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.

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.

Trending Sources

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.

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 Steps for Designing Territories for your Top Talent

Sales Benchmark Index

These strong reps may not be in the right territories calling on the right accounts. It may be time to assess whether your territories are optimally designed. Getting the best reps in the best territories. In many organizations, territories are designed on historical precedent.

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.

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”.

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.

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?

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”.

What Sales Tools do You Use to Fuel Your Revenue?

Smart Selling Tools

Power Prospecting. Territory & Account Planning. How badly do you want your team to blow away their quota? Pretty badly right? What are you willing to do differently? Hope, afterall, is not a strategy.

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

Smart Selling Tools

Prospecting & Sales Intelligence. Territory Management & Quota. If you’re seeking smart tools to drive sales performance, I’ve got great news for you. We’ve just released our 3rd annual Top Sales Tools of the Year Guide.

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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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"Everyone" is Not Your Prospect: Boost Sales Success with a Segmentation Strategy

Sales Result

A common mistake made by sales leadership is not including segmentation in their territory planning process and overall sales strategy.

3 Ways to Research Prospects Online to Grow Sales

Score More Sales

A big win for your sales team would be to find more prospective customers and start listening to what they are saying. They just set a first meeting with this prospect company who earlier would not interact with them. courtesy of InsideView.

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.

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?

How to Change a Crappy Sales Compensation Plan to a Better One

Understanding the Sales Force

Nearly every company gets to the point where they must realign territories, accounts or roles. Let's take John, who is being paid a $75,000 base salary and earns commissions of 10% on the revenue generated in the territory. Image Copyright 123RF Stock Photo.

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?

We Can’t Sell Collaboratively – or Even Consultatively – if Our Prospect Won’t Let Us!

Jonathan Farrington

After I wrote that post, I looked at “cronyism” and I realised that quite a high % of today’s sales population is still selling in this way.There are huge numbers of sales “reps” still making what I term “courtesy calls” on a regular basis, within a clearly defined territory, in the hope that there might be an order for them.

Stop Selling For Your Competitor!

The Pipeline

Attitude Business Acumen Buying Process Communication Communication Strategy EDGE Sales Process Planning Proactivity Productivity Prospecting Sales 2.0 Sales Skills Sales Technique Territory Plan Tibor Shanto

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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.

Is The Concept Of Hunters And Farmers Relevant Any More?

Partners in Excellence

In theory, hunters are the people that have to prospect, to bring in new accounts or logos. The sales person’s job is to maximize the share of account or territory for which they are responsible. We have to sell more within our territories and accounts every year.

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.

The Pipeline ? Shrink Your Way To Success

The Pipeline

Stored in Attitude , Business Acumen , EDGE Sales Process , Metrics , Productivity , Sales Success , Territory Alignment , execution. By shrinking your territories, strategically where it make sense. logically shrink territories. Sales Success , Territory Alignment.

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 ? Talking Long-Term ? Acting Short-Term ? Sales.

The Pipeline

One that permeates many aspects of sales, starting at planning and territory alignment, right down to day-to-day tactical aspects of sales. Prospecting. Territory Alignment. 3 R’s of Prospecting Success. Home About The Pipeline. Contest. Free Resources. Search.

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The Pipeline ? 10 Fail-proof Tasks to Help Turn Your Prospects into.

The Pipeline

10 Fail-proof Tasks to Help Turn Your Prospects into Buyers. Prospecting is a term that’s been around for a long time. There are steps to follow that can make prospecting easy and effective. In short, learn everything you can about a prospect before you call. Prospecting.

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.

The Pipeline ? 3 R's of Prospecting Success

The Pipeline

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. Prospecting. Territory Alignment.

New Logos, Account Development, Hunting

Partners in Excellence

Recently, Don Mulhern and I were have a discussion about misunderstandings–consequently lost opportunities in prospecting, new account development, account growth. We know prospecting is critical for all sales people. That “territory” represents a single enterprise.

The Pipeline ? ?But we're not IBM?

The Pipeline

“But we’re not IBM” Stored in Attitude , Business Acumen , Communication , Communication Strategy , Guest Post , Prospecting , Sales 2.0 , Sales Strategy , Sales Success , Social Selling. Prospecting. Territory Alignment. 3 R’s of Prospecting Success.

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

Sales Tips: "Just Do It!"

Customer Centric Selling

My suggestion is that BD should be an ongoing, consistent effort and that general territory salespeople should allocate 10% of their time regardless of how strong their pipeline may be. My suggested “stake in the ground” is to try to contact prospects every three business days.

Hunters And Farmers…….Again

Partners in Excellence

Hunters do it in a territory, maximizing their share of territory. Farmers do it in a territory, maximizing their share of territory. The are generating net new revenue from their territories. A hunter’s territory may be defined as a city, region, country, or industry. A farmers territory may be defined as a set of accounts. There is a mistaken view that “farmers” don’t prospect.

The 13 Least Known Sales Technologies

Velocify

4) Territory and Quota Management Solutions. Territory and quota management solutions assign leads to reps based on geographic areas. Sales enablement software simplifies the process of connecting prospects with relevant content.

Prevent ‘A’ Player Turnover

Sales Benchmark Index

Here’s an example: Top Territory Todd: Todd has exceeded quota the past 5 years. Yet he has 3x the average territory potential in his patch. Prospects fall into his lap with little effort. His boss does not want to split his territory.

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.

What’s The Purpose Of Account Planning?

Partners in Excellence

We talk a lot about account planning, particularly if our “territory” is one or a few large accounts. So a key purpose of the account plan is that it’s a structured prospecting plan. We have to find new customers and new opportunities, so we have to have a prospecting plan within the account? Prospecting within the account is no different than prospecting within the territory–except the account may be our territory.

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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