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.

4 Steps to Master Your Territory

Sales Benchmark Index

One of the most dreaded can be a change to your territory. You may need to call on customers and prospects in unfamiliar areas. Where should my focus be in my new territory? Follow the 4 steps and use the Agile Territory Planner to become the master of your domain.

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.

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.

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.

Uncover the Blind Spots in Your Territory

Sales Benchmark Index

When your territory is changed, it opens a lot of questions for Sales Reps. To answer those questions, we built a Territory Evaluator. This downloadable tool helps you evaluate your new territory in relevant terms: Selling time as required to meet quota. Why Territories Change.

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.

Account-Based Everything: Is it Time for a New Territory Analyst Manager Role?

DiscoverOrg Sales

Rather than react to inbound leads or simply start at the top of a list and work my way down, I analyzed my territory before I began. My goal was never about just hitting quota, but rather to generate the most revenue possible from my territory. How about Territory Analyst Manager?

How to Create a Sales Territory Plan: 5 Simple Steps

Hubspot Sales

Sales Territory Plan. Assess Territory Quality. One of the essential pillars of a successful business is a robust and organized sales territory strategy. Studies show that effective territory management can increase overall sales, improve customer coverage, and reduce costs.

Sales Ops Resolution: Build Market-Focused Territories in 2013

Sales Benchmark Index

Make a New Year’s resolution to build territories that are market-centric in 2013. Today’s post explores designing sales territories based on your customers and prospects. For a step-by-step guide on how to do this, Download the Territory Design Whitepaper Here !

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.

SMA Research Findings: 10 Important Territory Planning Statistics

Xactly

Earlier this year, we teamed up with the Sales Management Association (SMA) to conduct a survey on sales territory design. More than 100 organizations participated in the survey and provided insights into how they design and plan their sales territories.

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.

Research Reveals Best Practices for Sales Territory Design

Xactly

By adopting advanced territory planning software, Xactly’s sales operations team shortened the time spent designing territories from a month to a week – shaving hundreds of hours off the process. Data Has Become Essential for Effective Territory Design. Sales Sales Territories

Sales VPs - Are 'A' Player Quotas Rising and Territories Shrinking?

Sales Benchmark Index

Subsequently, this leads to smaller territories. Determine potential by segmenting your customers and prospects. Determine potential by territory. Matching quotas to territory potential will maximize your best territories. Give 'A' players the best territories.

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. .

How to Strengthen Sales Territory Planning with Data Intelligence

Xactly

Download our executive guide, "Optimizing Sales Territories for Strategic Advantage," to see how optimized territory planning can help companies maximize return on sales resources, shorten the planning process, and reduce travel inefficiencies. Sales Planning Sales Territories

A Critical Mistake In Handle Prospecting Objections

The Pipeline

People will tell you that the number one reason sellers do not like to prospect, specifically telephone prospecting, is rejection. Look at it as an opportunity to educate the prospect or correct a misunderstanding they have, or highlight a blind spot they hadn’t considered.

How to Take Action on Your Territory Plan for a Successful Year Ahead

Openview

The beginning of the year is typically a time where you either get a new territory or simply start from scratch with your current one. How do you best take action on your territory plan? Make sure your territory plan has action items that are time sensitive. Ahh, the New Year.

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.

Leading Indicators of Sales Performance You Can’t Afford Not To Track

Sales Benchmark Index

The average lifespan of a Revenue Leader is less than two-years. Most of the time the Leader’s departure is related to poor revenue performance or inadequate return on Sales & Marketing dollars. In the following article, we will outline.

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The Very Best Time to Prospect

Anthony Iannarino

I made calls all day, every day, minus the time I spent at meetings booked as a result of my prospecting effort. On Mondays, I would call the stack of index cards I used to keep track of the known prospects in my territory. The second best time to prospect is now.

Practical Market, Territory and Account Planning

Pipeliner

Off the Cuff Instant Interview Question: “What are some tips for doing practical market, territory and account planning?”. KARE (Keep, Attain, Recapture, Expand) – Developing profiles for all accounts, clients and prospects, based on their traits and tendencies, is truly impactful. Territory Value Propositions – Based on the planning now accomplished, outcome-based messages are crafted for your identified, most promising market areas.

Six Keys to Manage Your Sales Territory More Effectively

Janek Performance Group

You’ve just been awarded a sales territory by your sales leadership team. In tandem with our most recent white paper on Developing an Effective Sales Territory Model , we want to share some best practices that help you maximize the revenue from your turf. Sales Prospecting Sales Enablement Sales ManagementNow it’s up to you to properly nurture and grow that area to drive sales.

Reaching Prospects

Score More Sales

Finding the right prospective buyers and then actually having conversations with them are the top two challenges most sellers are facing now. The post Reaching Prospects appeared first on Score More Sales.

3 Things That Kill Prospecting Calls

The Pipeline

The problem with most call scripts salespeople use for proactive direct prospecting is that they are prepared for sellers, by people who are not buyers, and as a result, there is little for the prospect to grab and hang on too long enough to convert to engagement. They are rarely as desperate as a manager is to fill a vacancy in a territory. These and other, day to day things lead salespeople to say the entirely wrong thing when the unwitting prospect answers.

Where can I get the best prospect list?

Sales 2.0

Some sales people in my firm were discussing where they could get the best prospect lists. They are building out a new territory so they need people to contact. The skinny on prospect lists is that one size does not fit all. Prospecting Sales 2.0

The Ultimate Guide to Prospecting: How Many Touchpoints, When, and What Type

Hubspot Sales

It's incredibly rare that a prospect responds to a salesperson's first outreach attempt. But how many prospecting touchpoints should salespeople make before they call it quits? When's the best time to reach out to a prospect? Sales Prospecting

Money Monday Strategic Prospecting Plan

Score More Sales

Do you have a strategic prospecting plan or will you just “wing it” again, like you often do? You need to start planning during your prior work day for upcoming prospecting you’ll be doing on the next business day.

Inventory Clearance B2B Style

The Pipeline

Consider your pipeline as your inventory of prospects and opportunities, add to that the notion of time representing your shelf space, both finite, both needing active management. Prospects are similar, in as much that some will close, many more don’t.

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The Pipeline ? Prospecting With E-Mail

The Pipeline

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. Prospecting.

Are You A Sales Hoarder?

The Pipeline

It is almost like they are living a role in a Monty Python movie, every prospect is sacred , not to be removed. The second area where you see strong evidence of hoarding is in their approach to territories. Territory Management Tibor Shanto

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.

The Pipeline ? Prospecting ? When Is The Best Time?

The Pipeline

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.

The Pipeline ? 5 Ways to Boost Your Email Prospecting Response.

The Pipeline

5 Ways to Boost Your Email Prospecting Response Rate. Prospecting via email can be wildly rewarding, or incredibly frustrating. To respond to your email, the prospect has to read it first. Naturally, you don’t want to just mention a problem to your prospects.

Account Based Everything — Structured Prospecting

Partners in Excellence

Most of what we do in territory development and management applies to what we do in ABE. The most fundamental aspect of ABE is that it provides a structured approach to prospecting. In our accounts, just as in our territories, mindset matters. Just like any prospecting, we start with some sort of profiling, trying to find where potential customers are. Are there other divisions or business units that might be prospects for our solutions?

Should Salespeople Prospect Anymore?

Your Sales Management Guru

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.

What’s it Like in “Me Only Territory?”

Jonathan Farrington

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”.

The Comfort and Safety of “Me Only Territory”

Jonathan Farrington

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”?. When we move into center field, we find ourselves in “me-first territory:” These salespeople bring much more to the table and have a much wider commercial bandwidth.