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

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. But she also knew she needed to get up to speed very quickly. A few years back, someone in Wing’s position might have faced a long slog full of trial and error and manual research. Luckily for her, that era is over.

Analysis 130

Analysis Territories Scale SalesForce 130

Zoominfo

DECEMBER 16, 2020

And unlike most these applications, CRMs fail to help selling professionals, you know, sell. 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. Think about it.

SalesForce 219

SalesForce Territories Intent Signal Buyer Persona 219

Partners in Excellence

SEPTEMBER 14, 2023

Time Available For Selling is a critical issue for everyone in sales. But before I go into a further discussion about time available for selling, let me first define how I look at time available for selling. There are review meetings-ideally to help improve their selling performance.

CRM 129

CRM Proposal Maximizer Up-Sell 129

Score More Sales

JANUARY 10, 2013

If your B2B company has been slow to get more involved in what some call the Social Selling movement, you can still do some very simple things right away while your company debates how, when and why to jump in. Set up (or finally start using) your Twitter account – you should have done this already. courtesy of InsideView.

InsideView 249

InsideView Research Prospecting Eloqua 249

Janek Performance Group

APRIL 17, 2024

They then leverage research tools and market insights to pinpoint promising opportunities. Through consistent follow-up and relationship-building activities, BDRs can expand sales pipelines. This is accomplished by uncovering additional opportunities and cross-selling/up-selling to existing clients.

Outsourcing Services 118

Outsourcing Services B2B Lead Rank Sales Qualified Lead 118

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

Hubspot Sales

DECEMBER 14, 2022

How to Set Up Cashless Payments. According to the European Payments Council, traditional cash transactions made up just 1% of Sweden's gross domestic product (GDP), and ATM cash withdrawals are steadily declining by 10% each year. Right now, ten countries and territories have launched CBDCs: Nigeria. Cashless Payments Today.

Tools 121

Tools Banking Retail How To 121

SugarCRM

JANUARY 18, 2024

Ever feel like selling is becoming more challenging by the day? The game has changed, with more and more buyers doing research outside the typical sales process. Add in economic ups and downs, and you’ve got a real sales rollercoaster. So, what’s happening? Sales intelligence tools! You’re not alone.

Intent Data 26

Intent Data Intent SugarCRM Data 26

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 106

Tools Top of Funnel Hubspot CRM 106

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. Bottom-Up Quota Setting.

Quota 306

Quota Ideal Customer Profile Territories Demographics 306

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. Reps give up and learn to live off of base salary.

Compensation 293

Compensation Territories Incentives Incentive 293

Hubspot Sales

NOVEMBER 20, 2023

That’s why branching into new territory is more important than ever. In this post, we’ll further explore the concept of using AI to sell into new industries and review five ways your sales team can leverage it. 5 Ways Your Team Can Use AI to Sell Into New Industries 1. 5 Ways Your Team Can Use AI to Sell Into New Industries 1.

Industry 102

Industry Top of Funnel Decision Maker Demographics 102

Partners in Excellence

SEPTEMBER 21, 2023

A lot of the conversation focuses on “freeing up time.” ” But as I think about it, is the issue really about freeing up time or is it about using our time more effectively? Even non selling activities at 15% can be very important uses of time. For example, Gartner published an interesting analysis.

Territories 81

Territories Examples Negotiation Meeting 81

SBI Growth

OCTOBER 12, 2013

Has your Sales Ops planning kept up with the new realities? Setting Quotas, territory structures, headcounts and total compensation budgets are examples. Setting Quotas, territory structures, headcounts and total compensation budgets are examples. If that covers most of your plan’s components, you better catch up.

Buyer Persona 310

Buyer Persona Territories Compensation Buyer 310

Hubspot Sales

SEPTEMBER 18, 2023

But if you find out they're in the market for a new vendor, you can reach out to your prospect before they begin researching, which ensures your message will be received with much more interest. Tracking Trigger Events With the myriad of instances that can be considered a trigger event, you may be wondering how to keep up with all of them.

Social Media 104

Social Media Google Hiring How To 104

Steven Rosen

MAY 5, 2022

Or you can continue reading and benefit from 25 years of research in which I have learned that the best way to get the most out of your sales manager’s coaching is by implementing the following elements. Sales management training with no follow-up or reinforcement is just an event, nothing more, nothing less. What can you do?

Coaching 177

Coaching Sales Management Sales Coaching Account 177

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. They need information about their customers fast — with enough time to act on it in meaningful ways.

Scale 100

Scale Intent Signal SalesForce Intent Data 100

Crunchbase

MAY 18, 2023

According to Demand Gen Report ‘s 2022 B2B Buyer Behavior Survey , 55% of buyers say their purchasing timelines have grown, while 82% of sales professionals have had to adapt quickly to new ways of selling. Generative AI tools like ChatGPT have taken the world by storm — particularly the sales space. The result?

Sales Cycle 98

Sales Cycle Lead Rank Lead Scoring Sales Qualified Lead 98

Zoominfo

DECEMBER 16, 2020

And unlike most these applications, CRMs fail to help selling professionals, you know, sell. So, let’s dive into how Salesforce Sync helps enable sales reps by supporting the foundation of any sales process: Territory Management. ZoomInfo is here to change that with our latest release, Salesforce Sync. Think about it.

SalesForce 100

SalesForce Territories Intent Signal Buyer Persona 100

Zoominfo

FEBRUARY 23, 2021

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.” If you don’t understand your target audience—their interests, pain points, and buying triggers—how are you supposed to sell to them? Qualify prospects.

Ideal Customer Profile 208

Ideal Customer Profile Prospecting Strategy Top of Funnel 208

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. Opportunity Management. What level of attention does each deserve?

Sales Process 129

Sales Process Ideal Customer Profile Sales Qualified Lead Territories 129

Hubspot Sales

OCTOBER 5, 2017

Sell, sell, sell. 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). Cold calling: Unsolicited calls to sell a product or service. What Is Prospecting?

Prospecting 144

Prospecting Tools Top of Funnel Lead Rank 144

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.

Revenue 316

Revenue Hiring Lead Rank How To 316

Score More Sales

JULY 22, 2014

When Google launched in 1998 none of us in professional selling had any idea how it might change the way the world of business-to-business selling worked. I can remember the first day I heard about the search engine – it was early 1999 and it seemed like a nice, helpful tool – not a world game-changer as it has become.

Ideal Customer Profile 234

Ideal Customer Profile Banking Engineering Twitter 234

Zoominfo

APRIL 5, 2023

As companies add and reallocate talent, enter new markets and territories, and adopt more security tools, corporate email systems are becoming increasingly complex. In fact, according to our research, nearly 80% of the Fortune 500 use more than one email domain or address pattern, and more companies are following their lead every day.

Sales Qualified Lead 130

Sales Qualified Lead Scale System Ideal Customer Profile 130

Steven Rosen

MAY 5, 2022

Or you can continue reading and benefit from 25 years of research in which I have learned that the best way to get the most out of your sales manager’s coaching is by implementing the following elements. Sales management training with no follow-up or reinforcement is just an event, nothing more, nothing less. What can you do?

Coaching 156

Coaching Sales Management Sales Coaching Account 156

SBI Growth

OCTOBER 25, 2012

selling time) This equals only 17 hours per week. We all know improving selling time should increase sales. And what is the value I should receive by actually improving a sales person’s selling time in front of a customer? Register here for our Making the Number Research to learn where the biggest time sinks are).

Hiring 310

Hiring Travel Territories Face-to-face 310

Crunchbase

APRIL 11, 2023

Prospecting is the process of researching and pursuing potential customers for your business. This type of selling is often used in B2B sales, but it can be used in B2C sales as well. This will signal to your prospect that first, you are a real person, and second, that you have done enough research to know who they are.

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. This type of selling is often used in B2B sales, but it can be used in B2C sales as well. This will signal to your prospect that first, you are a real person, and second, that you have done enough research to know who they are.

Ideal Customer Profile 98

Ideal Customer Profile Closing Prospecting Intent Data 98

SBI Growth

AUGUST 4, 2013

The accelerated pace of today’s selling environment requires a new kind of performance management. It includes a tool to customize for your own agile reviews. Performance management is covered in depth in SBI''s annual research tour. Sign up for the onsite session for your leadership team. Changes to Territory coverage.

Territories 282

Territories Lead Rank Lead Scoring Demand Generation 282

The Pipeline

FEBRUARY 3, 2012

Sign up for our Email Newsletter. 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. logically shrink territories. Free Resources.

Pipeline 212

Pipeline Territories Harvest Cold Calling 212

BrainShark

AUGUST 24, 2022

Selling to local SMBs is very different from selling to Fortune 100 executives, for example.) Social Selling. Territory Management. Buyer Research. Salespeople must communicate effectively throughout the sales cycle, from cold outreach and follow-up to moving an opportunity along. Social Selling.

Social Media 62

Social Media Territories Face-to-face Negotiation 62

Janek Performance Group

SEPTEMBER 29, 2021

If you believe diversity on your sales team will improve sales performance, keep reading because there is plenty of science to back that up. A 2019 study by Xactly that researched 100,000 women in sales roles, including sales reps, account managers, and sales managers, found that 86% of women achieved quota, compared to only 78% of men.

Hiring 118

Hiring Travel Promotion Sales Leadership 118

Adaptive Business Services

JANUARY 24, 2024

It was also used to ensure that follow-up tasks were completed when due. Today we have electronic tools. Ask a sales rep what they will close this month and, without some intensive research, they may be hard pressed to give you an answer. Nothing happens until somebody sells something. By territory. By industry.

CRM 71

CRM Revenue Company Hiring 71

SBI Growth

OCTOBER 21, 2013

Reps must have the tools and support to win the big deals. Performance culture is studied in depth in our 2014 Research Tour. By signing up for the tour , you’ll receive the " Performance Culture Assessment " tool. Those reps were covering an extensive territory and large customer base. Resource Allocation.

Hiring 293

Hiring Ideal Customer Profile Margin Face-to-face 293