Zoominfo

FEBRUARY 23, 2021

Learn what sales prospecting is, and how business development professionals can go to market using outreach strategies that deliver business results. With more access to user reviews, analyst opinion, and industry research, decision makers are more informed than ever while navigating what is now known as the “ buyer’s journey.”

Ideal Customer Profile 208

Ideal Customer Profile Prospecting Strategy Top of Funnel 208

Alice Heiman

MAY 10, 2022

It’s not uncommon for company leaders to start a sales strategy with a big sales number. Having a sales goal is important, but a sales strategy doesn’t start with the number of sales you need to hit your goal. In fact, a sales strategy ends with hitting sales goals. In fact, a sales strategy ends with hitting sales goals.

Strategy 140

Strategy Buyer Persona Lead Rank Lead Scoring 140

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

Sales and Marketing Management

FEBRUARY 28, 2019

For others, “secret sauce” designates less a specific concoction, but instead an approach to the craft – a body of experience and intuition that shapes a chef’s strategy for every dish they cook. Your customers are already researching it. In sales, we call this collection of approaches your go-to-market strategy.

Strategy 149

Strategy Marketing Incentives Incentive 149

SBI Growth

AUGUST 6, 2012

He will rely on you, the Head of Sales Operations, for sales strategy advice. You need to know where growth lays for any sales strategy recommendations you make. What are the ramifications for your company if you do not conduct this research? Is a territory mapping program the answer? What is wrong with this picture?

Opportunity 316

Opportunity Strategy Banking Territories 316

Zoominfo

DECEMBER 16, 2020

So, let’s dive into how Salesforce Sync helps enable sales reps by supporting the foundation of any sales process: Territory Management. ZoomInfo Salesforce Sync for Territory Management. But what if reps and managers could identify accounts owned by specific reps or that are unowned, yet a part of particular territory?

SalesForce 219

SalesForce Territories Intent Signal Buyer Persona 219

Pipeliner

SEPTEMBER 20, 2019

The first step you should take is good market research. Take note that this article is about market research instead of marketing research. Market research deals with information about the market itself while marketing research is focused on marketing processes and tactics. Knowing Your Market Research Options.

Research 40

Research Strategy Marketing How To 40

Xactly

JULY 18, 2018

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. Use Data-driven Intelligence to Map Territories. Download Guide.

Territories 45

Territories Travel Hiring Guidelines 45

Hubspot Sales

MARCH 20, 2020

These are among the research findings of a study on " Maximizing Performance with Sales Coaching " conducted by ValueSelling Associates and Training Industry, Inc. While building coaching competency, an excellent strategy is to rely on professional coaches and experienced sales reps to augment their managers' coaching capacity.

Sales Coaching 106

Sales Coaching Research Coaching Sales Methodology 106

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

Score More Sales

JANUARY 10, 2013

Since we encourage clients to make small improvements every day, we are less concerned about your global strategies and more interested in you taking some small specific actions. That’s right – it’s your territory and your career – don’t wait for the powers that be to determine how social you can get.

InsideView 249

InsideView Research Prospecting Eloqua 249

Zoominfo

OCTOBER 12, 2022

When Sarena Wing took on a new international sales territory, she was excited to get started. A few years back, someone in Wing’s position might have faced a long slog full of trial and error and manual research. But she also knew she needed to get up to speed very quickly. Luckily for her, that era is over.

Analysis 130

Analysis Territories Scale SalesForce 130

Pipeliner

FEBRUARY 22, 2018

Off the Cuff Instant Interview Question: “What are some tips for doing practical market, territory and account planning?”. And with enterprise selling, significant, focused research is essential. Competition: Footprint, incumbency, strategies, distribution, pricing, etc. Market Patterns: Demographics, buying access, trends, etc.

Territories 40

Territories Outsourcing Services Account Ideal Customer Profile 40

Zoominfo

JUNE 6, 2019

Prospecting strategies uncovers potential buyers, fuels an organization’s sales pipeline , and provides important context to future sales conversations. While the concept is simple, effective prospecting strategy is difficult to execute. In fact, research shows 50% of sale’s time is wasted on unproductive prospecting ( source ).

B2B 100

B2B Top of Funnel Buyer Persona Prospecting 100

Zoominfo

JULY 19, 2022

This eliminates a number of our operational burdens since ZoomInfo created a tailored automation workflow that met our specific needs,” says Thomas Mandell, senior director of data services at Bluewhale Research , a leading B2B research, marketing services, and lead generation company.

Data 130

Data Marketing Lead Rank Ideal Customer Profile 130

Janek Performance Group

APRIL 17, 2024

In B2B sales and marketing, companies employ various strategies to drive growth and expand their client base. One such strategy involves the use of Business Development Representatives (BDRs). Our recent webinar Turbocharging Business Development Strategies noted the importance of BDRs.

Outsourcing Services 118

Outsourcing Services B2B Lead Rank Sales Qualified Lead 118

SBI Growth

AUGUST 15, 2012

“Freedom lies in being Bold” – Robert Frost Are you consistently bringing bold sales strategy ideas to the VP of Sales? Register for one of our strategy sessions here to get in-depth knowledge on what the brightest Sales Operations leaders are doing today. Research the Market: Brutus starts by researching the market.

Infusion 244

Infusion Data Ideal Customer Profile Strategy 244

Sales Hacker

OCTOBER 17, 2022

Some changes, like expanding into a new global territory, are larger and require months of work from many cross-functional teams. Even with the numerous change management tools and strategies that have emerged over the decades, over 70% of change initiatives fail. A 7-part strategy for RevOps to deliver transformational change.

Strategy 77

Strategy Revenue Lead Rank Lead Scoring 77

Tenbound

APRIL 19, 2024

To accomplish this, both teams require a clear understanding of each other’s goals, initiatives, strategies, how they like to communicate, and what success looks like. Once the SDR has begun work in the Account Executive’s territory, regular one-on-one meetings should be on the calendar and occurring.

Territories 45

Territories Cold Calling Pipeline Webinar Metrics 45

PandaDoc

OCTOBER 14, 2020

Despite their power, many brands aren’t utilizing storytelling techniques in their sales strategy. We’re going to explore how storytelling techniques can imbue your sales strategy with that crucial human touch. Most potential customers will have already researched these. Always consider the needs of your brand and customers.

Strategy 111

Strategy Face-to-face Research Google 111

SBI Growth

AUGUST 24, 2012

How do you plan on selling your sales strategy recommendation to the CSO? Over the last month you, the Sales Operations leader, have been thick in the weeds identifying growth opportunities to support your upcoming sales strategy plan. Demonstrate changing territory penetration rates. Static charts. When would you use it?

Strategy 257

Strategy Google Analytics ROI Penetration 257

Chorus.ai

MARCH 5, 2021

There’s no doubt about it: as a new year dawns and the troubles of the past are put firmly behind us, building a strategy for the future feels incredibly exciting. You have the product in hand, but without a high-quality sales strategy, it won’t attain the success it was made for. What is a sales strategy? Companies too.

Top of Funnel 113

Top of Funnel Webinar Metrics Strategy Buyer Persona 113

Hubspot Sales

MARCH 27, 2019

You've spent hours prospecting : researching, making warm calls , reaching out via email and on social media. If tire kickers have you pulling your hair out, use these tips and strategies to identify them. They haven't done their research. Are they in the industry or territory you're targeting? Their need isn't urgent.

Prospecting 123

Prospecting Strategy Sales Qualified Lead Lead Rank 123

The Pipeline

NOVEMBER 10, 2011

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. The question is: What should one’s sales prospecting strategy be?

Webinar Metrics 193

Webinar Metrics Pipeline Strategy Prospecting 193

SBI Growth

OCTOBER 8, 2013

Register here for the SBI 7th annual Research Tour t o get top-notch insight. Top-down: Calculate the territory market potential. You can also see the potential of each existing territory. The potential will vary dramatically by rep territory. Do you have the right number of reps? Become best-in-class. Author: Mark Synek.

Ideal Customer Profile 293

Ideal Customer Profile Distribution Territories Analysis 293

Sales Hacker Training

OCTOBER 17, 2022

Some changes, like expanding into a new global territory, are larger and require months of work from many cross-functional teams. Why the majority of change initiatives fail Even with the numerous change management tools and strategies that have emerged over the decades, over 70% of change initiatives fail. Who better to lead change?

Strategy 52

Strategy Hiring Lead Rank Lead Scoring 52

Miller Heiman Group

FEBRUARY 26, 2019

According to research, both are likely culprits! Let’s explore five essential strategies for setting aggressive but attainable sales targets. For instance, the top-down approach may miss the potential of each individual sales rep’s opportunities in their territory or accounts (e.g.

Strategy 71

Strategy Territories Quota Proposal 71

Zoominfo

DECEMBER 16, 2020

So, let’s dive into how Salesforce Sync helps enable sales reps by supporting the foundation of any sales process: Territory Management. ZoomInfo Salesforce Sync for Territory Management When sales and marketing teams traditionally pull lists, they’re still missing important data that’s relevant only to their organization. “Has

SalesForce 100

SalesForce Territories Intent Signal Buyer Persona 100

LeadFuze

JULY 14, 2023

Additionally, we’ll touch upon training programs designed for future managers with focus on market research as part of company marketing functions. Create spaces where members can collaborate effectively on projects or discuss strategies informally over coffee breaks. It’s like rearranging the furniture for success.

SalesManager 52

SalesManager Sales Management Strategy How To 52

Emissary

NOVEMBER 4, 2021

A strong strategy using vertical marketing best practices can help reach these cross-functional buyers, drive inbound leads, and help solution providers differentiate themselves in crowded markets. Instead of “Retail,” you may get more leverage out of strategies focused on home goods, clothing, or pharmacies. Listen first.

Marketing 52

Marketing Strategy Collateral Case Study 52

Shari Levitin

MARCH 9, 2023

They demonstrate strategies to adapt to the surroundings and develop the characteristics needed to survive and thrive in the most competitive environment on earth. Last month, I had the pleasure of speaking alongside researcher and author Sean Achor. We can learn a lot from animals in the savannah.

ACT 118

ACT Territories Sports Cold Calling 118

Hubspot Sales

NOVEMBER 20, 2023

That’s why branching into new territory is more important than ever. Industry Research You can’t sell if you’re not an expert on something. Instead of losing dozens of hours mastering new topics, you can use AI to perform sales-focused industry research. Don’t worry. 5 Ways Your Team Can Use AI to Sell Into New Industries 1.

Industry 95

Industry Top of Funnel Decision Maker Demographics 95

SBI Growth

FEBRUARY 5, 2014

They roll out the draft plans in November, have a few meetings, adjust the territories and quotas, roll it out to the field and run off to the next challenge.". Here’s the two step process to that Managers and Reps follow in the first month: Step One : Complete a Territory Account Plan. The January Two-Step.

Compensation 288

Compensation Territories Hiring Commission 288

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. Research your target’s business. Craft a custom message.

Sales Qualified Lead 120

Sales Qualified Lead Leads Marketing Qualified Lead Territories 120

Zoominfo

MAY 25, 2022

Industry researchers have found that a typical salesperson only spends about a third of their time actually selling. The rest is typically spent researching prospects, logging activities, and organizing to-do lists. But turning data from an asset to a business outcome takes a special strategy.

Scale 100

Scale Intent Signal SalesForce Intent Data 100

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. Your compensation plan must align to your strategy. But your strategy must sync up with the market and your buyers. help our buyers buy from us?

Buyer Persona 310

Buyer Persona Territories Compensation Buyer 310

SBI Growth

OCTOBER 18, 2012

You’ve had average results recently because your territory is a real dog. You’ve done your research. Here’s what you should find out: Sales Territory Design : Are both existing customers and prospects considered when territory structures are built? Are the best performers given the best territories? So now what?

Territories 300

Territories Real Estate Compensation Quota 300