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. Ineffective territory planning also creates a greater lack of transparency.

Territories 61

Territories Research Travel Survey 61

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. Are you familiar with cross-selling strategies for prospective buyers? Cross-selling could be a breakthrough if you aren’t already using it to your advantage. Divyang is an H.R.

Up-Sell 88

Up-Sell Ideal Customer Profile Prospecting Lead Rank 88

Xactly

JUNE 18, 2018

However, without the use of data insights, companies are blindly planning, unable to spot performance gaps or potential roadblocks that may pop up down the road. Optimizing Territory Design with Data Intelligence. If your sales territories are poorly designed, how can you set fair or achievable quotas for sales reps?

Territories 54

Territories Data Hiring Quota 54

Sales Hacker

DECEMBER 9, 2022

According to a study by Cascade Insights , more than 75% of sales leaders agree their planning efforts are problematic — and 90% of sales ops leaders confessed on LinkedIn they need to do sales planning faster and more frequently. Consider new territory rules that reflect changes in the market (and your business). Territory profiles .

Lead Rank 97

Lead Rank Territories Lead Scoring Quota 97

Sales and Marketing Management

JANUARY 2, 2019

As a result, they often retain weaker performers, believing it is better than having an open territory. This leads to them to make excuses like, “I missed my goals because I had three underperforming sales reps” or, “I couldn’t hit my numbers because I had two open territories for half the year.” Which accounts (e.g.,

Hiring 224

Hiring Sales Management Territories Outsourcing Services 224

Janek Performance Group

APRIL 17, 2024

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. BDRs may struggle to pivot toward more inbound-focused strategies, such as content marketing or social selling.

Outsourcing Services 118

Outsourcing Services B2B Lead Rank Sales Qualified Lead 118

Steven Rosen

MAY 5, 2022

Study after study has shown that sales manager coaching significantly impacts performance. As a result, very few companies realize the gains promised by these studies. Sales management training with no follow-up or reinforcement is just an event, nothing more, nothing less. Why is coaching any different?

Coaching 177

Coaching Sales Management Sales Coaching Account 177

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

SBI Growth

OCTOBER 4, 2013

To assist you further, sign-up for SBI’s Sales & Marketing Research Review here. Bottom-Up Quota Setting. Bottom-Up Quota Setting: Validating quota from a Sales Rep & Sales Management perspective. Territory Potential: Growth rates for newer territories will rapidly outpace more mature markets.

Quota 306

Quota Ideal Customer Profile Territories Demographics 306

Steven Rosen

MAY 5, 2022

Study after study has shown that sales manager coaching significantly impacts performance. As a result, very few companies realize the gains promised by these studies. Sales management training with no follow-up or reinforcement is just an event, nothing more, nothing less. Why is coaching any different?

Coaching 156

Coaching Sales Management Sales Coaching Account 156

No More Cold Calling

MARCH 15, 2018

B2B selling is all about relationships. Growing up, many of us Baby Boomers only had a radio. Don’t stay up too late watching TV. Don’t turn it up too loud or you won’t hear people when they talk to you. What about social selling? As Woody Allen famously said, “Eighty percent of success is showing up.”

Lead Generation 243

Lead Generation System Leads Marketing Qualified Lead 243

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

SalesforLife

JULY 28, 2019

Over the last couple of years, many of our customers have been asking us to identify the go-to-market strategy, and specific execution points, around selling in teams. In this blog, I won’t cover why it’s so critical to sell in squads and pods – that should be self-explanatory.

Pipeline 93

Pipeline Case Study Top of Funnel Territories 93

Steven Rosen

JANUARY 22, 2018

Study after study has shown that sales manager coaching has a significant impact on performance. CSO 2015 Sales Management Optimization Study: Formal coaching process: 17% improvement in sales win rate. As a result, very few companies realize the gains promised by these studies. Time in field: 17% increase in performance.

Sales Coaching 273

Sales Coaching Coaching Sales Management Study 273

Sales 2.0

FEBRUARY 1, 2023

Right now, we’re creating small improvements with AI According to Oliver, applications such as ChatGPT, search topic intent data and conversation intelligence create small improvements to the way we sell by taking advantage of readily available data. Very cool, and now new applications of that capability are popping up.

Sales Management 195

Sales Management Top of Funnel Data Intent Signal 195

Steven Rosen

JANUARY 22, 2018

Study after study has shown that sales manager coaching has a significant impact on performance. CSO 2015 Sales Management Optimization Study: Formal coaching process: 17% improvement in sales win rate. As a result, very few companies realize the gains promised by these studies. Time in field: 17% increase in performance.

Sales Coaching 261

Sales Coaching Coaching Sales Management Study 261

Zoominfo

JULY 12, 2022

To set their sales teams up for success — and drive the largest possible return on investment for their businesses — today’s go-to-market leaders need comprehensive, integrated data and intelligent lead-routing systems. And keeping go-to-market data up to date and accurate only becomes more difficult as the sheer volume of it increases.

Data 130

Data Lead Rank Lead Scoring Sales Qualified Lead 130

Pipeliner

JULY 18, 2019

What to look for while setting up a sales office in a new territory. Setting up a new sales office can come with a number of different challenges. Firstly, the market dynamics in the new territory can be dramatically different from what you are used to in your role. Set up a long-term goal. Finalizing a location.

Hiring 71

Hiring Territories Scale Networking 71

The Pipeline

MARCH 10, 2014

They also sell and upsell you from wine to desert and everything between, helping their restaurant sell more profitable items, increasing the size of the bill, their tip, and your experience. Sales people are not standing at the checkout counter waiting for the next buyer to walk up. In other words earning their tips.

Webinar Metrics 316

Webinar Metrics Intent Objections Sales Methodology 316

DiscoverOrg Sales

FEBRUARY 6, 2018

In the resulting study , we organized results according to 7 key findings : Buying magic happens at the confluence of 3 different types of predictive data: Fit , Intent , and Opportunity. STUDY] Breaking Open the Predictive Black Box : What Data Points Actually Lead to Higher Conversion Rates and More Sales? Intent data.

Ideal Customer Profile 238

Ideal Customer Profile Data Intent Data Lead Rank 238

Score More Sales

JUNE 30, 2014

Complicated commission plans or unwieldy territory rules and exceptions cause a half-baked sales team. For a perfectly cooked main dish of deals that hit quota, keep things simple to understand and easy for sellers to sell. Keep it Consistent – baking is scientific, and so is selling. Do you have a well thought out process?

Hiring 247

Hiring Ideal Customer Profile Territories Commission 247

SBI Growth

AUGUST 4, 2013

The accelerated pace of today’s selling environment requires a new kind of performance management. Sign up for the onsite session for your leadership team. In a recent study , 57% of employees either "never had a performance review or rated their most recent performance review as neutral to not useful.".

Territories 282

Territories Lead Rank Lead Scoring Demand Generation 282

Sales and Marketing Management

MAY 14, 2018

InsideView just published a study of over 500 B2B sales and marketing professionals with new insight on go-to-market (GTM) maturity, a topic of growing interest for many business leaders. Our next step was to do a quantitative study. Sales territories may not be set up correctly or aligned with marketing campaign targets.

Ideal Customer Profile 204

Ideal Customer Profile Account Based Marketing InsideView Lead Rank 204

Showpad

JUNE 29, 2021

**This post is part of a series based on Showpad’s 2021 Modern Selling Study. To dig into all the data, visit the study homepage. Before we go into the details of this domain, let’s first visit how selling has changed during the pandemic. Selling challenges linked to sales effectiveness. It’s a bit more complex.

Face-to-face 96

Face-to-face Study Survey Coaching 96

Sales and Marketing Management

DECEMBER 15, 2017

Author: Matt Amundson The world of business to business (B2B) selling is like a gridiron. A study of high-performing marketing teams shows they are twice as likely to have a close collaboration with their sales counterparts. Artificial Intelligence (AI) is the latest technological innovation that will give your team the edge.

Demand Generation Targets 222

Demand Generation Targets Ideal Customer Profile Marketo Hiring 222

Hubspot Sales

NOVEMBER 28, 2023

No one knows what it’s like to work in sales better than those in the trenches of the day-to-day — salespeople trying to hit their numbers while battling the ups and downs of the job. Leading with benefits and use cases or case studies. Chad Burmeister , founder and CEO of BDR.ai , supports Wittman’s comment about value-based selling.

Sales Qualified Lead 102

Sales Qualified Lead Lead Rank Lead Scoring Real Estate 102

DiscoverOrg Sales

OCTOBER 22, 2018

Study after study cites culture as a real competitive advantage. I don’t worry or think about being direct, or the emotional impact on other people when I’m giving them honest feedback,” Schuck says, so he wasn’t surprised that direct and real came up frequently. ” “Henry licenses data from Mark and sells it to Bill.

Hiring 189

Hiring Competition Licensing Survey 189

Sales Gravy

OCTOBER 23, 2022

Many individual sales professionals were selling more and earning more than ever before. For example, a recent study demonstrated that salespeople leak two to three hours each day from distractions - little things like looking down at their phone when it buzzes, beeps, or the screen lights up. The secret to their success?

Construction 80

Construction Territories Pipeline Field Sales 80

Understanding the Sales Force

MAY 28, 2014

Jonathan Farrington interviews Jill Konrath on her new book, Agile Selling. Translation from Baseball to Selling. If we translate all of that baseball to selling, the only two things that change are the activity and the age of the people being coached and trained. Some of them just shouldn''t be selling! The Talent Warp.

Training 246

Training Coaching Comparison Territories 246

Allego

NOVEMBER 23, 2021

Power study, the average financial advisor is 55 years old and 20% are 65 and older. When these financial services professionals retire, they’ll take twenty, thirty, or more years of experience with them, leaving younger players to pick up the slack. Not to mention the loss of productivity while new hires get up to speed.

Harvest 118

Harvest Hiring Scale Face-to-face 118

Miller Heiman Group

FEBRUARY 20, 2020

In part, that’s because sales managers spend less time coaching—14%—than they do on selling, forecasting and administrative tasks, according to our latest study, 2020 Trends in Sales Management. That way, sales managers model the same selling skills that their sellers use to build strong relationships with buyers.

Sales Coaching 80

Sales Coaching Coaching Top of Funnel Lead Rank 80

Hubspot Sales

OCTOBER 18, 2023

And it was that motivation — paired with his empathy, intelligence, and creativity — that allowed him to play an instrumental role in building HubSpot’s sales department from the ground up as the company's first sales director and sixth employee. He lives up to that philosophy — and that manifests itself in a range of ways.

Hubspot 97

Hubspot Ideal Customer Profile Scale Distribution 97

BrainShark

AUGUST 24, 2022

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

Social Media 62

Social Media Territories Face-to-face Negotiation 62

SBI Growth

OCTOBER 21, 2013

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. If the tools are not enabling selling activity, they are a hindrance. Resource Allocation.

Hiring 293

Hiring Ideal Customer Profile Margin Face-to-face 293

Score More Sales

APRIL 30, 2014

Recently we posted about a study that showed the power and necessity of follow up in building relationships with buyers who ultimately do business with you. The same is true for companies in your geographic territory who fit one of your buyer profiles. After he finished his talk, she approached him. Increase Opportunities.

Follow-up 222

Follow-up Ideal Customer Profile Decision Maker Buyer 222

DiscoverOrg Sales

AUGUST 31, 2017

But how many emails do you get that are paired up with a voicemail? According to a study conducted by TOPO, a research and advisory firm that identifies patterns that drive revenue growth , a typical organization receives callbacks on exactly 0% of cold voicemails. Read: Top 10 Do’s and Don’ts For Selling to CIOs.

Cold Calling 229

Cold Calling Ideal Customer Profile Decision Maker Call-back 229

Mindtickle

JULY 31, 2023

Sales reps are crucial in promoting and selling financial products and services to a diverse customer base. 36% Percentage of time spent actively selling 8% Increase in win rates with coaching investments Companies that don’t prioritize sales enablement see their reps spend just 3 6% of their time actively selling or even less.

Sales Enablement 52

Sales Enablement Face-to-face Scale Collateral 52