development as much as the sales people in the organization. Normally, front line managers focus on coaching deals, pipeline, calls, account/territory management, prospecting, time management and so forth.

Coaching 62

Coaching Lead Rank Territories Face-to-face 62

Hubspot Sales

JULY 22, 2020

But, sales professionals cannot rely on cold calls and haphazard prospect visits if they want to meet their sales goals and make it into the top 10%. When your email arrives at the top of your prospect's inbox at a time that aligns with their schedule, you increase your email success rate. HubSpot Email Scheduling. Pricing: Free.

Tools 108

Tools Closing Territories Hubspot 108

Partners in Excellence

AUGUST 19, 2020

For example, as sales people, we may look at territory or account management, prospecting, managing opportunities through the buying cycle, call planning/meeting management, pipeline management/forecasting, administrative functions, time management, training/learning and so forth. Many avoid prospecting.

Territories 73

Territories Maximizer Buying Cycle Pivotal 73

SBI Growth

OCTOBER 12, 2013

Setting Quotas, territory structures, headcounts and total compensation budgets are examples. Get our 7th annual research report and see how the best are evolving. Are your territories designed to maximize time with customers and prospects? Are your quotas based on your ideal customer spend and ideal prospect opportunity?

Buyer Persona 310

Buyer Persona Territories Compensation Buyer 310

Crunchbase

MAY 18, 2023

According to Demand Gen Report ‘s 2022 B2B Buyer Behavior Survey , 55% of buyers say their purchasing timelines have grown, while 82% of sales professionals have had to adapt quickly to new ways of selling. Sales teams are under immense pressure as businesses navigate economic uncertainty and mounting customer expectations.

Sales Cycle 98

Sales Cycle Lead Rank Lead Scoring Sales Qualified Lead 98

Hubspot Sales

DECEMBER 30, 2020

The more mature a business gets, and the more complex the prospective customer’s needs are, the more challenging it is to maintain that speedy response and personalized touch. Lead routing helps make sure the right prospects reach the right people, and at the right time, saving your business time and resources.

Lead Rank 100

Lead Rank Lead Scoring Sales Qualified Lead Leads 100

Hubspot Sales

APRIL 12, 2023

Increased Visibility and Reporting Sales activity management gives magnified visibility into your team’s performance. Additionally, managing sales activity means you’ll have cleaner reporting to show higher-ups precisely how your efforts translate to revenue growth. Two salespeople might contact the same number of prospects.

Revenue 118

Revenue Proposal SalesForce Lead Rank 118

Apptivo

MARCH 9, 2023

Send automated Emails Sales automation can be extremely beneficial by allowing sales representatives to send automated emails to prospects and customers. In general there is a 10% difference in reply rate between having 1-200 and 1000+ prospect base. The seamless operation of the sales process is maintained through sales automation.

Sales Automation 64

Sales Automation Lead Rank Lead Scoring Campaigns 64

DiscoverOrg Sales

FEBRUARY 13, 2019

A 2019 Demand Gen Report asked: What are your biggest challenges to maintaining data quality in your contact database? Reporting structure/org charts (Sales loves). According to the same Demand Gen Report , 68% of Marketers have the goal of targeting more specific segments for better engagement in 2019. NAICS code.

Ideal Customer Profile 202

Ideal Customer Profile Data Scale Marketing 202

Mindtickle

APRIL 10, 2024

According to the Demand Gen Report , more than half of B2B buyers rely on sales content to guide their purchase decisions more now than in the past. According to the recently released State of Revenue Productivity Report , organizations published an average of 642 new assets in 2023. When it comes to B2B sales, content is still king.

Analytics 52

Analytics Top of Funnel Revenue Closing 52

Sales Result

JANUARY 22, 2020

Market coverage models outline the strategy for how sales people can sell to as many good prospects as possible. Most sales people do a poor job of maximizing their territories, so don’t leave it all up to them.

Strategy 64

Strategy Marketing Territories Maximizer 64

Hubspot Sales

OCTOBER 5, 2017

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? Sales Prospecting Techniques.

Prospecting 142

Prospecting Tools Top of Funnel Lead Rank 142

Hubspot Sales

FEBRUARY 17, 2020

Sales volume measures how many units of a product your company sells during a specific reporting period. If during Q3 your company sells 1,250 units of multivitamins, you could then report a sales volume increase of 25% for this product. Let the answers to those questions guide how you describe your product to prospective customers.

Territories 108

Territories Incentives Incentive Sales Qualified Lead 108

DiscoverOrg Sales

AUGUST 31, 2017

When used correctly, voicemails are one of the quickest ways for a team to increase response rates and get the attention of their prospects. Keep these tips in mind if you are struggling to get your demo numbers up, or if you are simply having a difficult time getting a foot in the door with a prospect.

Cold Calling 229

Cold Calling Ideal Customer Profile Decision Maker Call-back 229

SBI Growth

OCTOBER 29, 2013

1 — Customers & Prospects: The most important thing is your customer/prospect. In this report we heard from over 15,000 B2B buyers. Territory, leads, compensation plan and their boss. For example: Territory — They need help targeting which prospects/customers have the highest propensity to buy.

Territories 308

Territories Compensation Buyer Google 308

Sales Hacker

MARCH 27, 2018

Every business runs like a B2B sales prospecting operation. You head out to a territory (market) where you can mine (generate) something valuable, then sift (qualify) good finds from the bad. Keep your sales pipeline full by prospecting continuously. Why B2B Sales Prospecting Needs More Attention Than You Think.

B2B 87

B2B Ideal Customer Profile Sales Qualified Lead Lead Rank 87

Zoominfo

JULY 6, 2021

Tom is pitching to you because his office is based a few blocks away from your house and your street happens to fall within his territory. Tom represents the old world of sales, which was limited by location, highly based on geography, and heavily reliant on how well he could persuade his prospects. The Rise of Global Commerce.

Lead Rank 147

Lead Rank Ideal Customer Profile Inside Sales Outside Sales 147

The Spiff Blog

OCTOBER 28, 2022

Nearly 3 in 5 employees report negative impacts of work-related stress, including lack of interest, motivation, or energy (26%) and lack of effort at work (19%). Meanwhile, 36% reported cognitive weariness, 32% reported emotional exhaustion, and an astounding 44% reported physical fatigue—a 38% increase over the previous year ( source ).

Commission 78

Commission Lead Rank Lead Scoring Hiring 78

DiscoverOrg Sales

JANUARY 2, 2019

TOPO’s research suggests that, as Intent Data goes mainstream and becomes more integrated, it will become part of the prospect lifecycle. Intent Data lets teams communicate with prospects earlier in the cycle: Your prospects are out there, right now, with a problem you can solve. But they know what to do.”.

Data 196

Data Intent Data Intent Customer 196