Partners in Excellence

DECEMBER 14, 2013

Social media present powerful tools and capabilities. In that rush to build visibility and market ourselves and our companies, we start getting into dangerous territory. Related Posts: The Weaponization Of Social Media What’s All This About Social Selling? Social Business Is Not About Technology!

Social Media 88

Social Media Media Networking Follow-up 88

Engage Selling

APRIL 6, 2019

No matter who you are in sales—whether you’re managing a team or selling in a territory—you know you need to go where the customers are. If I met you at a conference and I told you that all of your … Read More »

Social Media 48

Social Media Media Territories Conference 48

Hubspot Sales

SEPTEMBER 18, 2023

New Product/Service Announcement By rolling out a new product or service, a company is venturing into uncharted territory. And uncharted territory calls for different types of support -- and potentially new vendors. Track this event with : Google alerts, press releases page, industry news, social media 7. Pounce on it.

Social Media 104

Social Media Google Hiring How To 104

Sales 2.0

JUNE 9, 2018

Congrats you have a brand-new “greenfield” sales territory! Of course, with all these social media networks out there now it’s not six degrees any more. My suggestion when you’re dropped into the desert (sorry “greenfield territory”) look for some of those 22,500 people that are willing to help you. Let me translate.

Territories 150

Territories Demographics Social Media Cold Calling 150

Crunchbase

APRIL 11, 2023

Tap into social media You may have heard about social selling or social prospecting, which is the process of using social media to research, identify and engage with prospects. Social media might not be the first tool you associate with sales prospecting, but it can pay off in a big way.

Ideal Customer Profile 98

Ideal Customer Profile Closing Prospecting Intent Data 98

Crunchbase

APRIL 11, 2023

Tap into social media You may have heard about social selling or social prospecting, which is the process of using social media to research, identify and engage with prospects. Social media might not be the first tool you associate with sales prospecting, but it can pay off in a big way.

Ideal Customer Profile 98

Ideal Customer Profile Closing Prospecting Intent Data 98

MTD Sales Training

JUNE 20, 2018

Here are a few tips: Divide your territory in a way that makes sense. One of the first steps to effective territory management is to have a concrete view of current customers, potential customers, competitors’ activity, and the location of all of these. Blogs / social media. Press – business sections. Their Website.

Sales Qualified Lead 120

Sales Qualified Lead Leads Marketing Qualified Lead Territories 120

Apptivo

FEBRUARY 20, 2023

Lead Capturing Email, website, social media, webinars, and paid ads are all ways to reach out to potential buyers during lead generation activities. A lead management software populates a lead’s profile with publicly available information such as their job title, location, timezone, company name, and social media profiles.

Lead Rank 103

Lead Rank Lead Scoring Lead Management System 103

SBI Growth

FEBRUARY 5, 2014

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.". Here’s the two step process to that Managers and Reps follow in the first month: Step One : Complete a Territory Account Plan. Use internal social media to share successes.

Compensation 288

Compensation Territories Hiring Commission 288

Highspot

FEBRUARY 14, 2024

Marketing Plan: Encompasses market research, target audience identification, advertising, content creation, social media strategy, and overall brand positioning. Marketing Plan: Metrics include brand awareness, lead generation, website traffic, social media engagement, customer acquisition costs, and marketing ROI.

Paid Content 52

Paid Content Lead Rank Top of Funnel Marketing 52

Highspot

FEBRUARY 14, 2024

Marketing Plan: Encompasses market research, target audience identification, advertising, content creation, social media strategy, and overall brand positioning. Marketing Plan: Metrics include brand awareness, lead generation, website traffic, social media engagement, customer acquisition costs, and marketing ROI.

Paid Content 52

Paid Content Lead Rank Top of Funnel Marketing 52

BrainShark

AUGUST 24, 2022

Social Selling. Territory Management. It includes: Writing and presentation abilities, which are needed when interacting over email, social media, video conference, or in-person. Social Selling. Your salespeople don’t need to be experts on the latest social media trends. Territory Management.

Social Media 62

Social Media Territories Face-to-face Negotiation 62

Vengreso

SEPTEMBER 19, 2018

Being the host of a podcast named #SellingWithSocial, you would not be surprised know that social sales trends are a top of radar issue for me. I try to keep myself informed about the social media changes that are happening so I can equip my clients and podcast listeners to get more from their social selling efforts.

Trends 73

Trends Social Media Territories How To 73

SMEI

JANUARY 5, 2024

Throughout my career progression, from territory management to executive leadership, my SCPS and CSE certifications continue to be the foundation of my skills and success. For example, SMEI’s sales and marketing certification programs come with digital badges for those who achieve the applicable designation.

Marketing 89

Marketing Ideal Customer Profile Social Media Google Analytics 89

The Pipeline

FEBRUARY 3, 2012

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. Not all sales people have the same skills.

Pipeline 212

Pipeline Territories Harvest Cold Calling 212

No More Cold Calling

MARCH 15, 2018

This isn’t just dangerous territory for families; it also makes for bad business. Marketing automation, CRM, social media, artificial intelligence, and other technological tools enable us to sell more efficiently and cost effectively. Even when we’re together, we’re too busy playing on our devices to connect.

Lead Generation 243

Lead Generation System Leads Marketing Qualified Lead 243

SalesforLife

AUGUST 8, 2019

Their sellers have thousands of accounts in each of their territories, and can’t possibly talk to all of the accounts in a territory. So, they have been doing propensity scoring with their email and social media campaigns. Sellers address the Total Addressable Market (TAM) for their geographic territories.

Pipeline 80

Pipeline Lead Rank Lead Scoring Customer 80

The Pipeline

SEPTEMBER 9, 2011

. “But we’re not IBM” Stored in Attitude , Business Acumen , Communication , Communication Strategy , Guest Post , Prospecting , Sales 2.0 , Sales Strategy , Sales Success , Social Selling. Social Buying. Social media. Social Selling. Territory Alignment. Sales traiinng. Sales Training.

Pipeline 226

Pipeline Social Media Face-to-face Ideal Customer Profile 226

Partners in Excellence

AUGUST 19, 2019

Many advocate building a massive social media presence–doing everything one can by increasing your presence in places like LinkedIn, Twitter, Instagram, Facebook, and other social channels. Most every sales person I know has some sort of defined “territory.”

Territories 62

Territories Hiring Face-to-face Social Media 62

Janek Performance Group

APRIL 17, 2024

BDRs typically make 17 attempts per contact (distributed between social media, phone calls, and emails). This includes lead handoff criteria, territory ownership, and commission structures, which can undermine collaboration and cohesion. In general, they note: 75% of BDR organizations have grown or maintained their size.

Outsourcing Services 62

Outsourcing Services B2B Lead Rank Sales Qualified Lead 62

The Pipeline

NOVEMBER 13, 2014

Not only that but depending on who you are prospecting, it is important to note that some groups’ social media activity is in decline. According VentureBeat’s summary of the 2014 CEO.com Social CEO Report “an annual survey that investigates the social media habits of business leaders, has been released.

Cold Calling 292

Cold Calling Social Media Decision Maker Lead Rank 292

SBI Growth

OCTOBER 12, 2013

Setting Quotas, territory structures, headcounts and total compensation budgets are examples. Increased use of blogs, video, webcasts and social media are aimed at the new buyer. Are your territories designed to maximize time with customers and prospects? If that covers most of your plan’s components, you better catch up.

Buyer Persona 310

Buyer Persona Territories Compensation Social Media 310

No More Cold Calling

SEPTEMBER 15, 2011

Next, we gave them a phone, a list, and a desk and expected them to figure out how to build their territory fast enough and well enough so that they could make the kind of money we promised them. Then we gave them a smattering of our business culture and the way we sell. We call their cell phones instead. Right Tools, Right Results.

Hiring 248

Hiring Territories Salary Social Media 248

Hubspot Sales

SEPTEMBER 4, 2020

Whether you manage a specific territory, customer account, or service, there is likely a segment of your company’s business that you are responsible for when it comes to generating revenue. Think of a small business owner you know or a business influencer you follow on social media. Position yourself as an expert.

Territories 112

Territories Demographics Sales Cycle Social Media 112

Jeffrey Gitomer

MAY 9, 2011

” Misperceptions that lead to sour grapes: I think my prices are too high, or my territory is bad. Social Media. powered by One Social Media Poor work habits: Getting to work late, or barely “on time.” ” Not spending your time with people who can say “yes.” Customer Loyalty.

Hiring 306

Hiring Social Media Cancellation Loyalty 306

Jeffrey Gitomer

MARCH 8, 2011

You KISS’d it & managed to cover a LOT of territory very clearly. Social Media. powered by One Social Media Share this Post. xmlns:dc="[link] xmlns:trackback="[link]. -->. Dave Heinrich says: March 9, 2011 at 7:14 pm. Excellent presentation. Let me know. Customer Loyalty. Generating Referrals. Leadership.

Hiring 207

Hiring Social Media Loyalty Cancellation 207

Crunchbase

APRIL 5, 2022

There are a handful of different options, but social selling is arguably the most effective and worthwhile. We’re here to help you start selling on social media the right way and avoid many of the common pitfalls that put sales representatives in precarious situations. What is social selling? Search less. Close more.

Social Selling 52

Social Selling Lead Rank Lead Scoring Social Media 52

PandaDoc

OCTOBER 13, 2022

Social media integration X ? Territory management ? ? Social media integration X ? Territory management ? ? Social media integration X ? Territory management ? ? Social media integration X ? Territory management ? ? Social media integration X ?

Lead Rank 52

Lead Rank SalesForce Hubspot Lead Scoring 52

Bernadette McClelland

FEBRUARY 11, 2014

They want you to step into the role of CEO of your own business (territory, accounts etc) and be so much more responsive and be able to paint a bigger picture for them with authority. Many salespeople get amped up over a product, but your customer wants to see so much more than that these days.

Direct Mail 220

Direct Mail Social Media Territories Campaigns 220

Hubspot Sales

APRIL 14, 2020

Gimmicks come with a territory that can be tricky to navigate, and there are some precautions and potential pitfalls you should be mindful of. You can do this through promotional social media posts, email marketing, or any other form of targeted advertising to quickly get your preferred customers on your site.

Discount 97

Discount Social Media Promotion Social Selling 97

No More Cold Calling

OCTOBER 16, 2014

The Lesson for Salespeople This isn’t just dangerous territory for families; it also makes for bad business. Marketing automation, CRM, social media, and other technological tools enable us to sell more efficiently and cost effectively. Even when we’re together, we’re too busy playing on our devices to connect.

Face-to-face 291

Face-to-face Transportation Pivotal Social Media 291

Hubspot Sales

JULY 12, 2021

One of the things we have learned over the last 14 months is that shaping the right attitude and mindset for effective selling — without the traditional office setting — can be uncharted territory for many sales professionals on the grind. Follow positive social media influencers. This is a big one for this year.

Energy 122

Energy Social Media Face-to-face Call-back 122

Women Sales Pros

JANUARY 24, 2020

JUST LUCKY – I just got lucky [with my territory] [with a lead] [with timing] last time but I’m surely going to fail this quarter. These haters, always looking for an external source, cause, territory or vertical to blame, are never far away. But you simply cannot let this type of negative talk continue on your team.

Territories 147

Territories Telecommunications Lead Rank Lead Scoring 147

SBI Growth

FEBRUARY 5, 2014

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.". Here’s the two step process to that Managers and Reps follow in the first month: Step One : Complete a Territory Account Plan. Use internal social media to share successes.

Compensation 120

Compensation Territories Hiring Commission 120

Hubspot Sales

MAY 2, 2022

Social Selling. An effective BDR knows how important it is to meet people where they are — and more often than not, they're on social media. This entails creating prospecting lists, defining territories, and finding new markets and channels — all tasks unique to this role.

Sales Qualified Lead 77

Sales Qualified Lead Lead Rank Lead Scoring Outbound 77

Increase Sales

AUGUST 10, 2016

Territory – The Most Common Ground. Of course with social media and depending upon your solutions (products or services), that sales territory may be much larger than just local. Salespeople have two grounds where they travel in their selling activities. Buyer’s Terms – The Less Common Ground.

Ideal Customer Profile 70

Ideal Customer Profile Territories Sales Qualified Lead Social Media 70

Janek Performance Group

APRIL 2, 2024

Today, HubSpot research illustrates the changes that value social selling has brought. For example, 87% of sellers say social selling is effective. Plus, 59% of companies sell more from social media compared to previous years. Analyze trends over time and segment data by customer or territories.

Webinar Metrics 62

Webinar Metrics Top of Funnel Strategy Analysis 62