Shari Levitin

MARCH 9, 2023

Last month, I had the pleasure of speaking alongside researcher and author Sean Achor. He revealed that while one anxious passenger at an airport gate can cause the entire lineup of travelers to exhibit stress, the opposite is also true. Empathy in elephants, the idea that “emotions are contagious,” is backed by science.

ACT 118

ACT Territories Sports Cold Calling 118

Janek Performance Group

SEPTEMBER 29, 2021

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. Based on Harvard’s study and other research it’s been proven that people subconsciously favor others who are like them. Better Coaching.

Hiring 118

Hiring Travel Promotion Sales Leadership 118

Shari Levitin

JUNE 14, 2023

Last month, I had the pleasure of speaking alongside researcher and author Sean Achor. He revealed that while one anxious passenger at an airport gate can cause the entire lineup of travelers to exhibit stress, the opposite is also true. Empathy in elephants, the idea that “emotions are contagious,” is backed by science.

ACT 62

ACT Territories Cold Calling Exercises 62

Showpad

MAY 12, 2022

They designed new industry research methods that include both customers and sales reps. When I signed my contract, our manager said, ‘Nathalie, you won’t be able to start because it’s crucial that you’re able to travel to meet your colleague,’” recalls Nathalie Vervaet. It’s all about the research,” says Rachael. “We

Industry 98

Industry Sales Enablement Hiring Telecommunications 98

SBI Growth

OCTOBER 21, 2013

Performance culture is studied in depth in our 2014 Research Tour. Those reps were covering an extensive territory and large customer base. This reduced the time spent traveling by more expensive sellers. Sign up for the Research Tour for a more in depth conversation on this topic. Resource Allocation.

Hiring 293

Hiring Ideal Customer Profile Margin Face-to-face 293

Alice Heiman

APRIL 10, 2024

By embracing these lessons, CEOs can pilot their companies with the vision, innovation, and resilience needed to explore uncharted territories in business and beyond. 23:13] Analog Astronaut Adventures – Beth delves into the world of analog astronauts, explaining how simulated missions on Earth provide insights for real space travel. [28:42]

Nonprofit 62

Nonprofit Education Lead Rank Lead Scoring 62

Pipeliner

JULY 18, 2019

What to look for while setting up a sales office in a new territory. Firstly, the market dynamics in the new territory can be dramatically different from what you are used to in your role. To start with, it is a good idea to map out the locations of all prospective clients in the territory. Set up a long-term goal.

Hiring 71

Hiring Territories Scale Networking 71

The Pipeline

AUGUST 5, 2011

FlightTrack Pro – One of the biggest pain points in a traveling profession is, you guessed it, traveling! It allows you to sync your travel itinerary, and then sends you push notifications about any changes with itinerary – delayed flights, change of gates, etc. Territory Alignment. CNi Rapid Research.

Pipeline 275

Pipeline Hiring Travel Twitter 275

Mindtickle

DECEMBER 16, 2021

For hybrid events, include all relevant information for in-person meeting rooms, accommodations, travel logistics, meals, and more. Examples of pre-work activities you can assign each rep include: Pre-recorded territory plans: Record a territory review before SKO, enabling productive discussions.

Everest 52

Everest Sales Enablement Territories Exercises 52

DiscoverOrg Sales

DECEMBER 18, 2018

And they don’t publish press releases proclaiming strategic expansions into a new sales territory, and they need new headcount to work that new territory. Travel&Tourism. Check out the top 100 companies at the end of this post. For savvy sales and marketing professionals, these are selling opportunities as well. Wells Fargo.

Company 156

Company Prospecting Oracle Transportation 156

Mindtickle

AUGUST 28, 2020

In short, time saved by not traveling to meet a customer in person should be spent on building relationships against the backdrop of this new normal. Reps can provide insight into how demand has changed in their territory, what the most frequent objections are, which channels perform best and the ideal customer profile.

Sales Enablement 105

Sales Enablement Ideal Customer Profile Webinar Metrics Face-to-face 105

SBI

SEPTEMBER 12, 2018

Its sales territory optimization solutions enable companies to maximize revenues across the entire sales force – territory by territory. Register in advance then stop by to enjoy the amenities, see a Seismic demo, meet their executive team, and get a first look at brand new sales enablement research from CSO Insights.

Vendor 106

Vendor InsideView Hotels Hiring 106

Gong.io

NOVEMBER 21, 2022

Sales territories get a bad rep. . But that’s not a problem with sales territories as a whole so much as it’s a problem with how those territories were created and assigned. When you create balanced sales territories that everyone is happy with, the benefits can be huge. . What is a sales territory?

Territories 62

Territories Ideal Customer Profile Segment Lead Rank 62

The ROI Guy

MAY 10, 2013

This week Alinean was in San Diego with 1,500 of the best marketers and sales execs to network, and hear SiriusDecisions present their latest research and best practice findings. As a result, the research points to how much help your prospects need help in identifying “Why Change?” and “Why Now?”,

Buyer Persona 92

Buyer Persona ROI Travel Licensing 92

Hubspot Sales

NOVEMBER 28, 2017

Once you’ve answered these questions, do your research. Territory: Where will this salesperson’s leads and customers come from (zip code, vertical market, country, or other)? Travel: Is there travel involved? Do your research, define a role that will help your business grow, and wait for the best fit.

Hiring 104

Hiring Salary Compensation Social Media 104

Hubspot Sales

MARCH 21, 2018

Inside sales reps often sell remotely, from an office base, while outside sales reps travel, brokering face-to-face deals. New research has those answers. Let’s dig into recent InsideSales.com research below to find out. 47% of all salespeople work in inside sales, with 53% representing outside sales. Outside or inside sales?

Outside Sales 129

Outside Sales Hiring Face-to-face Inside Sales 129

Sales Training Connection

APRIL 11, 2014

The issues can vary from travel policies and territory designs to compensation structures and bonuses. The research from HR Chally reports sales person effectiveness accounts for 39% of a customer’s choice of a vendor – more than price or quality. Sales Team Turnover. Does it matter? So, yes it matters.

Sales Leadership 110

Sales Leadership Compensation Report Pivotal 110

The Pipeline

JANUARY 11, 2012

I tend to go with the latter, while we may need to mark time for a number of purposes, for sales professionals, and for actual sales, the sales cycle is somewhat indifferent to the artificial rhythms that accompany our travels through the years. Territory Alignment. CNi Rapid Research. Saturday Sales Tip. Sell Better.

Pipeline 209

Pipeline Face-to-face Cold Calling Sales Cycle 209

Allbound

FEBRUARY 20, 2019

If you’ve ever traveled, you know you can never assume that things are going to be the same country-to-country. Pro Tip: Do research on the behaviors, actions, and values of the countries that your prospects are in before expanding. We Do That Here, So They Must Too? Behaviors and actions rely heavily on culture.

Buyer Persona 60

Buyer Persona Channels Demographics Campaigns 60

Mindtickle

AUGUST 28, 2020

In short, time saved by not traveling to meet a customer in person should be spent on building relationships against the backdrop of this new normal. Reps can provide insight into how demand has changed in their territory, what the most frequent objections are, which channels perform best and the ideal customer profile.

Sales Enablement 52

Sales Enablement Ideal Customer Profile Webinar Metrics Face-to-face 52

Sales Hacker

JANUARY 8, 2021

Ask your leaders what resources they’ll need and do research on the new region to determine if there are any special requirements for operating in those regions that you need to get squared away before you launch. Add in restricted travel, limited in-person customer visits, and time zone changes and your first hire could feel very isolated.

Hiring 82

Hiring Territories Pipeline Resources 82

Igniting Sales Transformation

FEBRUARY 13, 2019

Your message isn’t researched or well thought out because your boss demands X number of calls made and emails sent? Amy shared her perspective on how to scale, build relationships and manage a big territory with high activity numbers. And, salespeople wonder why no one wants to talk to them. Listen to the interview to find out!

Microsoft 69

Microsoft Scale How To Lead Rank 69

Tony Hughes

MARCH 4, 2018

Neil Rackham and a handful of others have done amazingly insightful research into best practices and frameworks for selling, but not many. Mostly we get anecdotal sales books that contain faint research and contribute little to our understanding of how it all works. So there is very little research done in this space.

Hiring 68

Hiring Top of Funnel Lead Rank Lead Scoring 68

Sales Hacker

APRIL 11, 2019

Do all the research you want… Implement all the bright-shiny strategies you can think of to get sales reps excited about their roles and success…. technology, travel, marketing, enablement, award money, etc.) And more than likely, they’ll still fall short of reaching their goals. So what’s the missing link?

Motivation 85

Motivation Compensation Lead Rank Lead Scoring 85

Chorus.ai

DECEMBER 20, 2019

I was based in Amsterdam for about a year, building the European sales team and territory and managing AEs and sales development reps.”. So, providing relevant training and coaching in this area is a big focus for us, especially since we know from our own research that coaching in the discovery stage can lead to a 30% increase in win rates.”

Sales Management 73

Sales Management Hiring Automotive Scale 73

Xactly

MAY 30, 2018

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. Discover more territory planning insights in our territory planning infographic.

Territories 61

Territories Research Travel Survey 61

The Pipeline

APRIL 25, 2011

Becoming the client’s “favourite”, these days being more important than being a value based resource, proactively delivering that value through a proper sale and execution, thus putting the seller in waiting mode based on the buyers’ travels and whims. Territory Alignment. CNi Rapid Research. Sell Better.

Pipeline 216

Pipeline Twitter Hiring Cold Calling 216

Vengreso

DECEMBER 2, 2020

They test everything from the food we eat and the water we drink to airplanes that we’ll eventually go back to when we travel. You come up with the strategy and specific tactics, but it is the individual sellers who will execute in their own sales territory. Provide research on buyers, customer, and markets.

Ideal Customer Profile 120

Ideal Customer Profile Top of Funnel Hiring Segment 120

Partners in Excellence

SEPTEMBER 28, 2016

Research tools, company, market, industry, individual reasearch and preparation. Route/Travel planning. Account and territory management. But then we layer endless tools on top of the CRM system or as a complement to them: I’ll just provide a short list: Marketing automation and content management. Email and messaging.

Marketing 48

Marketing Lead Gen System Tools 48

Sales Hacker

AUGUST 7, 2020

Territory Account Manager. Territory Account Manager. Flight Centre Travel Group. Territory Account Manager. Director, Client Strategy + Research. Strategic Sales Manager. Amanda Owsley. Mid-Market Account Executive. Reva Pellerin. Business Development Manager. Darci Goodman Penney. Anna Phalen. Jellyvision.

Demand Generation Agencies 121

Demand Generation Agencies Hiring Enterprise Enterprise 121

Hubspot Sales

JANUARY 31, 2018

Do research to offer up a compelling reason for your initial call, work inbound leads that want to talk to you, and provide helpful insights to potential prospects on social media before engaging. My blog articles live forever, so while old-line salespeople are cold calling, my content is converting like an assembly line in a factory.

Cold Calling 145

Cold Calling Social Media Inbound Face-to-face 145

Zoominfo

FEBRUARY 21, 2021

Gaining a more accurate, granular view of the submarkets within each category can help ensure correct lead routing, territory planning, messaging, and positioning. 333923 Overhead Traveling Crane, Hoist, & Monorail System Manufacturing. 5417 Scientific Research & Development Services. Search the NAICS Code Directory.

Transportation 204

Transportation Chemicals Automotive Marketing 204

Zoominfo

JANUARY 29, 2018

You are losing time in two ways — the time lost traveling to and attending the event as well as the opportunity cost of not spending time on more productive activities. According to Pew Research, Millennials officially compose the largest U.S. That’s why getting stuck at a bad event can be so frustrating. Continue reading.

Webinar Metrics 113

Webinar Metrics Trade Show Marketing Strategy 113

Fill the Funnel

NOVEMBER 30, 2011

” These are some of the common quotes heard early on in the research done by authors Chip and Dan Heath into change. They found answers in the research of some brilliant psychologists who’d discovered that people have two separate “systems” in their brains—a rational system and an emotional system. “Change is hard.”

Social Media 134

Social Media Media Top of Funnel Face-to-face 134

OutboundView

AUGUST 16, 2019

You can generally find them traveling around their territory to meet prospects. They will do their own research as to what solution they need and what company they prefer. . Outside sales teams typically close sales, that’s their core responsiblity. They will take part in actions such as: . Field events. Speaking events.

Outside Sales 31

Outside Sales Inside Sales Salary Hiring 31

Xactly

JUNE 18, 2018

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. Optimizing Territory Design with Data Intelligence. Download Guide.

Territories 54

Territories Data Hiring Quota 54

Zoominfo

FEBRUARY 21, 2021

Gaining a more accurate, granular view of the submarkets within each category can help ensure correct lead routing, territory planning, messaging, and positioning. Since many traditional vendors also have such poor data accuracy, there is still much to be desired. Search the NAICS Code Directory What are NAICS Codes?

Transportation 100

Transportation Chemicals Automotive Marketing 100