Close.io

MAY 23, 2018

Here's the recording of today's webinar about how GDPR is going to affect sales teams (hint: the answer is, it's impacting sales teams in a lot of ways). Now that we've gotten that out of the way, here are the resources Chas mentioned on today's webinar: What is GDPR? Sounds a little scary right? Please ask in the comments below!

Webinar Metrics 51

Webinar Metrics Territories Resources B2B 51

Janek Performance Group

APRIL 17, 2024

Our recent webinar Turbocharging Business Development Strategies noted the importance of BDRs. This includes lead handoff criteria, territory ownership, and commission structures, which can undermine collaboration and cohesion. For additional information, check out our webinar, Turbocharging Business Development Strategies.

Outsourcing Services 62

Outsourcing Services B2B Lead Rank Sales Qualified Lead 62

SBI Growth

FEBRUARY 5, 2014

In a recent webinar , Erik noted that: "The total outlay for Incentive Compensation in the U.S. 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.". The weak performer is allowed to stay in the territory.

Compensation 288

Compensation Territories Hiring Commission 288

Xactly

AUGUST 8, 2018

In a recent webinar with CFO Alliance, we reviewed the findings of the study. Watch the webinar, "How to Enhance Workforce Culture, Employee Retention and Customer Relationships through Incentive Compensation," to see exclusive findings from the CFO Alliance study. Watch Webinar. Territories must be set intelligently.”

Incentives 55

Incentives Incentive Compensation Webinar Metrics 55

Sales Hacker

JUNE 15, 2023

Ideally, you choose the rep best suited for each particular lead, usually based on territory, deal size, or industry. Examples include email interactions, webinar attendance, or demo requests. For instance, webinar attendees can be assigned to a team specializing in post-webinar follow-ups.

Lead Rank 72

Lead Rank Lead Scoring Leads Marketing Qualified Lead 72

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 good lead management system automatically assigns leads to salespeople across territories on a round-robin basis, assigns phone numbers to territories, and transfers calls to sales teams.

Lead Rank 103

Lead Rank Lead Scoring Lead Management System 103

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

Corporate Visions

JULY 2, 2020

But, just as the first wave of agricultural society gave way to the second wave of industrial society, so too Learning Paths transitioned to more situational, Territory Plan-based learning and enablement. The Second Wave: Territory Plans. Then you can identify the “land and expanders” you need to help grow existing accounts.

Sales Enablement 105

Sales Enablement Webinar Metrics Territories Top of Funnel 105

Sales Hacker

DECEMBER 1, 2022

Typically, SDRs work from one of two territory models: Static territories based on geography or vertical or business segment. Conversely, in the territory model, you miss out on revenue because some reps have far more accounts than they can ever work. I’ve been an SDR , an SDR director, and now run a sales team at a startup.

Account 77

Account Lead Rank Ideal Customer Profile Territories 77

The Pipeline

JANUARY 12, 2017

I have had managers tell me that they’d rather have someone in the territory than have it vacant. I get it, but I firmly believe and have seen that the long-term damage to revenue in such territories, when an average rep is sent to compete against accomplished sellers. Register now for this free webinar!

Hiring 120

Hiring Territories Policies Cold Calling 120

SBI Growth

DECEMBER 5, 2013

Don’t do a territory redesign project without knowing exactly who you’re targeting. Here is a link to a great webinar with LinkedIn. Territory Design – Like structure and sizing, efficient territory design improves revenue and cuts costs. What projects or initiatives will have the most positive impact next year?

Top of Funnel 296

Top of Funnel Territories Scale Segment 296

OpenSymmetry

JULY 23, 2015

Peter O’Neill, Vice President, Research Director, Forrester Research and Laura Roach, Senior VP Marketing and Customer Success, OpenSymmetry shared valuable information on aligning the customer buyer journey for a holistic approach to accelerate Lead to Money in a recent live webinar. Achieve More, Make More – Sell Smarter, Sell Bigger.

Webinar Metrics 40

Webinar Metrics Leads Marketing Qualified Lead Incentives 40

Zoominfo

JANUARY 27, 2022

Ensuring multiple data sources are standardized as they join your database is important for critical go-to-market activities such as customer segmentation , territory planning , and prospecting. Events When registering for a webinar or other event, attendees typically use some kind of online form.

Data 130

Data Segment Sales Qualified Lead Collateral 130

Xactly

OCTOBER 22, 2018

He may have a tough territory to work in, or he could be a poor hire. Watch the webinar, "Put the Darts Away: The Importance of Benchmarking Data in Sales Planning," to discover the importance of current benchmarking data for effective compensation plan design. Watch Webinar. Watch Webinar.

Hiring 93

Hiring Compensation Webinar Metrics Territories 93

Janek Performance Group

APRIL 2, 2024

Our recent webinar Turbocharging Business Development Strategies introduced measurement at the macrolevel. Analyze trends over time and segment data by customer or territories. For more information, check out our webinar Turbocharging Business Development Strategies. Use these to measure key metrics.

Webinar Metrics 62

Webinar Metrics Top of Funnel Strategy Analysis 62

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

criteria for success

AUGUST 4, 2021

You might think: if my sales team is made up of individuals based in their territories, do I really need to worry about team-building? Check out our webinar on storytelling as a vehicle for knowledge transfer , where we discuss how to improve people's abilities to share best practices on a companywide scale. Watch Now.

Scale 98

Scale Webinar Metrics Territories eBook 98

Understanding the Sales Force

JANUARY 27, 2014

Finally, we were able to remove the impact of territories, product lines, and competition. I am leading a Webinar introducing OMG''s Candidate Analyzer, an awesome web tool available to users of OMG''s Sales & Sales Management Candidate Assessments. It''s quite the opposite. If you can''t see the video click here.

Case Study 288

Case Study Study Lead Rank Lead Scoring 288

Zoominfo

JANUARY 11, 2021

This is done by gathering firmographic data which typically includes: Job title Industry Current tech stack Location (headquarters and branches) Territory map(s) Employee size Sales cycle length Revenue (annually and quarterly) Seniority hierarchy. So let’s get down to creating a customer profile with these five steps: 1.

Ideal Customer Profile 162

Ideal Customer Profile B2B Buyer Persona Top of Funnel 162

The Pipeline

MARCH 10, 2014

They study their territory, understand who potentially will benefit from their offering. Join me - Return On Objectives #Webinar. That is why it is a “sales process”, not a “buying process”. Sales people are not standing at the checkout counter waiting for the next buyer to walk up. What’s in Your Pipeline? Tibor Shanto .

Webinar Metrics 316

Webinar Metrics Intent Objections Sales Methodology 316

Allego

OCTOBER 12, 2021

Do you have a campaign strategy, not just running webinars? How do you set territories up? Where do you get your content from? Who’s writing that content? Do you know your digital pay-per-click strategy? How’s your sales and marketing organization going to be designed? What are the job descriptions for that?

Ideal Customer Profile 118

Ideal Customer Profile Webinar Metrics Google Territories 118

BuzzBoard

JANUARY 3, 2024

I have personally lost count of the number of webinars or presentations I attended that used the example of the technology adoption rate shrinking (or rather, disappearing) since the days of Netflix launch over two decades ago. A typical case would be how rapidly ChatGPT infiltrated schools!

Commence 85

Commence Data Territories Analysis 85

Xactly

OCTOBER 18, 2018

Watch the webinar "Sales Compensation Trends and Best Practices” to gain first-hand knowledge into industry trends in sales compensation, including planning best practices, tips to reduce sales attrition, and key metrics to benchmark against. View Webinar. View Webinar. Know Your Employees — And What Motivates Them . Conclusion.

Incentives 78

Incentives Incentive Compensation Webinar Metrics 78

Allego

FEBRUARY 2, 2021

Working in the pandemic means that virtual sales teams are balancing more than just their territories, books of business, and quotas. For more ideas and inspiration for modern sales management, watch the complete webinar on demand: Virtual Sales Management: How to Lead and Succeed in 2021. Learn More.

Sales Leadership 127

Sales Leadership Face-to-face Distribution Webinar Metrics 127

Xactly

NOVEMBER 14, 2018

In the webinar, “ CXO Fireside Chat: 5 Ways Data Can Elevate Sales Performance Management in 2019 ,” the two execs provided a behind-the-scenes look at how they’ve led Xactly to success. A CSO’s Perspective: Marc Gemassmer, on the other hand, uses sales performance management tools to hit Xactly’s bottom-line numbers.

Webinar Metrics 80

Webinar Metrics Compensation Incentives Incentive 80

criteria for success

MAY 15, 2020

If you’re exploring the possibility of going “remote,” adding new territories, or if you’re already managing a remote sales team, this eBook is here to help guide you. On this webinar, we discuss how as a community of sellers, we can mitigate concern and risk, continue to do business, and achieve success. Download Now. Download Now.

eBook 91

eBook Territories Influencer Webinar Metrics 91

Xactly

JUNE 21, 2018

In part one of our webinar series, How Big Data and AI/ML Are Transforming Sales Organizations , I discussed the paradigm shift in the SPM industry and the move from basic ICM to full fledged end-to-end SPM solutions focused on sales planning, execution and optimization in effect in top sales organizations. Register for Webinar.

Data 51

Data Webinar Metrics Enterprise Enterprise 51

Fill the Funnel

DECEMBER 13, 2013

Then add in the challenge of scheduling for a worldwide audience on a webinar or conference call and it becomes almost impossible to get it right. I was in awe during a recent training webinar I was presenting when I was watching the attendees arrive into the GoToWebinar panel. Enter today’s web tool located at EveryTimeZone.com.

Top of Funnel 134

Top of Funnel Webinar Metrics Funnel Territories 134

SBI Growth

FEBRUARY 5, 2014

In a recent webinar , Erik noted that: "The total outlay for Incentive Compensation in the U.S. 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.". The weak performer is allowed to stay in the territory.

Compensation 120

Compensation Territories Hiring Commission 120

Partners in Excellence

AUGUST 19, 2019

Most every sales person I know has some sort of defined “territory.” What does it mean to build our reputations within our territories? We build our reputations by being helpful to those people in our territories. ” It’s our customers, prospects, colleagues.

Territories 62

Territories Hiring Face-to-face Social Media 62

Score More Sales

JUNE 3, 2014

Use systems thinking to grow your territory and your team. Analysis – or give something of value – seminar – webinar. If you are talking to the right decision maker and the need is strong enough – they will find the money and do it quickly. “Everything is a system and you must realize how the system works.”

Inside Sales 234

Inside Sales Lead Rank InsideSales Lead Scoring 234

Corporate Visions

JULY 2, 2020

But, just as the first wave of agricultural society gave way to the second wave of industrial society, so too Learning Paths transitioned to more situational, Territory Plan-based learning and enablement. The Second Wave: Territory Plans. Then you can identify the “land and expanders” you need to help grow existing accounts.

Sales Enablement 52

Sales Enablement Webinar Metrics Territories Top of Funnel 52

DiscoverOrg Sales

AUGUST 31, 2017

Watch now: On-demand webinar – Purposeful Voicemails. In this instance, a quick glance at the LinkedIn profile of my prospect of Jeff revealed his territory and job description – which was all I needed to know in order to leave a targeted voicemail. Cold-call voicemail script templates.

Cold Calling 229

Cold Calling Ideal Customer Profile Decision Maker Call-back 229

Xactly

JANUARY 18, 2019

It identifies your capacity needs, quota allocations, and sales territory design. Optimized territories then ensure reps have the opportunities they need to reach quota. Your sales territory design: To put it simply, poor territory planning can derail sales success and cause sales team morale to plummet.

Commission 81

Commission Incentives Incentive Compensation 81

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. Subscribe here to get more information about training programs, events, webinars and special offers. It’s free.

Marketing 89

Marketing Ideal Customer Profile Social Media Google Analytics 89

Xactly

OCTOBER 10, 2018

Watch the webinar, "Put the Darts Away: The Importance of Benchmarking Data in Sales Planning," to discover the importance of current benchmarking data for effective compensation plan design. Watch Webinar. New territories , quotas, and measures have to be sold TO the reps. Watch Webinar.

Compensation 79

Compensation Incentives Incentive Webinar Metrics 79

Zoominfo

DECEMBER 15, 2020

So whether you’re expanding into new territory, prepping for next year’s round of new hires, or deploying marketing campaigns, following these B2B tips and tricks will help your B2B efforts during the holiday season. B2B Tips for Sales, Marketing, Recruitment, and More. Find More Selling Opportunities with Buyer Intent Data.

B2B 237

B2B Trade Show Intent Data Buyer Intent 237