Sales 2.0

DECEMBER 17, 2024

I am taking over a sales territory from a salesperson that has recently left the clients company. I spoke to the salespersons manager, and they thought the salesperson was calling on all the accounts associated with them but just not making any CRM notes. These accounts have not been sold everything that the company could provide.

Ideal Customer Profile 195

Ideal Customer Profile Territories CRM Account 195

Zoominfo

MARCH 26, 2025

Reps unwittingly work leads that fall under a colleagues existing account. Marketing teams pour budget into new accounts that arent really new. You simply cant plan territories confidently without visibility into these parent-subsidiary links. Its hard to stomach, but scenarios like this play out every single day.

Data 130

Data Revenue Scale Territories 130

PandaDoc

OCTOBER 15, 2024

Effective sales territory management is key to maximizing revenue and ensuring that your sales team operates efficiently. Thoroughly researching new areas and understanding their laws and regulations will help you successfully break into new territories. Request a demo today What is sales territory?

Territories 52

Territories Ideal Customer Profile Analytics Proposal 52

DiscoverOrg Sales

OCTOBER 27, 2016

Rather than react to inbound leads or simply start at the top of a list and work my way down, I analyzed my territory before I began. My goal was never about just hitting quota, but rather to generate the most revenue possible from my territory. That resulted in a complete list of target accounts. Nor are we spreadsheet jockeys.

Territories 120

Territories Account Ideal Customer Profile Analysis 120

SBI Growth

FEBRUARY 4, 2014

There was a change to your territory. Do you have a plan for prioritizing your accounts?”. The problem is they don’t know the details of your territory like you do. Download the Ultimate Lead List Calculator to prioritize your accounts for success. Segmenting your accounts is an important first step in any Sales plan.

Construction 323

Construction Ideal Customer Profile Territories Lead Rank 323

SBI Growth

JULY 14, 2013

They hold themselves accountable and have the competencies required for success. Territories : The field of play. Are territories designed to maximize growth balanced with efficiency? Are you holding back performance based on territory design and assignment? To do this right you have to conduct account segmentation.

Territories 328

Territories Incentives Incentive Compensation 328

Hubspot Sales

DECEMBER 28, 2020

Moving into 2021, sales territory mapping software is here to help clear up the ambiguity, help you plan for the future, and get your team on the right track. What is sales territory mapping? Now, sales territory mapping software makes the process even more comfortable and straightforward for sales teams.

Territories 140

Territories How To Demographics Software 140

Zoominfo

JANUARY 21, 2025

These systems analyze CRM data, client engagement histories, and external signals to recommend the optimal next steps for every account in the pipeline. For example, if an account suddenly decreases email open rates or cancels a meeting, GPT can alert the rep and suggest corrective actions.

Hiring 130

Hiring Lead Rank Intent Data Territories 130

Partners in Excellence

AUGUST 30, 2022

They were struggling with getting their people to develop and execute their account plans. They had invested a lot in training, content, and other programs to support the account based selling focus. Sometimes, I think we make Account Planning and Account Based Selling more complicated than it needs to be.

Account 128

Account Territories Penetration Referrals 128

Steven Rosen

JULY 15, 2020

Focused Territory Plans. Have each of your reps build a territory plan that addresses how they are going to achieve each of the critical success factors exceptionally well. Every time you speak with them refer back to their territory plan and ask them open-ended questions like: How are things progressing against one of the CSFs?

Closing 306

Closing Territories Guarantee eBook 306

Understanding the Sales Force

JULY 27, 2022

We can name them: Account Executive, Territory Manager, Business Development Rep, Sales Development Rep, Account Manager, Key Account Manager, National Account Manager, Channel Manager, Application Engineer, Sales Consultant, Inside Sales, Outside Sales, and more.

Top of Funnel 296

Top of Funnel Sports Territories Outside Sales 296

Zoominfo

FEBRUARY 28, 2025

How We Built a Universe of GTM Data As the world leader in go-to-market (GTM) data, ZoomInfo is uniquely positioned to provide a dynamically updated, 360-degree view of prospects, accounts, and markets. As a result, Snowflake has increased its average sales price (ASP) by 11% and improved overall account penetration by 24%.

CRM 130

CRM Data Ideal Customer Profile Lead Rank 130

Steven Rosen

NOVEMBER 14, 2021

By taking the time to do a SWOT analysis, you can objectively look at your territory/region. Have your reps identified their top 10-20 accounts? Targeting is one of the most critical steps to focus your efforts on the right accounts. Sales eagles not only understand the 80/20 rule, but they also live it.

Consumer 374

Consumer Analysis Territories Account 374

Sales and Marketing Management

JANUARY 2, 2019

As a result, they often retain weaker performers, believing it is better than having an open territory. At the same time, much of the hiring process is usually done by a recruiting or HR function, leaving mediocre managers feeling minimal accountability for the performance of the new hires. Which accounts (e.g.,

Hiring 224

Hiring Sales Management Territories Outsourcing Services 224

Mereo

JANUARY 22, 2025

And assigning the right accounts to the right sellers is the biggest contributor to setting up an environment where salespeople can thrive. Taking that definition and using it to prioritize accounts is even better. However, a list of prioritized accounts by itself will not help you meet your sales goals.

Ideal Customer Profile 36

Ideal Customer Profile Territories Account Based Marketing Lead Rank 36

Zoominfo

DECEMBER 16, 2020

So, let’s dive into how Salesforce Sync helps enable sales reps by supporting the foundation of any sales process: Territory Management. ZoomInfo Salesforce Sync for Territory Management. And because of that, they’re left with unanswered questions, like: “Does someone on my team already own this account?” “Do

SalesForce 219

SalesForce Territories Intent Signal Buyer Persona 219

Sales 2.0

SEPTEMBER 24, 2014

They are building out a new territory so they need people to contact. Some of the team were leaning towards a trial account with Hoovers. I jumped in to try and be helpful and told them I already had an Insideview account that they could use. They took me up on that offer and so far seem contented with Insideview.

InsideView 322

InsideView Prospecting Hoovers Territories 322

Steven Rosen

APRIL 15, 2021

To have an effective business planning process, companies must build in proper follow-up and follow through to ensure execution and establish accountability to the business planning process. They own their business plan and must demonstrate that they have a strong understanding of their territory’s challenges and opportunities.

Territories 336

Territories Quota Coaching Sales 336

Zoominfo

APRIL 17, 2025

Intelligent Insights for Smarter Selling ZoomInfo blends proprietary first-party data, insights into account and prospect activity, and real-time buying signals to deliver highly actionable, personalized recommendations. It harnesses member-driven insights to surface relevant account information, relationship context, and buying intent.

Sales Tools 130

Sales Tools Tools B2B Lead Rank 130

Steven Rosen

JANUARY 6, 2018

In that video, I talked about the impact of sales reps planning their own territory and building their own plans for their business and for their accounts. Step 4: Individual Accountability for Development. is really about your salespeople and managers holding themselves accountable for their own development.

Coaching 307

Coaching Strategy Video Course 307

Pipeliner

JANUARY 16, 2025

Walter stresses the need for organizations to articulate the specific skills, behaviors, and accountabilities required for the role. He encourages hiring managers to look for quantifiable results, such as revenue growth or successful territory management.

Hiring 104

Hiring Sales Talent Video Lead Rank 104

The Pipeline

NOVEMBER 7, 2016

Beyond specific activities, this needs to include an overall annual territory plan; key account plans; prospecting plans; and most importantly at a minimum monthly activity plans, although it would not kill you to have one that continuously covers the next two weeks. But avoiding an Activity he didn’t like called for a good lie.

Wireless 303

Wireless Face-to-face Quota Distribution 303

The Pipeline

MARCH 10, 2014

They study their territory, understand who potentially will benefit from their offering. 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. Sales Execution Sales Mistakes Social Selling Tibor Shanto'

Webinar Metrics 316

Webinar Metrics Objections Intent Sales Methodology 316

SBI Growth

JANUARY 5, 2014

Resolutions are all about setting challenging goals and holding yourself accountable to achieve them. A-players – Incent them more and put them in your best territories. Are you giving your reps a list of accounts and telling them to ‘have at it’? Partner with a colleague to hold you accountable to your personal goals.

Sales Management 310

Sales Management Face-to-face Decision Maker Travel 310

Partners in Excellence

MARCH 20, 2025

What subjects, prospecting, qualifying, deal strategies, account management, call planning/execution, objection handling, closing? They had made a number of acquisitions in a couple of years, they had shifted roles, responsibilities, territories tremendously. “We provide sales training! Choose from our course catalog!

Training 120

Training Real Estate Insurance Insurance 120

Zoominfo

MARCH 12, 2025

Sales leaders need to make sure that every interaction counts and that means understanding which accounts are the best fit, when to reach out, and how to solve customer challenges. Fully enriched account and contact information, done in real time to maximize rep efficiency. Thats where Go-to-Market Intelligence enters the picture.

Pipeline 130

Pipeline Ideal Customer Profile Marketing Sales Qualified Lead 130

Partners in Excellence

MAY 6, 2021

As I reflected, I realized, as managers we would find it unacceptable for our people not to have account plans for their key accounts. It would be unacceptable for them not to have territory plans, maximizing the growth within their territories. The process is actually very similar to the account planning process.

Territories 165

Territories Maximizer Compensation Account 165

The Pipeline

JANUARY 11, 2022

But if you’re going to plan, there is more to it than Territory or Account Planning. Whether you receive development from your employer, you are still accountable for your own development. Some sellers create their plans for one element of success, say territory planning, then commit to an unrelated skill.

Territories 201

Territories Objections Quota Proposal 201

Steven Rosen

JANUARY 5, 2018

Strategy #4 is have your sales reps develop their own territory business plans. We start with what are your three critical factors for success for your territory and then I look at the customers and say; Where do you think your business is going to come from? Plan to Succeed. In business, no one plans to fail yet many fail to plan. .

Strategy 224

Strategy Territories Quota Video 224

Sales Hacker

FEBRUARY 20, 2023

Using account hierarchies to get a bird’s eye view. What you need to know about landing and expanding with account hierarchies: What is land and expand? What is an account hierarchy in Salesforce? Land and expand” is a selling tactic that starts with landing a small deal with a new account or organization.

Ideal Customer Profile 116

Ideal Customer Profile Account Territories Enterprise 116

Steven Rosen

MAY 31, 2021

Account management. Time & Territory Management. List of Skills, Behaviors, and Competencies. Energy Level. Self-manager. Communication. Achieve driven. Relationship Building. Sales administration. Business Acumen.

Hiring 386

Hiring Territories Energy Sales 386

The Pipeline

SEPTEMBER 8, 2014

Again, I understand wanting to reward star sellers, but there are other ways, ways that allow you to avoid leaving a territory short, and a disappointed sales team. What’s in Your Pipeline? Tibor Shanto .

Hiring 296

Hiring Sales Management Lead Rank Lead Scoring 296

Sales Hacker

DECEMBER 1, 2022

Typically, SDRs work from one of two territory models: Static territories based on geography or vertical or business segment. Think account hoarding , unequal opportunity to hit quota , missed revenue , and rep dissatisfaction. A dynamic book management model actually does away with the concept of static territories entirely.

Account 105

Account Lead Rank Ideal Customer Profile Territories 105

Partners in Excellence

JANUARY 6, 2025

You will be excited, energized, ready to conquer the world–or at least your customers and territories. This goes in a slightly different direction than I anticipated, focusing more on accountability, but it’s still interesting. I suspect at the end of the conference you will leave inspired. ” All the best for 2025!

Conference 127

Conference Territories Intent Motivation 127

Understanding the Sales Force

OCTOBER 9, 2024

They have hired seven who are: Engaged Excited Active Bought-in A’s and B’s and far more capable than the Cs and Ds that were there Already growing their territories Showing appreciation for the coaching they are getting Resource – Read this article on why sales managers/leaders can’t and shouldn’t trust their gut.

Hiring 352

Hiring Lead Scoring Lead Rank Compensation 352

The Pipeline

SEPTEMBER 15, 2014

As a sales person, your territory is “your business”, and when you look at successful business people, one of the things executives do well is delegate. Ability Accountability Action Attitude Closing execution Follow up Panel Discussion Planning Play to Win Proactive Sales 2.0 What’s in Your Pipeline? Tibor Shanto .

Outsourcing Services 306

Outsourcing Services Closing Hiring Social Selling 306

Zoominfo

APRIL 2, 2025

Lead Routing : Handled in isolation through static rules, without accounting for real-time data accuracy or evolving team structures. Shifting to a connected data ecosystem requires rethinking how data flows across teams, whos accountable for it, and how success is measured at every stage of the customer journey.

System 130

System Enterprise Enterprise Data 130