Old-School Territory Management is Dead: A Q&A with John Stewart, CEO of @MapAnything

Smart Selling Tools

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.

Benefits of Territory Mapping Software

Xactly

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.

5 Benefits of Territory Mapping Software

Xactly

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.

The Key to Sales Territory Mapping

Xactly

In order to manage your sales performance, you need effective sales territory mapping. Sales territory design must be a thoughtful process that involves data and a balancing act to ensure every sales rep has adequate sales potential within their territory.

7 Must-Have Automated Documents for Sales Success

source, territory, or industry vertical—to make quick. delaying delivery of the proposal and giving prospects. Will your prospects wait around patiently during. they’ve set for prospects and clients are likelier to win. The 7 must-have automated.

Five Elements of an Effective Sales Territory Map

Xactly

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.

How to Optimize Sale Territories for a Strategic Advantage

Xactly

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. The Effect of Bad Territory Planning on Sales Performance.

Five Elements of an Effective Sales Territory Map

Xactly

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. .

100 Most Prospected-to Companies of 2018

DiscoverOrg Sales

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.

Sales Management Software: Don’t Forget CPQ!

Cincom Smart Selling

Sales management software tools cover a vast amount of functional territory. In our context, sales management software tools will only include tools that are related to the support, measurement and improvement of the selling process itself. Effective sales management software skirts these requirements by building tools around the familiar processes within which sales managers are most comfortable working. Prospect Needs Analysis.

Sales Management Software: Don’t Forget CPQ!

Cincom Smart Selling

Sales management software tools cover a vast amount of functional territory. In our context, sales management software tools will only include tools that are related to the support, measurement and improvement of the selling process itself. Effective sales management software skirts these requirements by building tools around the familiar processes within which sales managers are most comfortable working. Prospect Needs Analysis.

Outsourced Tele-prospecting: 10% less cost, 90% more revenue

Pointclear

There's another win-win value proposition that applies to outsourced tele-prospecting: “Costs Less. The fact is, insourcing tele-prospecting is harder, and more expensive, than most imagine. This link takes you to a paper that presents the hard numbers that show that whatever you call it—tele-prospecting, business development, inside sales or something else—outsourcing is your better bet. Remember the old light beer tagline: “Tastes Great, Less Filling”?

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.

9 Places Salespeople Can Find New Prospects Fast

Hubspot Sales

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?

18 No-Brainer Ways to Connect with More Prospects More Easily

Hubspot Sales

Looking for a few easy, virtually-free ways to immediately connect with more prospects? Below, I’ve compiled 18 of my favorite methods for reaching prospects. How to Prospect. Understand your prospects' interests before speaking with them. Sales Prospecting

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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Announcing Our 3rd Annual Guide to the Best Sales Acceleration Tools #TopSalesTools

Smart Selling Tools

There are hundreds if not thousands of sales software applications to pick from. Prospecting & Sales Intelligence. Territory Management & Quota. If you’re seeking smart tools to drive sales performance, I’ve got great news for you.

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8 Updated B2B Sales Prospecting Strategies To Think About NOW Before You Start Another Quarter

Sales Hacker

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. From Old West pioneers who sparked the California Gold Rush to entrepreneurs in Silicon Valley who use blockchain networks to mine bitcoins, one thing remains constant: You need to prospect continually to break even, make a profit, and grow the business. What is B2B Sales Prospecting?

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Do Your Best Sales Detective Work On Prospects

Pipeliner

The true sales hunters will dive 10,000 leagues deep below the ocean and know what their prospects had for breakfast that morning. If you don’t have a provocative business case that will pique your prospective customer’s interest, you’re sunk like the Titanic. This means you can message your prospects freely through LinkedIn without it counting against your InMail threshold of 30 per month. Could be some crazy piece of software initials or a star database.

Prospecting Attention Deficit Disorder: How to Avoid the Shiny Object Syndrome

Smart Selling Tools

Prospecting Attention Deficit Disorder: How to Avoid the Shiny Object Syndrome. And you competently juggle your frenetic schedule, apportioning just the right amount of time for office work, prospecting, sales calls, follow-up, travel, and communication.

What Sales Tools do You Use to Fuel Your Revenue?

Smart Selling Tools

Power Prospecting. Territory & Account Planning. As President of Smart Selling Tools , she consults with many of the top sales productivity software vendors as well as end-user organizations looking to select the right tools.

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What Sales Tools do You Use to Fuel Your Revenue?

Smart Selling Tools

Power Prospecting. Territory & Account Planning. As President of Smart Selling Tools , she consults with many of the top sales productivity software vendors as well as end-user organizations looking to select the right tools.

What Sales Tools do You Use to Fuel Your Revenue?

Smart Selling Tools

Power Prospecting. Territory & Account Planning. As President of Smart Selling Tools , she consults with many of the top sales productivity software vendors as well as end-user organizations looking to select the right tools.

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The Pipeline ? Take Control!

The Pipeline

I had a call from Bob, a director of sales with software company. The reason you have the end of quarter derby, is that most sales people don’t prospect or close enough along the way, and as the finish line nears they go into closing mode. Prospecting. Territory Alignment.

The 13 Least Known Sales Technologies

Velocify

Sales gamification software leverages game mechanics to incentivize rep performance. Sales teams can make faster and better-informed decisions with software that helps present complex business analytics into easy-to-digest, actionable insights. 10) Quote and Proposal Software.

I’ll take the stairs

Sales 2.0

Many sales people’s “elevator pitches” are so bad that prospects at a conference with them would start using the stairs. Most often these days it happens when you write a prospecting email. I’m a sales person for a network security software company”. Prospecting

Spring Cleaning: Tools to Rejuvenate Sales

Smart Selling Tools

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. Yesware is for Gmail users who want to lasso the horse-power of email to improve the quality and timeliness of prospect communications and reduce the hassles of logging prospect activity. Tweet Spring cleaning to rejuvenate sales. Spring is here.

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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.

How to Create More “Selling Time” with IT Tools

Cincom Smart Selling

Updated my territory map, marking each customer location and products installed. I had not talked to one single customer or prospect that day! Applications that automate those administrative functions , like gathering verified prices with quote software, printing and assembling proposals and building valid product configurations are all processes and functions that IT can facilitate with IT tools and applications. Smart Selling CPQ Solutions Quote software

Does Your Sales Team Need a CPQ Solution?

Cincom Smart Selling

Configure-price-quote covers a lot of functional territory. Are they talking to prospects and providing them with useful information, or are they chasing down experts while looking for answers to prospect questions? Are they filling out call reports, win/loss reports and effort reports, or are they putting together quotes for prospects? Sales reps should be talking to prospects and not be spending time doing housekeeping work during business hours.

Does Your Sales Team Need a CPQ Solution?

Cincom Smart Selling

Configure-price-quote covers a lot of functional territory. Are they talking to prospects and providing them with useful information, or are they chasing down experts while looking for answers to prospect questions? Are they filling out call reports, win/loss reports and effort reports, or are they putting together quotes for prospects? Sales reps should be talking to prospects and not be spending time doing housekeeping work during business hours.

Breaking Open the Predictive Black Box: What Data Points Actually Predict a Purchase?

DiscoverOrg Sales

Knowing your prospect’s tech stack tops the “secret sauce” predictive recipes. Over 85% of respondents said Job title is effective or very effective at predicting a prospect’s likelihood of predicting a purchase. Sometimes a prospect stumbles upon a solution at exactly the moment they need it … but luck has never been a great sales strategy. Fit : Kelly is a sales development rep at a company that sells applicant-tracking software.

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Are You Using Your Sales Performance Data Effectively?

Xactly

This ultimately allows for better sales, territory, and compensation planning; thus, a stronger sales organization as a whole. . This ultimately helps discover where deals are lost most frequently and understand how you can move prospects through sales funnel quicker.

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Guest Post: Prospecting Attention Deficit Disorder: How to Avoid the Shiny Object Syndrome

Jonathan Farrington

And you competently juggle your frenetic schedule, apportioning just the right amount of time for office work, prospecting, sales calls, follow-up, travel, and communication. An interested prospect you just met with. 2. Create a Strategic Prospect List. Nancy Nardin.

To Manage Sales You Must Manage Sales Leads

Pointclear

Lead nurturing and initial qualification calls to prospects may lie with marketing automation or inside sales qualification specialists (unless it is outsourced). But the actual, final management of the prospect is square in the lap of the individual salesperson.

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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.

How to Avoid The Impossible Quota

Sales Benchmark Index

Prospects aren’t responding to phone calls. Consider one catastrophic scenario we witnessed: Jeff was the newly appointed CSO at a rapidly growing Software firm. He tracks bottom up stats: Territory Potential, Product Maturity, Territory Vacancy Rate, etc.

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7 Methodical Approaches to Increasing Revenue Velocity

Smart Selling Tools

People:Staffing decisions, sales skill development, training, territory assignments, coaching, 2. Technology:Tools—both hardware and software—used to execute on the processes. They will dramatically assist your reps to: Find needed prospect background and contact information quicker.

Why Your Sales Ops Plan for Next Year May Already Be Obsolete

Sales Benchmark Index

Setting Quotas, territory structures, headcounts and total compensation budgets are examples. Planning for new analytics software, Business Intelligence platform or new/upgraded CRM? Are your territories designed to maximize time with customers and prospects?

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SaaS Sales: The Ultimate Guide

Hubspot Sales

SaaS stands for software as a service. It is a type of software hosted, secured, and managed by a single provider. Software as a service, or SaaS, is software that’s accessed, managed, and used on the internet. SaaS Definition.

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