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.

Demand Generation Agencies 296

Demand Generation Agencies Top of Funnel Territories Demand Generation 296

Hubspot Sales

APRIL 27, 2021

They have to have a presence in various regions, and the managers tasked with making sure the sales efforts in those locations are carried out effectively are known as territory managers. The extent of a territory sales manager's influence leans heavily on the nature of their business, size of their teams, and structure of their sales orgs.

Territories 116

Territories Compensation Trade Show Salary 116

The Pipeline

AUGUST 8, 2011

Last week I wrote about the follies of having a shorter sales cycle , beyond the points highlighted, I think it raises another trend in sales these days. One that permeates many aspects of sales, starting at planning and territory alignment, right down to day-to-day tactical aspects of sales. Communication Strategy. Prospecting.

ACT 244

ACT Pipeline Top of Funnel Hiring 244

Score More Sales

JULY 22, 2014

Learn about the company your prospective buyer works for. Create a list of prospective customers and track what they are talking about on LinkedIn, Twitter, and on their website. As you notice trends or learn more about them, you can be of more help to them. What challenges and successes are there? Are there any new executives?

Ideal Customer Profile 234

Ideal Customer Profile Banking Engineering Twitter 234

Zoominfo

JUNE 8, 2021

gives ZoomInfo customers the ability to listen to and detect interesting activity on their websites, then engage with prospective buyers through intelligent chat experiences. Without the right tools, you simply can’t expect sales reps to know every detail about your prospects and customers. Why We’re Acquiring Insent.ai.

Ideal Customer Profile 58

Ideal Customer Profile Sales Qualified Lead Scale Marketing 58

Zoominfo

JANUARY 15, 2021

Both market and sales intelligence fall under the umbrella of lead intelligence, which collectively gives comprehensive insights about prospects. Finding the best prospects goes beyond surface-level details like company name and phone number. What is Sales Intelligence? How Can I Optimize Intelligence in the Sales Cycle?

Sales Qualified Lead 207

Sales Qualified Lead Marketing Qualified Lead Marketing Top of Funnel 207

The Pipeline

OCTOBER 31, 2011

Recently I have seen a trend that has warmed my heart a wee bit, companies who are actually creating sales libraries for their sales teams. The trend I am seeing at a number of companies goes beyond that. Communication Strategy. Prospecting. Sales Strategy. Territory Alignment. Appointments. Book Notice.

Pipeline 253

Pipeline Top of Funnel Hiring Real Estate 253

The Pipeline

APRIL 27, 2011

This can be an overview of new research, feedback from a recent customer briefing, review of new market trends or analyst data, or even a quick presentation or interview (live or recorded) with an actual customer. Communication Strategy. Prospecting. Sales Strategy. Territory Alignment. Appointments. Book Notice.

Sales Meeting 251

Sales Meeting Pipeline Meeting Hiring 251

Xactly

AUGUST 2, 2018

The sales territory is a geographical area that is managed by a sales rep or sales team. A territory can be defined by sales potential, history, geography, or a combination of the above. The objective is to make sure sales territories are balanced to help increase revenues. . Take Assessment.

Territories 68

Territories Demographics Travel Distribution 68

The Pipeline

AUGUST 26, 2011

Stored in Attitude , Business Acumen , EDGE Sales Process , Guest Post , Impact Questions , Interactive Selling , Proactive , Productivity , Sales Strategy , Sales Success , Sales Technique , Sell Better , execution. He focuses on sales strategy and utilizing social media to increase corporate visibility and revenue. Prospecting.

Pipeline 227

Pipeline Top of Funnel Hiring Cold Calling 227

The Pipeline

AUGUST 16, 2011

Stored in Attitude , Business Acumen , Buying Process , EDGE Sales Process , Gap Selling , Impact Questions , Interactive Selling , Proactive , Productivity , Questions , Sales 2.0 , Sales Process , Sales Strategy , Sales Success , Sell Better , Selling to Executives , execution. Communication Strategy. Prospecting. Book Notice.

Pipeline 267

Pipeline Lead Rank Lead Scoring Sales Qualified Lead 267

The Pipeline

DECEMBER 12, 2011

Stored in Attitude , Business Acumen , EDGE Selling , Gap Selling , Impact Questions , Interactive Selling , Interview , Price , Proactive , Sales Strategy , Sales Success , Sales eXchange , Zone Selling , execution , qualifying. Communication Strategy. Prospecting. Sales Strategy. Territory Alignment. Book Notice.

Pipeline 225

Pipeline Hiring Top of Funnel Lead Rank 225

The Pipeline

SEPTEMBER 30, 2011

Stored in Attitude , Communication , Communication Strategy , Compete , Guest Post , Marketing , execution. Note the ways you can make your staff, customers, prospects, and other business associates aware of each of your strengths. Spot Trends. Recognize trends, changes, marketing mistakes, etc. December 2007.

Small Business 253

Small Business Small Business Pipeline Marketing 253

Zoominfo

APRIL 9, 2024

To make this a reality, all businesses need to tailor their data hygiene strategy to fit their unique processes, goals, and requirements. Why it matters: Understanding the size of your market allows for more accurate forecasting and goal setting so that your business strategies are realistic and grounded in potential market reach.

Ideal Customer Profile 130

Ideal Customer Profile CRM Strategy Lead Rank 130

Hubspot Sales

AUGUST 26, 2018

How to Find Prospects. Prospecting can be tedious and time-consuming, but it’s something that has to be done to keep pipelines healthy. However, while sales reps can’t avoid prospecting, they can certainly make it easier for themselves. Where Do Salespeople Find Prospects? Job Boards. Twitter Searches. Business Journals.

Prospecting 94

Prospecting Hiring Journal Territories 94

Hubspot Sales

OCTOBER 5, 2017

In this growing sales landscape, we’ll outline the various processes and key strategies for prospecting -- the phase of selling that often consumes the most time and energy (and is the most crucial to get right). What Is Prospecting? What's the difference between leads and prospects? Sales Prospecting Techniques.

Prospecting 145

Prospecting Tools Top of Funnel Lead Rank 145

Score More Sales

DECEMBER 22, 2011

Sales Tips and Strategies to Grow Revenues. Automated reports for territory management, sales rep management, forecasting, and on customer interactions (these are just for starters). Tracking communication between us and our prospective customer as well as communication within the silos of our company. Consulting.

Lead Rank 155

Lead Rank Lead Scoring Sales Process B2B 155

Zoominfo

OCTOBER 12, 2022

When Sarena Wing took on a new international sales territory, she was excited to get started. Wing was able to lean on ZoomInfo’s Chorus conversation intelligence solution and its SalesOS platform to analyze successful deals and perform lightning-fast research on her new territory and team. Luckily for her, that era is over.

Analysis 130

Analysis Territories Scale SalesForce 130

The Sales Hunter

DECEMBER 5, 2011

Mark’s Insights on PROSPECTING. Mark’s Insights on PROSPECTING. Retail Sales Trends. Harness The Trigger Events That Turn Prospects Into Customers. They just systematically and consistently approach everybody in their territory; they make the call and deal with the results and the rewards. prospecting.

Cold Calling 161

Cold Calling Motivation Hiring Ideal Customer Profile 161

Vengreso

SEPTEMBER 19, 2018

Being the host of a podcast named #SellingWithSocial, you would not be surprised know that social sales trends are a top of radar issue for me. He provides very practical tips for making the most of the social sales trends that are happening right now. Salespeople Are CEOs of Their Own Territory and Accounts.

Trends 73

Trends Social Media Territories How To 73

Xactly

JULY 12, 2018

Your sales territories are geographical areas managed by a sales rep or sales team. A territory can be defined by several factors, but most commonly, territories are mapped based on sales potential, sales history, geography, or a combination of factors. Download Guide. The Right Data for Customer Segmentation.

Territories 50

Territories Demographics Travel Distribution 50

Janek Performance Group

APRIL 17, 2024

In B2B sales and marketing, companies employ various strategies to drive growth and expand their client base. One such strategy involves the use of Business Development Representatives (BDRs). Typically, these professionals are tasked with identifying and qualifying potential leads and initiating contact with prospects.

Outsourcing Services 118

Outsourcing Services B2B Lead Rank Sales Qualified Lead 118

Zoominfo

MAY 14, 2020

It is composed of statistics, data mining, algorithms, and machine learning to identify trends and behavior patterns. If the prospect is in the wrong department, or doesn’t have purchasing power…nothing else matters. NOW, there’s a very good chance that prospects will be happy to take Kelly’s call!

Ideal Customer Profile 162

Ideal Customer Profile Lead Rank Lead Scoring Data 162

A Sales Guy

OCTOBER 8, 2012

Consumer Trends (what’s hot, what’s not). Social Trends (What’s acceptable and what isn’t). In other cases, it allows you to be a valuable information resource as your customer or prospect may not be aware of what’s going on. It allows for the development of better sales strategies.

Customer 110

Customer Demographics Consumer Territories 110

Hubspot Sales

JANUARY 14, 2025

All sales champions employ specific strategies and have particular mindsets that allow them to constantly drive deals forward. Theyre someone who takes initiative, inspires their fellow salespeople, and drives revenue growth through an innovative approach to prospecting and selling. And the best part?

Data 108

Data Hubspot Negotiation B2B 108

Xactly

JULY 12, 2018

Your sales territories are geographical areas managed by a sales rep or sales team. A territory can be defined by several factors, but most commonly, territories are mapped based on sales potential, sales history, geography, or a combination of factors. Download Guide. The Right Data for Customer Segmentation.

Territories 45

Territories Software Software Benefit 45

Crunchbase

MAY 3, 2021

Accurately defining your ideal customer profile is one of the most important steps in a successful sales strategy. How do you use your ICP while prospecting? If you can’t offer value to a prospect immediately, you’re going to get the door slammed in your face faster than ever. How to use your ICP to find sales prospects.

Ideal Customer Profile 130

Ideal Customer Profile Customer Lead Qualification Territories 130

Hubspot Sales

JANUARY 9, 2018

It’s like a traditional business plan but focuses specifically on your sales strategy. Strategies and tactics. This section of your sales plan can also change dramatically over time as your solution and strategy evolves and you find product-market fit. If you have territories, assign a sub-goal to each. Revenue targets.

Buyer Persona 145

Buyer Persona Referrals How To Commission 145

Hubspot Sales

SEPTEMBER 9, 2024

During my time as a sales rep, building a lead list was one of my first activities when I took on a new sales role, territory, or industry vertical. These days, sales reps can access a wealth of prospecting tools to enrich their lead lists, like LinkedIn Sales Navigator , ChatSpot , Uplead , and PartnerTap.

Lead Rank 108

Lead Rank Ideal Customer Profile Marketing Qualified Lead Sales Qualified Lead 108

Hubspot Sales

OCTOBER 2, 2019

Let’s talk about why your organization needs to implement a sales performance management strategy. Helps predict future sales trends. To measure sales productivity, look at the following metrics: Percentage of total hours spent prospecting. Their areas of expertise include compensation planning and territory management.

SAP 139

SAP Oracle Compensation Territories 139

Partners in Excellence

FEBRUARY 16, 2012

It’s supposed to help them better manage their opportunities, territories, and time. The first thing I do every morning is look at my calendar and to-do list to know what I have to get done–what prospecting calls, to who, about what. But managing our deals, pipelines and territories are much more complex.

System 110

System CRM Territories Vendor 110

Customer Centric Selling

OCTOBER 20, 2014

The time to begin developing your Territory Sales Plan is now ! Step 3: Set Goals Based on the analysis of your customer base, prospects and 2015 revenue requirements, you need to establish goals for what you need to accomplish. Step 4: Strategies How do you intend on reaching those goals? This is the final quarter of 2014.

Hoovers 94

Hoovers Jigsaw Webinar Metrics InsideView 94

Hubspot Sales

AUGUST 13, 2018

For example, if you notice your team is trending 35% below quota, you can figure out what’s going on and course-correct. Simultaneously, look at bumping up marketing spend and investing in prospecting training for your reps. Why Is Sales Forecasting Important? In addition, a sales forecast is a powerful motivation tool.

Sales Forecasts 141

Sales Forecasts Forecasting Hiring Lead Rank 141

Janek Performance Group

APRIL 2, 2024

A pillar of success for any sales organization is an effective business development strategy. However, merely having a strategy isn’t enough. Of course, changes in the sales landscape and marketplace have a profound effect on your business development strategy. And this often begins with prospecting.

Webinar Metrics 62

Webinar Metrics Top of Funnel Strategy Analysis 62

Alice Heiman

OCTOBER 8, 2024

Imagine your sales team leveraging tools that analyze data, predict trends, and create personalized messages in real-time. In this episode of Sales Talk for CEOs , Alice explores how AI can reshape your go-to-market (GTM) strategy. Ready to learn more about using AI in your sales strategy?

Strategy 62

Strategy Guidelines Policies How To 62

PandaDoc

NOVEMBER 2, 2022

Cold emailing is a difficult marketing strategy for two main reasons. Cold email strategies are one of the many tools in the toolbox of successful marketers, but arguably among the hardest to execute well. Instead, you have to wait for an eventual answer, which in many cases never comes. Are cold emails still effective?

Webinar Metrics 97

Webinar Metrics Strategy Lead Rank Lead Scoring 97

Zoominfo

NOVEMBER 28, 2018

But, today we’re venturing into uncharted territory to discuss a recent—and necessary—trend in business data. In fact, in 2014 we reported that a staggering 94% of businesses believed their prospect and customer data to be inaccurate ( source ). In fact, there are very few aspects of business data we have yet to cover.

Data 145

Data B2B Buyer Persona Ideal Customer Profile 145