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

Understanding the Sales Force

OCTOBER 25, 2023

Those salespeople aren’t aware that they suck and they don’t believe that they suck because they don’t know what great selling looks like, sounds like, or feels like. None of that makes them very good at selling, but those scenarios would certainly contribute to ongoing, recurring account revenue.

Outsourcing Services 193

Outsourcing Services Territories Proposal Sales Methodology 193

Xactly

AUGUST 2, 2018

The sales territory is a geographical area that is managed by a sales rep or sales team. A territory can be defined by sales potential, history, geography, or a combination of the above. The objective is to make sure sales territories are balanced to help increase revenues. . Take Assessment.

Territories 68

Territories Demographics Travel Distribution 68

Smooth Sale

JANUARY 3, 2020

Like most salespeople,you, too, might have faced a dilemma of cross-selling in your career while dealing with prospective clients. Consider the following question: For new acquisitions, should you invest your time, energy, and resources only for core products and accept rejection as it is? Source: Harvard Business Review. .

Up-Sell 88

Up-Sell Ideal Customer Profile Prospecting Lead Rank 88

Sales 2.0

FEBRUARY 15, 2023

I think you can get AI to figure out what the likely outcomes are based on all risk factors and the market you’re selling into etc. and free up time for managers to coach the reps on how to add more value in their territory for better outcomes.” There were a hundred million actions in my territory every year.

Conversion 195

Conversion Amdocs Territories Forecasting 195

Janek Performance Group

APRIL 17, 2024

This also ensures sales resources are allocated efficiently. 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. These can strain resources.

Outsourcing Services 118

Outsourcing Services B2B Lead Rank Sales Qualified Lead 118

Xactly

JULY 12, 2018

Your sales territories are geographical areas managed by a sales rep or sales team. A territory can be defined by several factors, but most commonly, territories are mapped based on sales potential, sales history, geography, or a combination of factors. Download Guide. The Right Data for Customer Segmentation.

Territories 45

Territories Software Software Benefit 45

Xactly

JULY 12, 2018

Your sales territories are geographical areas managed by a sales rep or sales team. A territory can be defined by several factors, but most commonly, territories are mapped based on sales potential, sales history, geography, or a combination of factors. Download Guide. The Right Data for Customer Segmentation.

Territories 50

Territories Demographics Travel Distribution 50

Sales Hacker

DECEMBER 9, 2022

Start your sales planning efforts with account segmentation to fill your territories with fruitful opportunities and increase your sellers’ ability to hit quotas. Consider new territory rules that reflect changes in the market (and your business). Related: Your Territory Model Is Hurting Attainment. Territory profiles .

Lead Rank 97

Lead Rank Territories Lead Scoring Quota 97

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

SBI Growth

APRIL 21, 2013

Every time there’s a territory rezoning he bellyaches. Or If you chop up my territory, I’ll look somewhere else. How to Spot Them: Look at the number of prospects in each territory. No territory should have twice the amount of any other. The Resource Pig. Just stay out of her way and let her sell.

Territories 303

Territories Quota Engineering Resources 303

OpenSymmetry

MARCH 16, 2016

The Territory & Quota Management Revolution – New Incentive Compensation Platforms Blazing the Trails to Greater Efficiencies. Gone are the simplistic days of sales reps simply “having a patch” to cover for selling their goods and services. Territory Definition and Modeling.

Territories 40

Territories Quota Incentives Incentive 40

The Pipeline

JUNE 5, 2013

The more territory, the more accounts I get, the better I will do”. Yet often the opposite is true, more often than not, less is more in sales accounts and territories. When I asked them what can be done to hit their goals, all but one suggested that we add accounts to their territories that were homeless due to a recent departure.

Territories 303

Territories Top of Funnel Account Funnel 303

The Pipeline

SEPTEMBER 15, 2014

In the discussions leading up to the event we wanted to deliver something of substance, people can put into practice right away in almost every market segment, and something that would have impact now, before the end of the year. 3. Leverage Automation – The hidden cost of social selling is time, and to a lesser degree content.

Outsourcing Services 306

Outsourcing Services Closing Hiring Social Selling 306

Zoominfo

NOVEMBER 1, 2022

Castro began his career in sales in a field role, which has long been shorthand for good old-fashioned door-to-door selling. Selling in today’s economy is tough enough. I have to talk to hospitals, reference laboratories, clinical resource organizations, and pharmaceutical companies on a daily basis,” Westra says.

Prospecting 130

Prospecting Hiring Face-to-face Intent Data 130

Hubspot Sales

FEBRUARY 12, 2024

They’re trained to sell to anyone who wants to buy and facilitate a quick buying process — but as inbound salespeople, we know who our products are made for, and we should only be selling to customers who are going to leverage value over time. The prospect is not in your sales territory. Their vertical market (i.e.

Hubspot 115

Hubspot Sales Process Buyer Churn 115

Sales and Marketing Management

MARCH 25, 2019

Self-service tools and a well-designed online shop help cater for this segment much more efficiently and free up resources for higher-paying customers. Selling solutions, not products, is one of the main pieces of advice to win with digital transformation. Simply “selling products” isn’t enough.

B2B 254

B2B Segment Ideal Customer Profile B2C 254

The Pipeline

FEBRUARY 3, 2012

Free Resources. 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.

Pipeline 212

Pipeline Territories Harvest Cold Calling 212

SBI Growth

SEPTEMBER 1, 2013

Deploying those resources incorrectly can be even more expensive. To learn more about designing sales organization models, sign up for SBI’s 7 th Annual Research Session. Drive revenue growth by deploying the right resources on the right accounts. Lower cost of sales by eliminating the hiring of the wrong resources.

Revenue 316

Revenue Hiring Lead Rank How To 316

The Spiff Blog

FEBRUARY 9, 2023

These functions include territory management, goal setting, capacity modeling, forecasting, sales performance improvement, seller experience, and countless other exercises that set a business up for success– or failure. How can an organization set themselves up for success by nailing the quota setting process?

Quota 70

Quota Revenue Lead Rank Territories 70

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 130

CRM Proposal Maximizer Up-Sell 130

SBI Growth

MARCH 23, 2013

It went up substantially, but the total sales heads did not go up. Bob asks the CEO how he expects to grow revenue without adding resources The CEO says he thinks you can get more out of your current team. Outside of the red circle, adding heads will be tough to sell to the CEO. Territory Potential - Top Down.

Ideal Customer Profile 257

Ideal Customer Profile Hiring Territories Quota 257

Crunchbase

MARCH 13, 2023

These bootstrapped sales teams are faced with a unique problem: an outsized pressure to produce more with fewer resources. As the downturn continues, many account executives are expected to be selling more and achieving better results in order to help their companies maintain trajectory.

Territories 59

Territories Churn Face-to-face SME 59

The Pipeline

FEBRUARY 13, 2014

Every day entrepreneurs all over the country start with an idea, some resources, tons of energy and even more attitude, and jump into the deep end of starting a successful business. Every day there are new sales people stepping into new jobs, often into underperforming territories, and they not only make a go of it, but thrive.

Territories 292

Territories Follow-up Up-Sell Segment 292

SBI Growth

NOVEMBER 22, 2012

Resource allocation is critical to success for sales. If anything, I should get additional resources. How do you operationalize this to make sure that resource allocation has solid ROI? It’s one thing to use the output from a segmentation effort to help decide on resource allocations. Put the talent where the money is.

Segment 288

Segment Customer Territories Penetration 288

Partners in Excellence

FEBRUARY 8, 2022

.” If sales management and selling were that easy… The problem is, these are false choices. As sellers, we have to manage our territories and accounts. We have to find as many opportunities as we can within those territories/accounts. We have to do the whole job.

Survey 93

Survey Hiring Territories Incentives 93

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? Look below on what impact an increase in an hour of selling time has on revenue.

Hiring 310

Hiring Travel Territories Face-to-face 310

Zoominfo

DECEMBER 15, 2020

Which means things shaking up in the B2B world — holiday emails are being blasted, sales deals are being closed, and 2021 recruitment strategies are finishing up. And to get there, you have to ramp up your visibility and engagement with your best sales, marketing, and recruiting teams.

B2B 237

B2B Trade Show Intent Data Buyer Intent 237

SBI Growth

DECEMBER 5, 2013

Conversely, we’ve come across teams that throw their hands up in despair. All your data is rolled-up to a common definition of the customer. IT needs to step up here. Don’t do a territory redesign project without knowing exactly who you’re targeting. Messaging is focused, content is relevant, closing rates go up.

Top of Funnel 296

Top of Funnel Territories Scale Segment 296

Showpad

MAY 12, 2022

They overhauled their sales enablement platform, building resource hubs around specific industries. She was exploring new territory and charting the unknown. . While marketing was creating and organizing valuable content for sales reps to use, reps were often still unaware of what resources were available and how to best use them.

Industry 98

Industry Sales Enablement Hiring Telecommunications 98

Steven Rosen

MAY 5, 2022

Sales management training with no follow-up or reinforcement is just an event, nothing more, nothing less. All successful sales organizations have developed and trained their sales reps on a formal selling process. The best-selling method is the one that is used and understood by a majority of your salespeople.

Coaching 177

Coaching Sales Management Sales Coaching Account 177

Sales and Marketing Management

JUNE 26, 2019

Throw out the “that’s the way we’ve always done it” stories and use data to get a clearer lens on your territories. Put on your science hat and ask some questions about your territories: How well did a particular message fly with each audience? Marketers find insights in the data because they look for it. So can sales managers.

Sales Management 120

Sales Management Marketing Territories Segment 120

Hubspot Sales

SEPTEMBER 18, 2023

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. Luckily there are a few places you can set up alerts that will help you discover these events as they arrive. Set up alerts for when positions at a particular company are open.

Social Media 104

Social Media Google Hiring How To 104

Allego

SEPTEMBER 8, 2022

It has 850 million members in more than 200 countries and territories worldwide. Putting HOW You Sell at the Core of Your Business. Building Blocks, Close Up by Mike Kunkle , VP Sales Effectiveness Services, SPARXiQ and Felix Krueger. Explanations, Resources, and Advice about the Building Blocks of Sales Enablement.

LinkedIn 118

LinkedIn Hiring Sales Leadership B2B 118

Alice Heiman

MAY 10, 2022

Set yourself up for #success by answering these 6 questions to ensure you hit your sales #goals! It should be selected based on the resources you are able to apply. . Simply giving salespeople a larger quota and telling them to sell doesn’t work. Before setting the number for the year, examine the market and your resources. .

Strategy 140

Strategy Buyer Persona Lead Rank Lead Scoring 140

SBI Growth

OCTOBER 21, 2013

By signing up for the tour , you’ll receive the " Performance Culture Assessment " tool. Resource Allocation. Those reps were covering an extensive territory and large customer base. The tools and resources in your organization play a large part in future success. 80% of its sales team was outside sales reps.

Hiring 293

Hiring Ideal Customer Profile Margin Face-to-face 293

Gong.io

AUGUST 24, 2022

Sales forecasting is critical for setting revenue and sales targets, planning resources and new hires, and managing company cash flow. As such, they provide important insights into a business’s ability to reinvest in growth initiatives, highlight requirements for hiring and resourcing, and inform company budgeting.

Sales Forecasts 62

Sales Forecasts Forecasting Hiring How To 62