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 Growth

AUGUST 10, 2012

When you built your new product, you most likely did most or all of the following: Conducted market research to understand the problems of your customers. To get an understanding of how prepared your sale force is for a launch, register for one of these sessions here to receive the Sales Enablement Gap Tool. Start with them.

Sales Enablement 267

Sales Enablement Tools Territories Campaigns 267

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

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

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

SBI Growth

AUGUST 1, 2013

Sign up for SBI’s 7th annual research tour: " How to Make Your Number in 2014 : A Sales Strategy You Can Execute." Examples include optimized territory structures and off-loading non-essential tasks. Let the Scorecard tool do the math delivering an overall customer priority score. Assign a weighting to each variable.

Ideal Customer Profile 317

Ideal Customer Profile Tools Scale Hiring 317

Steven Rosen

MAY 31, 2021

These include being systematic, knowing what top performers in your organization look like, having strong assessment tools to make scientific decisions and that the process is rigorously followed. Time & Territory Management. These tools are excellent at identifying potential red flags missed in the behavioral interviews.

Hiring 386

Hiring Territories Energy Sales 386

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

Try free tools to help monitor activity of your buyer – companies and individuals. If you are a sales rep in a company that is not supporting you with social tools, do it ON YOUR OWN. On page 4, there are 6 Steps for Getting Started with Social Selling that you’ll find helpful.

InsideView 249

InsideView Research Prospecting Eloqua 249

The ROI Guy

JULY 29, 2015

Value Selling & ROI Tools are a key characteristic of innovative organizations, and as with other Sales Tools, the majority indicates that Value Selling & ROI Tools can contribute to significant revenue growth. A whopping 88% of study participants reported a positive impact on revenue from Sales Tools.

ROI 83

ROI Tools Compensation Territories 83

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

Hubspot Sales

SEPTEMBER 10, 2019

With this mindset and the right tools, salespeople can become more efficient and effective with little to no additional effort. If you’re looking for growth hacking tools to help your sales team, check out these options. HubSpot CRM is an all-in-one tool that helps you organize, track, and nurture your leads and customers.

Tools 102

Tools Top of Funnel Hubspot CRM 102

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. Video Reviews.

Engineering 74

Engineering Territories Opportunity Intent 74

Hubspot Sales

DECEMBER 14, 2022

Right now, ten countries and territories have launched CBDCs: Nigeria. billion people used QR codes to make a payment, according to Juniper Research. Juniper’s research predicts that this value will grow 5.3% (or to $438 billion value) by 2025. The Bahamas. Antigua and Barbuda. Montserrat. Saint Lucia. Kitts and Nevis.

Tools 114

Tools Banking Retail How To 114

SugarCRM

JANUARY 18, 2024

The game has changed, with more and more buyers doing research outside the typical sales process. Sales intelligence tools! Leveraging Next-Generation Tools for Sales Intent Data One of the biggest game changers in selling is the information now available to sales – intent data and contact/account data. What is Intent Data?

Intent Data 26

Intent Data Intent SugarCRM Data 26

SBI Growth

OCTOBER 6, 2013

To get this tool, sign-up here. This also gets you access to SBI’s Annual Sales & Marketing Research. At no cost, an expert from SBI will present the full research findings. You will get access to more guides and tools to help sales compensation planning. Territory design and account assignments could also be a cause.

Compensation 293

Compensation Territories Incentives Incentive 293

Partners in Excellence

SEPTEMBER 14, 2023

There are a lot of powerful tools that help sellers improve their productivity in these non-selling activities. While millions are invested in these tools, too often, sellers aren’t using them as they should, as a result they aren’t getting the productivity improvements, while we continue to spend money on these things.

CRM 133

CRM Proposal Maximizer Up-Sell 133

SBI Growth

SEPTEMBER 14, 2012

Begin today with the ideas and free tools offered in this post. SBI's research with top B2B producers has shown that candidates are often not convinced that the new job provides what they want. SBI's research with top B2B producers has shown that candidates are often not convinced that the new job provides what they want.

Sales Talent 312

Sales Talent Territories Compensation Quota 312

SBI Growth

OCTOBER 4, 2013

This type of research will earn you respect and a listening ear. To assist you further, sign-up for SBI’s Sales & Marketing Research Review here. The review presents findings from SBI’s market research in 2013. Gain access to guides and tools to help you make the number in 2014. About Joel McCabe. Follow @JPTMcCabe.

Quota 306

Quota Ideal Customer Profile Territories Demographics 306

Janek Performance Group

APRIL 17, 2024

They then leverage research tools and market insights to pinpoint promising opportunities. They can streamline the sales process and reduce the need for expensive lead generation tools or outsourcing services. These include conducting product demonstrations, negotiating contracts, and closing deals.

Outsourcing Services 118

Outsourcing Services B2B Lead Rank Sales Qualified Lead 118

SBI Growth

FEBRUARY 5, 2014

To make your assessment easy, SBI has created a 10-point Compensation Inspection tool. This simple, free, downloadable tool reveals the vital signs of your plan. 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.".

Compensation 288

Compensation Territories Hiring Commission 288

SBI Growth

FEBRUARY 15, 2019

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Sales Enablement 260

Sales Enablement Tools Sales Campaigns 260

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

Sales and Marketing Management

JULY 6, 2017

Sales calls, presentations, proposals, territory plans – every key sales rep activity and interaction is (ideally) captured in CRM so leaders can answer their most critical questions at a glance: Are my salespeople doing the right things? If their teams perform well, then the managers must be good, right?

Sales Management 205

Sales Management Quota Territories CRM 205

Partners in Excellence

SEPTEMBER 21, 2023

For example, some of this time might be training–learning more about how to sell, developing business acumen, learning new tools to help us become more productive. We need people to think about their territories, their customers, their opportunities, their goals. Or sales planning at 14% of seller time.

Territories 81

Territories Examples Negotiation Meeting 81

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. As the primary team responsible for sales tools, it’s time to re-evaluate. Providing a process and tools that align sales activity to buyer actions works.

Buyer Persona 310

Buyer Persona Territories Compensation Buyer 310

Janek Performance Group

APRIL 2, 2024

Here, we’ll go micro and explore the key metrics, methodologies, and tools for evaluating your business development strategy. Today, HubSpot research illustrates the changes that value social selling has brought. Analyze trends over time and segment data by customer or territories. Then, examine your top-of-funnel activities.

Webinar Metrics 62

Webinar Metrics Top of Funnel Strategy Analysis 62

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

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. When time is money, sales professionals can’t afford to waste precious hours doing something that could be automated.

Scale 100

Scale Intent Signal SalesForce Intent Data 100

Crunchbase

MAY 18, 2023

With automated tools that integrate with those your go-to-market team already lives and breathes in — like CRMs, routing forms, lead distribution and data enrichment — a prospect can instantly book a meeting with sales during a time that works for them. Speed to lead and being able to schedule meetings instantly are a must.

Sales Cycle 98

Sales Cycle Lead Rank Lead Scoring Sales Qualified Lead 98

Hubspot Sales

OCTOBER 5, 2017

The Process: Research takes longer without any prior history with a contact. The Process: Research process is shorter as we already have their contact information and interaction history. Step 1: Research. Does the prospect fall within my territory? Here is what the funnel looks like: 1. Goal: Determine quality of lead.

Prospecting 142

Prospecting Tools Top of Funnel Lead Rank 142

Hubspot Sales

SEPTEMBER 16, 2020

We observed this troubling phenomenon while conducting research for our book Cracking the Sales Management Code. Our research revealed basic sales processes that encompass the most important activities of every salesperson’s daily effort. Territory Management. What level of attention does each deserve? Deal Management.

Sales Process 124

Sales Process Ideal Customer Profile Sales Qualified Lead Territories 124

SBI Growth

SEPTEMBER 11, 2012

Deploying a Sales Force Automation tool will not solve the challenges facing your Sales organization. In fact, “20% to 30% of Enterprise Resource Planning projects fail, and 50% to 60% are considered compromised,” according to Gartner research. There was no Sales Territory Design in place. Technology alone is not the solution.

Territories 306

Territories Top of Funnel Analysis Penetration 306

SBI Growth

SEPTEMBER 1, 2013

To learn more about designing sales organization models, sign up for SBI’s 7 th Annual Research Session. As part of attending this session, you will get the Sales Org Evaluation Tool. Benefits of the tool: Determine the right org model for your sales team. Geography – territories are designed by zip code. Rarely both.

Revenue 316

Revenue Hiring Lead Rank How To 316

BuzzBoard

JANUARY 3, 2024

It’s been a year marked by breakthroughs, challenges, and the inexorable march towards a future where AI isn’t just a tool but has evolved to become an inherent part of the human experience. The race for the finest content generation tool has commenced. A typical case would be how rapidly ChatGPT infiltrated schools!

Commence 85

Commence Data Territories Analysis 85

Crunchbase

APRIL 11, 2023

Prospecting is the process of researching and pursuing potential customers for your business. Crunchbase’s account-based prospecting tools can help you find new companies that are the right fit, so you don’t waste time on deals that will never close.

Ideal Customer Profile 98

Ideal Customer Profile Closing Prospecting Intent Data 98

Crunchbase

APRIL 11, 2023

Prospecting is the process of researching and pursuing potential customers for your business. Crunchbase’s account-based prospecting tools can help you find new companies that are the right fit, so you don’t waste time on deals that will never close.

Ideal Customer Profile 98

Ideal Customer Profile Closing Prospecting Intent Data 98