Gong.io

DECEMBER 15, 2022

The value of sales territories isn’t lost on most sales leaders (and if it is, we’ll clarify that shortly). The problem is making your sales territory planning fair without swallowing up your time. . What is sales territory mapping, and why is it important? What is sales territory mapping, and why is it important?

Territories 62

Territories Ideal Customer Profile Hiring Forecasting 62

Zoominfo

MAY 11, 2020

There’s a lot to think about when developing an annual sales plan to support your organization’s strategy and objectives: New customer acquisition, customer retention, increasing share of wallet, resource budgeting … just to name a few. But don’t forget about your sales territory plan. What is a Sales Territory Plan?

Territories 100

Territories Outsourcing Services Buyer Ideal Customer Profile 100

Steven Rosen

FEBRUARY 11, 2024

They share how organizations can align learning goals with sales goals and invest in training and resources to support their salespeople. They share how organizations can align learning goals with sales goals and invest in training and resources to support their salespeople.

Social Media 156

Social Media Sales Goal Territories Lead Rank 156

Zoominfo

NOVEMBER 1, 2022

Smarter Prospecting in Less Time For experienced sales professionals, using ZoomInfo for the first time often feels like discovering a secret; after spending years going door-to-door, suddenly having a world of information at your fingertips can be an invigorating experience.

Prospecting 130

Prospecting Hiring Face-to-face Intent Data 130

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

SBI

FEBRUARY 7, 2019

Old-School Territory Management is Dead: A Q&A with John Stewart, CEO of MapAnything. Following the recent acquisition of TerrAlign by MapAnything, I asked MapAnything CEO John Stewart to explain the relationship between map-based geo-productivity and territory optimization. So, I asked John to tell me more.

Territories 87

Territories Revenue Data CRM 87

Steven Rosen

FEBRUARY 11, 2024

Sales leaders should identify the skills needed to achieve sales goals and provide training and resources to develop those skills. Recognizing the need for extra training, they brought in experts for areas like social media, territory planning, and sales messaging.

Sales Goal 156

Sales Goal Top of Funnel Social Media Coaching 156

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

Janek Performance Group

APRIL 17, 2024

Typically, these professionals are tasked with identifying and qualifying potential leads and initiating contact with prospects. Some of the top include: Lead Generation and Qualification Prospect identification Lead qualification Effective BDRs excel at identifying potential leads within target markets or industries.

Outsourcing Services 118

Outsourcing Services B2B Lead Rank Sales Qualified Lead 118

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

Understanding the Sales Force

MARCH 13, 2024

They become a resource, an asset, a partner and not only help to write the specifications of the next RFP, but write the specs in such a way that they are the only company that can win the business.

Decision Maker 170

Decision Maker Proposal Distribution Territories 170

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

The Pipeline

JANUARY 25, 2022

The driving question being how do I take a territory from a 20% margin base, to 25%? How are they selling and negotiating with prospects? How deep are they going in discovery in helping prospects understand the full impact on their business? You should be upgrading your base as often as your phone. Margin Of Error.

Margin 188

Margin Commission Territories Negotiation 188

Understanding the Sales Force

OCTOBER 25, 2023

Even worse, some of these ineffective salespeople lead their sales teams in revenue because they inherited the biggest and best accounts, well-established large territories, have years in their industry and/or territory and are viewed as an expert. They haven’t taken it upon themselves to improve. This can work.

Outsourcing Services 193

Outsourcing Services Territories Proposal Sales Methodology 193

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

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 Oracle Transportation 156

Understanding the Sales Force

MARCH 13, 2024

They become a resource, an asset, a partner and not only help write the specifications of the next RFP, but write the specs in such a way that they are the only company that can win the business.

Decision Maker 193

Decision Maker Data Hiring Proposal 193

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

Sales Hacker

DECEMBER 9, 2022

Sales leaders often evaluate prospects and existing customers based on readily available information — order history, and firmographic data (company location, size, industry, etc). Start your sales planning efforts with account segmentation to fill your territories with fruitful opportunities and increase your sellers’ ability to hit quotas.

Lead Rank 97

Lead Rank Territories Lead Scoring Quota 97

Sales 2.0

JUNE 16, 2018

This is a series of posts aimed at helping you survive in a new sales territory. to get you introductions to target account in your new territory. If your new job or territory allows you to approach some of the thousands of people in this database, you should because all relationships help you sell and often they change the whole game.

CRM 150

CRM Territories Ideal Customer Profile Account 150

SBI Growth

APRIL 21, 2013

He gets protective of “gray area prospects” who stretch across several regions. Every time there’s a territory rezoning he bellyaches. Or If you chop up my territory, I’ll look somewhere else. Because of this, prospects and existing customers don’t get the same level of service. The Resource Pig. The Lone Wolf.

Territories 303

Territories Quota Engineering Resources 303

The Pipeline

FEBRUARY 22, 2012

Free Resources. 3 R’s of Prospecting Success. Stored in Attitude , Business Acumen , Buying Process , Demand Generation , Lead Management , Prospecting , Sales 2.0 , Sales Strategy , Sales Success , Sales Technique , Sales Tip , Video , execution. In the pas I have posted about leads being a renewable resource.

Pipeline 216

Pipeline Prospecting Sales Qualified Lead Demand Generation 216

Sales 2.0

FEBRUARY 13, 2020

This post is about an interesting place you can look for “suspects” when you are prospecting. Caveat: Check that the company fits with your ideal prospect profile before you invest too much time in them. You want to start to nurture your territory. A trigger event is when something changes at your prospect.

CRM 195

CRM InsideView Ideal Customer Profile Territories 195

The Pipeline

JUNE 5, 2013

The more territory, the more accounts I get, the better I will do”. Yet often the opposite is true, more often than not, less is more in sales accounts and territories. When I asked them what can be done to hit their goals, all but one suggested that we add accounts to their territories that were homeless due to a recent departure.

Territories 303

Territories Top of Funnel Account Funnel 303

Hubspot Sales

MARCH 27, 2019

You've spent hours prospecting : researching, making warm calls , reaching out via email and on social media. If you have prospects who are dragging their feet or slowing a deal down, you might be working with a tire kicker. So, how can separate these tire kickers from well-qualified prospects? Sound familiar?

Prospecting 123

Prospecting Strategy Sales Qualified Lead Lead Rank 123

Hubspot Sales

FEBRUARY 12, 2024

Salespeople who adhere to the inbound sales process should be careful to continuously assess their prospects at every stage of the process so they can provide the best outcome for their prospect and their company. Identify In this stage, salespeople do research to start the sales process with prospects who seem like good fits.

Hubspot 115

Hubspot Sales Process Buyer Churn 115

Vengreso

JULY 18, 2023

Generative AI for Sales Prospecting is an uncharted territory for many. This innovative tool addresses a common challenge – maintaining regular interaction with prospects and clients on LinkedIn. No matter if you’re just beginning your AI journey, Engaging AI has the resources to get you started.

Lead Rank 52

Lead Rank Lead Scoring Prospecting Retail 52

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. 617-431-9371.

Engineering 74

Engineering Territories Opportunity Intent 74

Smooth Sale

JANUARY 3, 2020

Like most salespeople,you, too, might have faced a dilemma of cross-selling in your career while dealing with prospective clients. Consider the following question: For new acquisitions, should you invest your time, energy, and resources only for core products and accept rejection as it is? Source: Harvard Business Review. .

Up-Sell 88

Up-Sell Ideal Customer Profile Prospecting Lead Rank 88

SBI Growth

OCTOBER 18, 2012

You’ve had average results recently because your territory is a real dog. Use all your resources and get an offer. You’ve tracked down an employee at the prospect and the pay range seems about right. Figure out if a foundation for your sales success is in place with the prospective employer. Get Below the Surface.

Territories 300

Territories Real Estate Compensation Quota 300

The Pipeline

NOVEMBER 10, 2011

Free Resources. Successful Strategies for Prospecting – Roundtable. Stored in Attitude , Buying Process , Cold calling , Communication Strategy , EDGE Selling , Gap Selling , Interactive Selling , Planning , Proactive , Prospecting , Sales Strategy , Sales Tip , Success. Prospecting. Home About The Pipeline.

Webinar Metrics 193

Webinar Metrics Pipeline Strategy Prospecting 193

The Pipeline

MARCH 30, 2011

Free Resources. Prospecting – When Is The Best Time? Stored in Attitude , Business Acumen , Cold calling , Proactivity , Productivity , Prospecting , Time Allocation , Video , execution. Last week I talked about prospecting, why some like it when most don’t, rejection, and managing them. Prospecting.

Pipeline 222

Pipeline Prospecting Cold Calling Sales Qualified Lead 222

The Pipeline

MAY 4, 2011

Free Resources. Prospecting With E-Mail. Stored in Attitude , Business Acumen , Communication Strategy , Proactive , Prospecting , Sales 2.0 , Sales Tool , Sell Better , Success , Video , e-mail , execution. Last week we looked at means of leveraging voice mail in prospecting. Home About The Pipeline. 0 Subscribers.

Pipeline 216

Pipeline Prospecting Twitter Cold Calling 216

Crunchbase

MARCH 13, 2023

These bootstrapped sales teams are faced with a unique problem: an outsized pressure to produce more with fewer resources. Consequently, some may be finding that their leaders are focused on buzzwords like “efficiency” and “effectiveness;” asking them to maintain lofty quotas, even as they wrestle with reduced resources and fewer hands.

Territories 59

Territories Churn Face-to-face SME 59

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 93

Survey Hiring Territories Incentives 93

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

SBI Growth

MARCH 23, 2013

Bob asks the CEO how he expects to grow revenue without adding resources The CEO says he thinks you can get more out of your current team. Territory Potential - Top Down. If you don’t have enough resources to meet demand you are leaving revenue on the table. Inputs: Revenue potential by territory. # of prospects.

Ideal Customer Profile 257

Ideal Customer Profile Hiring Territories Quota 257