Zoominfo
JANUARY 5, 2023
A few years ago, companies looking to expand into new markets and territories might see a big budget as the surest sign of a serious campaign. At ZoomInfo, our demand generation team engages hundreds of thousands of global customers and prospects every month using our MarketingOS platform. Find out how today.
SBI Growth
JANUARY 10, 2014
The impact to the individual sellers and their territories. Rebalancing of any territories due to the new quota. Today’s marketing organizations are generating 25+% of the sales funnel. You need to identify what lead and demand generation programs will drive the pipeline. Identify Any Gaps.
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The Pipeline
APRIL 17, 2013
I remember when I first started working for a company back in the early 1990’s (before we had web mail), the company had two main product lines, and had the usual territories across the continent, primarily driven by geography. What’s in Your Pipeline? Tibor Shanto.
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.
SBI Growth
AUGUST 4, 2013
Changes to Territory coverage. The addition or subtraction of a key account from the territory will do likewise. Content creation & demand generation. The biggest drivers include: Changes to compensation payouts. New products added to the portfolio. Sales contests and bonuses. These include: Social selling competency.
SBI Growth
NOVEMBER 23, 2013
Hunters assume a generalist role in a territory. Presentations, sell sheets, and demand generation all need to be updated with Challenger messaging. Here are five big questions to ask: Is my sales team structured appropriately to handle The Challenger Sale? Many sales organizations have a Hunter-Farmer/Geographic structure.
SBI Growth
JUNE 4, 2013
Most comp issues are not about comp – they are really territory or quota problems. Demand Generation and Lead Management. It makes no sense. You have some good hunches now about what’s broken. Why wait and delay your team’s comp plans again? If you dig in now you can review these items in the right sequence. Talent Management.
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