The Pipeline

FEBRUARY 2, 2017

The previously successful contributor flounders in the new role, and you have an underperforming territory where you had a star you moved. Promote one of these reps, as many do, and you not only face the issues presented above, but a bunch of collateral damage.

Hiring 120

Hiring Incentive Incentives Collateral 120

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. Every company uses different factors to normalize data.

Data 130

Data Segment Sales Qualified Lead Collateral 130

Zoominfo

SEPTEMBER 25, 2019

But, be careful not to stray too far into gimmicky territory. This is one of the reasons we use video cards sparingly, as they’re not the most sustainable form of marketing collateral. A great outbound campaign pushes prospects to spread the word among their peers and on social media because they were so impressed by the unique idea.

Direct Mail 182

Direct Mail Paid Content Campaigns Examples 182

SBI

DECEMBER 16, 2014

Sales and marketing teams start by uploading sales collateral to ClearSlide in a variety of formats. For example, tools that focus on territory management, tracking commission payments, etc. They can then deliver this message to the customer using our platform, which we have fine-tuned for the needs of sales teams.

Up-Sell 130

Up-Sell Decision Maker Forecasting Revenue 130

Hubspot Sales

OCTOBER 8, 2019

Best for: Collateral tracking. You can use Bloomfire to store training documents, company policies, sales collateral, and more. ClientPoint offers sales enablement tools that make it easier for reps to create, distribute, track, and analyze collateral such as proposals, presentations, flyers, and more. Image Source: Attach.

Sales Enablement 109

Sales Enablement Tools Top of Funnel Collateral 109

The Pipeline

APRIL 15, 2011

With visibility into just which content your qualified leads are accessing, marketers can provide salespeople with additional content and collateral that matches buyer activity to help keep the momentum toward purchase moving along. Territory Alignment. Saturday Sales Tip. Sell Better. Selling to Executives. Shorter sales cycle.

Manticore 217

Manticore Pipeline Marketing Lead Scoring 217

Hubspot Sales

DECEMBER 8, 2017

They feel like everything is happening to them, i.e. “I don’t have good marketing collateral. My territory is lousy.”. Depressed salespeople generally have an “external locus of control.” The competition is bigger. If business is slow, they: Increase their prospecting efforts and activity or change their approach.

Hiring 111

Hiring Insurance Insurance Lead Rank 111

SBI

OCTOBER 1, 2014

Transform your marketing & sales results with marketing automation, territory optimization, mobile learning, sales enablement, configure price quote and incentive compensation management, all in one suite, all in Salesforce with CallidusCloud. Bloomfire ToolSkool. CallidusCloud. CallidusCloud. CallidusCloud ToolSkool. Video Not Yet.

Vendor 139

Vendor Twitter InsideView InsideSales 139

Allego

FEBRUARY 13, 2020

The report included the client, the amount of the sale, the strategy, territory, and salesperson responsible. The videos showed the salesperson talking about how the sale evolved, how he or she moved the client to a decision of ‘Yes’, any helpful collateral, and how they used the competitive landscape in our favor. Handling Objections.

Face-to-face 115

Face-to-face Channels How To Collateral 115

Your Sales Management Guru

JANUARY 3, 2012

4.1.2 Territory definition. Sales Tools (Q-screens, proposals, standard documents, contracts, sales collateral kits, case studies, ROI/justification calculators), section? 12.1.2 Marketing support: Collateral, lead generation, PR events, trade shows, Press releases. Sales Goals. 3.1.1 Revenue. 3.1.2 Profit.

Hiring 70

Hiring Collateral Lead Rank Trade Show 70

Cincom Smart Selling

NOVEMBER 7, 2016

Assembled 50 collateral packs and attached my business card to each. Updated my territory map, marking each customer location and products installed. Assembled 50 collateral packs – Marketing automation tools provide for PDF-based collateral that can be selected and distributed with email or posted to a specific web address.

Tools 54

Tools Collateral Territories How To 54

Cincom Smart Selling

FEBRUARY 9, 2016

This information will inform your decisions about future territory assignments. New product rollouts and availability should be preceded by training, collateral distribution and sales support materials. These would include collateral, consistent supportive messaging, campaign materials and other resources.

Channels 83

Channels Sales Management Sales Qualified Lead Collateral 83

Showpad

MARCH 3, 2020

Setting territory structure. A sales enablement strategy consists of an impactful onboarding program, training content, buyer-facing marketing collateral that addresses leads at various stages in the buyer journey and performance analysis to identify and resolve gaps across the salesforce. Developing sales and revenue strategy.

Sales Operations 100

Sales Operations Sales Enablement Hiring Compensation 100

Hubspot Sales

JANUARY 3, 2018

These people will give you the insights you need to create winning sales collateral. It should also dive into the details of the sales organization: How the sales function is split (if applicable), who leads each team, which targets each team is held to, how territories are assigned, where to go with questions and requests, and so on.

Ideal Customer Profile 145

Ideal Customer Profile Buyer Persona Guidelines Hiring 145

Customer Centric Selling

DECEMBER 3, 2013

Territory sellers with responsibility for generating leads often view bus dev as an activity. If you get voicemail, leave the script and indicate you''ll be emailing title-specific collateral (Success Story; a quote; etc.). Send the email and collateral. If there is no contact, go to the next touch 3 business days later.

Training 59

Training Collateral Face-to-face Inbound 59

Hubspot Sales

JULY 17, 2019

Is your team divided into territories? Sales collateral automation. That time should be spent coaching reps and helping close deals. How to get started: First, create a standard set of criteria for lead rotation -- something more than just a "gut" test. If so, document the specific boundaries of each region. Why is that the case?

Exact 111

Exact Lead Rank Lead Scoring Hubspot 111

Hubspot Sales

AUGUST 8, 2019

Revenue by territory. Percentage of marketing collateral used by salespeople. Percentage of reps using sales and marketing collateral. Average lifetime value (LTV) of user or customer. Net Promoter Score (NPS). Number of deals lost to competition. Percentage of sales reps attaining 100% quota. Revenue by market.

Cost per Acquisition 145

Cost per Acquisition Lead Rank Churn Webinar Metrics 145

Openview

MARCH 15, 2019

Growth Strategy: If you are looking to expand your sales territory into new geographic areas or countries, a channel strategy is one of the best ways to mitigate risk, scale across new locations, and generate revenue quickly. Provide collateral and reference materials for every stage of the sales cycle.

Channels 129

Channels Scale Hiring Lead Rank 129

Mindtickle

AUGUST 28, 2023

Furthermore, with compliance requirements changing regularly, pharmaceutical companies must ensure their field team has the most up-to-date versions of collateral. Mobile-ready A mobile-friendly delivery of content and training for reps to complete as they commute across their territories.

Pharmaceuticals 52

Pharmaceuticals Training Collateral Face-to-face 52

Crunchbase

NOVEMBER 2, 2021

Selling has never been easy, particularly for sales representatives starting their careers or learning new products and territories. Sales collateral has always played an important role in converting leads into new business. It’s imperative sales teams have the tools and processes it takes to win in this selling environment.

Collateral 52

Collateral Top of Funnel Proposal Software 52

The Brooks Group

NOVEMBER 29, 2017

Take photos of charitable events, and provide salespeople with newsletters and other collateral they can share with their networks. . The Sales Territory Planning Workshop coaches salespeople on the best strategies for developing sales plans that they can implement, track, and measure for success.

Prospecting 63

Prospecting Collateral Face-to-face Territories 63

Zoominfo

SEPTEMBER 25, 2019

But, be careful not to stray too far into gimmicky territory. This is one of the reasons we use video cards sparingly, as they’re not the most sustainable form of marketing collateral. A great outbound campaign pushes prospects to spread the word among their peers and on social media because they were so impressed by the unique idea.

Direct Mail 100

Direct Mail Paid Content Campaigns Examples 100

Sales Hacker

JANUARY 30, 2023

The days of building a point solution in uncharted territory are over. They had a sales/success team, basic sales collateral, and an initial process to build from. The customer shared example collateral and we’d do all the hard setup work to overcome the initial adoption hurdle.

Ideal Customer Profile 121

Ideal Customer Profile Conversion Marketing Hiring 121

Cincom Smart Selling

APRIL 3, 2018

They need product messaging, collateral, and ultimately pricing and availability information as well as the ability to engage with many back-office functions?sometimes Without the portal, sales reps have to spend huge amounts of time searching for all the critical things they need to engage with prospects.

Collateral 48

Collateral Proposal Territories System 48

Zoominfo

JANUARY 29, 2018

We visited Dreamforce to find the best event marketing – the best exhibit hall booths, after-hours parties, collateral, swag and more. And, while we covered some great territory, we have even more great takeaways to share with you. Continue reading. 16 Key Takeaways from the 2017 Growth Acceleration Summit.

Webinar Metrics 113

Webinar Metrics Trade Show Marketing Strategy 113

Growbots

SEPTEMBER 19, 2018

Changing your compensation structure or rezoning your territories should only be done with extreme caution. Ensure that your website, marketing collateral, and messaging gives your salespeople the best materials to work with is key to retaining your best salesperson. Most salespeople are driven by financial incentives.

Compensation 55

Compensation Salary Incentive Incentives 55

Cincom Smart Selling

MARCH 15, 2016

The size of the operation, the complexity of the selling organization, the spread of geographical territories and the complexity of the product line will all impact the kind of technology best suited and applicable to a specific organization. The selling process can involve a little technology or a lot of technology.

Enterprise 63

Enterprise Enterprise System Collateral 63

Bigtincan

DECEMBER 8, 2021

To solve this, most enterprises create new folders to store collateral or start using a new repository and expect sales teams to adapt to the new way of working. With Bigtincan, salespeople can find the latest version of any collateral they need with a simple search without worrying about where the file lives.

Analysis 59

Analysis Collateral Telecommunications Sales Enablement 59

Openview

OCTOBER 13, 2017

It’s more that you’ve got to know you’re Lone Ranger-ing it, and you’re not going to have the same kind of collateral and case studies to drive or generate that business. It was a great panel, and we covered a lot of territory; but we had to call the conversation somewhere. Is she giving us the hook?

Marketing 74

Marketing Top of Funnel Outbound Inbound 74

Keith Rosen

JUNE 24, 2017

Moreover, the additional collateral and costly damage can include strained internal relationships, eroded trust among clients and prospects, your limited time, team attrition, productivity, stress, lost sales and revenue, your team’s culture; even a tarnished company brand. Keith, Thanks for willing to help. Recognizing the Win!

How To 61

How To Coaching Territories Intent 61

Emissary

NOVEMBER 4, 2021

The output is fully new web pages, new collateral, and vertical case studies. Equip your outbound team with vertical oriented lists, email copy and collateral to multiply impact by combining inbound and outbound activity. Other elements of your marketing motions that can be verticalized include: ABM.

Marketing 52

Marketing Strategy Collateral Case Study 52

Gong.io

DECEMBER 5, 2022

It’s your job to lead your team through the trenches and give them direction so they’ll know which markets or territories to target and how best to attack. Equip your team with sales enablement collateral. Your strategic sales plan should include all of the sales collateral and resources sales reps have available to them.

Ideal Customer Profile 62

Ideal Customer Profile Top of Funnel Sales Qualified Lead Sales Methodology 62

Chorus.ai

AUGUST 13, 2019

This includes building resources around areas like: Market Research Territory & Account Lists Account Planning & Mapping Email & Social Selling Templates Cold Call Scripts Qualification Criteria Pre-Call Research Templates Call Agendas A few tips. Sales Collateral to Give: Case Study CRM & Internal Touchpoints.

Sales Process 48

Sales Process Collateral Proposal Lead Scoring 48

The Ultimate Sales Executive Resource

APRIL 23, 2009

I will show you on a high level where to look for those leads without running the risk of creating collateral damage. Although Sales executives and managers are profiting more from this concept, particularly B2B sales people with account management or territory management responsibility can also apply parts of the concept.

Webinar Metrics 40

Webinar Metrics Revenue Strategy Collateral 40

Allego

DECEMBER 27, 2018

“We encouraged them, using contests, to record some videos of themselves sharing the best-practice examples : ‘Here are the problems we face, and here’s how I solve them in my territory.’ This is where you go to get your sales messaging, to gather your collateral pieces and to have access to all of your sales tools.”.

Hiring 54

Hiring Lead Rank Coaching Collateral 54

Sales Hacker

OCTOBER 28, 2019

Work with marketing on planning events in your territory. Create new competitive collateral that will help you secure highly competitive deals. Here are 5 ways to work well with Marketing. Create direct mail campaigns for the top accounts you selected with your SDRs. Collaborate with key players in your prospect accounts.

Sales Qualified Lead 78

Sales Qualified Lead Account Advertising Advertising 78

Keith Rosen

OCTOBER 15, 2020

A change in territory. Regardless of the intentions of their prior manager, they’ve left a trail of collateral damage for you to clean up in the wake of these unfulfilled promises. Career promotion, change in compensation, role, territory, time off, vacation, etc.). It doesn’t matter the promise. A promotion.

Promotion 48

Promotion Coaching Territories Intent 48