Janek Performance Group

APRIL 2, 2024

A pillar of success for any sales organization is an effective business development strategy. However, merely having a strategy isn’t enough. Of course, changes in the sales landscape and marketplace have a profound effect on your business development strategy. This is what your strategy hopes to achieve.

Webinar Metrics 62

Webinar Metrics Top of Funnel Strategy Analysis 62

Zoominfo

OCTOBER 12, 2022

When Sarena Wing took on a new international sales territory, she was excited to get started. Wing was able to lean on ZoomInfo’s Chorus conversation intelligence solution and its SalesOS platform to analyze successful deals and perform lightning-fast research on her new territory and team. Luckily for her, that era is over.

Analysis 130

Analysis Territories Scale SalesForce 130

OpenSymmetry

JANUARY 27, 2016

All companies are seeking the perfect combination of elements to deliver the highest salesforce effectiveness. A critical element that is relatively new is territory optimization and we will examine the case for this in this article. Poor or excessive customer coverage if territories are too small, leading to missed revenue.

Territories 40

Territories SalesForce Incentives Incentive 40

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

Sales Hacker

OCTOBER 10, 2019

Here’s what we’re going to cover: Salesforce objects. Data Governance & Salesforce Objects. Whether your selling model is transactional, self-service, enterprise, or a combination of these, you will need to set up some objects in Salesforce that support the sales and eventual retention strategies of your business.

Government 58

Government SalesForce Objections Lead Rank 58

Pipeliner

MARCH 3, 2021

Maptive for geoanalysis and sales territory management. Maptive is one of the best options for visualizing potential customers and mapping territories to ensure that sales reps can work as productively and efficiently as possible. Salesforce for CRM. What are the best SaaS tools to help you achieve this?

Tools 98

Tools Hubspot SalesForce Territories 98

SBI Growth

JUNE 23, 2018

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Territories 216

Territories How To Sales SalesForce 216

Zoominfo

JULY 28, 2022

Account-based territory lead routing capabilities, along with parent-child relationship mapping, are critical to its revenue strategy. Unfortunately, the company was working with a platform that had limits in complex territory planning and round-robin capabilities. This is all before it even hits Salesforce.”

Lead Rank 130

Lead Rank Lead Scoring Sales Qualified Lead Leads 130

Sales and Marketing Management

FEBRUARY 22, 2021

Here are lessons from two of our key programs last year that we plan to incorporate into our 2021 demand generation strategy: Revamped Webinars. We found that the quality of leads had room for improvement: few of them converted into a viable MQL for our salesforce. Still, virtual events were unchartered territory.

Webinar Metrics 177

Webinar Metrics Lead Rank Marketing Qualified Lead Cancellation 177

Zoominfo

SEPTEMBER 7, 2022

ZoomInfo’s intelligent lead routing allows you to activate any-object routing and leverage your Salesforce triggers to automate the real-time movement of all kinds of records — including leads, contacts and accounts — directly to your sales team. Data is a must-have for accurate lead routing.

Lead Rank 130

Lead Rank Lead Scoring Software Software 130

Zoominfo

MAY 25, 2022

But turning data from an asset to a business outcome takes a special strategy. For sales professionals, BI finds the company and contact information that fuels personalized sales prospecting , accurate territory planning , and more efficient customer upselling. Reading-based tech company ActiveOps is no exception.

Scale 100

Scale Intent Signal SalesForce Intent Data 100

Crunchbase

MARCH 13, 2023

In January, Salesforce announced it was laying off 10% of its workforce, and it was the sales team that faced heavy losses. On the flip side, exclusively pursuing enterprise deals can be a very difficult strategy for an overstretched sales team. Make smarter territory choices Hard times mean hard choices.

Territories 59

Territories Churn Face-to-face SME 59

Zoominfo

JULY 5, 2022

A modern routing strategy that’s built for revenue growth includes three main elements: Integrated account-based selling tools The ability to route any object (e.g. What to Consider in Your Lead Routing Strategy A comprehensive routing workflow is fueled by seamlessly integrated lead cleansing and enrichment capabilities.

Lead Rank 130

Lead Rank Lead Scoring Revenue Leads 130

LeadFuze

JULY 14, 2023

Sales Manager Duties Digging deeper into their duties reveals an intricate tapestry woven with tasks like hiring top-notch talent for the sales department, training them to become stellar performers, assigning territories strategically, and setting challenging but realistic targets. It’s like having a GPS for your sales team.

SalesManager 52

SalesManager Sales Management Strategy How To 52

Hubspot Sales

JULY 22, 2020

This automated note-taking process also guides the conversation by providing the playbook on the screen while the call is happening, aligning reps with brand messaging and providing structure to their qualification strategies the entire time. You can also monitor call performance and integrate with your CRM. Pricing: $150/month. Plan 2 Win.

Tools 108

Tools Closing Territories Hubspot 108

Xactly

OCTOBER 29, 2018

This ultimately allows for better sales, territory, and compensation planning; thus, a stronger sales organization as a whole. . Watch the webinar "The Salesforce Approach to Sales Planning, Execution, and Optimization” to learn how Salesforce uses Xactly and Salesforce toegther to manage their global sales force and drive revneue operations.

Data 85

Data Top of Funnel Territories Compensation 85

Hubspot Sales

APRIL 12, 2023

When building your strategy, you’ll need to set sales activities goals and track how your team measures up. Or are your field sales reps handling deals from start to finish within their assigned territories? When you set key activities with your sales team, you should share selling techniques and strategies at the same time.

Revenue 118

Revenue Proposal SalesForce Lead Rank 118

Sales Hacker

AUGUST 7, 2020

Salesforce. Salesforce. Salesforce. Head of Strategy, People & Change. Salesforce. Salesforce. Director Sales Strategy. Partner, Account Based Strategy Practice Lead. Director of Sales Strategy. Director, Sales Solutions, North America. Jessa Jennings. Avis Jones-DeWeever.

Demand Generation Agencies 121

Demand Generation Agencies Hiring Enterprise Enterprise 121

Crunchbase

MAY 3, 2021

Accurately defining your ideal customer profile is one of the most important steps in a successful sales strategy. Crunchbase Tips: Here’s how you can connect to Salesforce and see your automatic ‘My CRM’ list Here’s how to save a custom search or list , and an example of a saved search for AI companies in New York.

Ideal Customer Profile 130

Ideal Customer Profile Customer Lead Qualification Territories 130

Sales Hacker

JULY 14, 2021

Sales Ops leaders are responsible for driving high-level strategy as well as ensuring that the sales team’s tech stack is optimized. explains that, “Sales Ops focuses on territory planning, deal desk activities, opp reporting, commissions and comp, SDR and AE handoffs, and managing tools like Outreach and Salesforce.

Top of Funnel 84

Top of Funnel Revenue Sales Methodology Territories 84

Hubspot Sales

SEPTEMBER 16, 2020

Account plans help guide your account management strategy by answering questions such as: What are your company’s goals for the relationship? Territory Management. Territory plans are common for field-based salespeople who must answer the questions: Who are the top customers and prospects in my territory? Deal Management.

Sales Process 124

Sales Process Ideal Customer Profile Sales Qualified Lead Territories 124

Zoominfo

JANUARY 29, 2018

When it comes to B2B marketing tactics, no strategy has stood the test of time quite like the trade show. This three-day conference takes place on June 18th-20th in Boston, and will offer valuable strategies and insights designed to help marketing and sales professionals. Continue reading. Continue reading. Continue reading.

Webinar Metrics 113

Webinar Metrics Trade Show Marketing Strategy 113

Zoominfo

JULY 26, 2022

An enterprise API strategy can transform your data management system for better GTM sales motions, targeted outreach, and success. Such data is foundational for optimizing key go-to-market functions like campaign list building, segmenting, prospecting, lead routing, scoring, and territory alignment.

Enterprise 130

Enterprise Enterprise Data Top of Funnel 130

Miller Heiman Group

FEBRUARY 25, 2020

Meanwhile, a sales organization without the data necessary to proactively manage its salesforce allows stagnating sellers to remain in roles for far too long. Sales organizations need to follow three key sales management strategies when it comes to hiring. Make Hiring a Component of a Holistic Talent Strategy.

Hiring 97

Hiring Sales Management SAP Sales Talent 97

Groove.co

JANUARY 18, 2018

Account based sales (ABS) is an approach that allows you to focus on specific target accounts and collaboratively execute your sales strategy. This is the first in a series of posts where we’ll examine how you can use Salesforce to ABS-enable your sales team — and where the limitations of Salesforce are. tech stack).

SalesForce 26

SalesForce Ideal Customer Profile Account Demand Generation Targets 26

Smooth Sale

AUGUST 25, 2022

Given I wasn’t permitted sales training, I initially set out in my territory to inquire of prospects about how they prefer to buy. Now consider another representative having a different territory. 6 Strategies Commonly Used by Successful People. Clients Can Become Your Salesforce. ’ My Story.

Loyalty 78

Loyalty Revenue Hiring Vendor 78

Crunchbase

MARCH 23, 2023

Using sales automation tools, you’re able to: Instantly verify contact data ; Quickly identify key decision-makers and influencers; Find qualified leads in your territory; Build a list of similar companies you can target; and Create personalized emails customized to your prospects. Enrich your leads within Salesforce with Crunchbase data.

Sales Automation 52

Sales Automation Software Software Sales Process 52

Sales and Marketing Management

AUGUST 30, 2018

Work harder' is a losing strategy. If so, then badgering the sales force to “work harder” is a losing strategy. And it shouldn’t be an exercise in ramping up the urgency – to run faster on a soccer field or to panic more in a sales territory. In essence, directing or instructing rather than providing meaningful coaching.

Coaching 166

Coaching Sage How To Quota 166

Miller Heiman Group

FEBRUARY 20, 2020

To create a stronger coaching culture at your organization, follow these three sales management strategies. Many sales managers believe that they don’t have enough time to coach , especially those who oversee a large salesforce. Formalize Your Sales Coaching Strategies. Focus on Quality, Not Quantity. But only 12.6%

Sales Coaching 80

Sales Coaching Coaching Top of Funnel Lead Rank 80

Showpad

MARCH 3, 2020

Both operations and enablement strategies function to enhance the sales process, allowing sales managers to effectively lead and coach their teams and reps to meet their goals quarter after quarter. Developing sales and revenue strategy. Setting territory structure. Sales Enablement versus Sales Operations.

Sales Operations 100

Sales Operations Sales Enablement Hiring Compensation 100

Sales Hacker

DECEMBER 21, 2017

This often overlooked and sometimes under-appreciated department uses data to drive strategy, best practices to guide training, and technology to hack success. Sales Territory Assignment and Growth Forecasting. Salesforce Recruitment, Onboarding and Training. Allocation of Accounts and Sales Territories. Territory design.

Sales Operations 87

Sales Operations Top of Funnel Hiring Scale 87

SBI

FEBRUARY 10, 2020

Tasked with recruiting and hiring, overseeing large teams, providing guidance and training, building culture, setting quotas, creating sales plans, analyzing data, forecasting, assigning territories… the list of responsibilities is as diverse as it is long. This is where great sales managers come in.

Sales Management 136

Sales Management Scale Top of Funnel Hiring 136

Sales Hacker

MARCH 27, 2018

You head out to a territory (market) where you can mine (generate) something valuable, then sift (qualify) good finds from the bad. Fortunately, advanced sales enablement strategies and data-driven business insights can drastically improve the outcomes of traditional prospecting methods. lead generation (DataFox, DealSignal, etc.)

B2B 87

B2B Ideal Customer Profile Sales Qualified Lead Lead Rank 87

Crunchbase

APRIL 11, 2023

It’s a vital part of any sales strategy because it helps develop your sales pipeline and brings you one step closer to securing new customers. A good CRM like Salesforce or HubSpot can help you prioritize follow-up messages and tasks according to where leads are in the pipeline.

Ideal Customer Profile 98

Ideal Customer Profile Closing Prospecting Intent Data 98

Crunchbase

APRIL 11, 2023

It’s a vital part of any sales strategy because it helps develop your sales pipeline and brings you one step closer to securing new customers. A good CRM like Salesforce or HubSpot can help you prioritize follow-up messages and tasks according to where leads are in the pipeline.

Ideal Customer Profile 98

Ideal Customer Profile Closing Prospecting Intent Data 98

SalesLoft

OCTOBER 6, 2017

This process allows them to select specific people based on their role, territory, or when they were added to your Salesforce account. Say your SDRs are divided by territories and they are only reaching out to people with the title “manager.” Want to learn more about effective sales leadership and strategy?

Maximizer 52

Maximizer Territories SalesForce Guarantee 52

Seismic - Sales Effectiveness

DECEMBER 5, 2018

They will be administering Salesforce (or your chosen CRM) and handling any issues that crop up because of that. They will help with lead routing, so sellers receive leads that fit their territory/solution. Sales enablement is an over-arching strategy that aims to improve both Marketing and Sales. What is Sales Enablement?

Sales Operations 90

Sales Operations Sales Enablement Analytics Report 90