Sales 2.0

OCTOBER 25, 2021

Prospecting : Companies routinely run cold calling prospecting processes that fail 99% of the time, with 1 in 100 calls getting a meeting. Smarter approaches to prospecting are needed. One of the main reasons for this low close rate is that sales people miss decisionmakers in the prospect company. Where does this time go?

Territories 396

Territories Compensation Scale Decision Maker 396

DiscoverOrg Sales

APRIL 19, 2018

But don’t forget about your sales territory plan. In this blog, you’ll learn how to create a sales territory plan in 3 steps: Identify buyer-centric market opportunities. Why is sales territory planning important? Without proper sales territory planning, how do you know where your sales reps should focus their time?

Territories 181

Territories Outsourcing Services Ideal Customer Profile Buyer 181

Zoominfo

MARCH 26, 2025

Imagine that one of your top sales reps spends weeks courting a promising prospect, only to discover at the 11th hour that its actually a subsidiary of your largest customer. You simply cant plan territories confidently without visibility into these parent-subsidiary links. Your sales coverage becomes intentional and conflict-free.

Data 130

Data Revenue Scale Territories 130

The Pipeline

JANUARY 22, 2019

People will tell you that the number one reason sellers do not like to prospect, specifically telephone prospecting, is rejection. I don’t like objections any more than anyone reading this, but it is part of the territory, just like 100 mile-hour pucks coming at your goalie mask; until you accept that you will always lag.

Objections 267

Objections Prospecting SME Cold Calling 267

SalesHood

AUGUST 30, 2022

The Five Minute Sales Territory Plan Between sales kick-off season approaching and another year beginning, there’s a lot of talk about self-sourcing pipeline, prospecting strategies, and territory management planning.

Territories 128

Territories Analysis Pipeline Prospecting 128

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

Sales 2.0

DECEMBER 17, 2024

I am taking over a sales territory from a salesperson that has recently left the clients company. One of these seems to be healthcare accounts in certain relatively well-covered territories where current salespeople still have relationships. I am continuing to report on findings from my new sales project.

Ideal Customer Profile 195

Ideal Customer Profile Territories CRM Account 195

Sales 2.0

JANUARY 14, 2025

One instinct in this situation is to jump in and start prospecting without wasting any time. Summary When you get a new territory, you may feel the need to start prospecting immediately, but Id recommend figuring out which direction to point before you go running off. All accounts are not created equal.

Collateral 195

Collateral Account Territories Segment 195

Hubspot Sales

DECEMBER 31, 2020

In this post blog, we'll help you understand how to optimize your sales territory strategy to achieve bigger and better things this year. What is a sales territory strategy? Here's an example of what one might look like : It breaks down a physical territory, opportunities and their counts, and assignments to different reps.

Territories 131

Territories Hoovers Decision Maker Ideal Customer Profile 131

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

The Pipeline

FEBRUARY 27, 2018

The problem with most call scripts salespeople use for proactive direct prospecting is that they are prepared for sellers, by people who are not buyers, and as a result, there is little for the prospect to grab and hang on too long enough to convert to engagement. By Tibor Shanto. A Race To The Wall. No Problem. This is hard for some.

Prospecting 215

Prospecting Skype ROI Face-to-face 215

Understanding the Sales Force

AUGUST 3, 2022

If you think about territory sales or sales into a specific vertical, reps should be calling on the same customers and prospects all the time. Weeding is like playing the arcade game wack-a-mole where you pull the weed, use a weed wacker, or poison the weed on Monday and two more weeds appear in its place on Tuesday. But then what?

Churn 296

Churn Account Territories Consumer 296

DiscoverOrg Sales

DECEMBER 18, 2018

You might recognize the most-prospected-to companies of 2018, according to DiscoverOrg’s database, as household names – but that’s not why savvy sales and marketing professionals have been pitching to them. Before we dive in, let’s take a quick look at the most-prospected-to industries. 100 Most Prospected-to Companies of 2018.

Company 156

Company Prospecting Oracle Transportation 156

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 118

Lead Rank Ideal Customer Profile Marketing Qualified Lead Sales Qualified Lead 118

DiscoverOrg Sales

MAY 8, 2018

So put the phone down and listen up, because we’ve got the inside scoop for how to approach your prospects with a cold call , using the right message at the right time – without sounding like a cold-call creeper. For an individual prospect, this Fit data refers to demographic data: Name. Sales intelligence vs. lead lists.

Cold Calling 241

Cold Calling Prospecting Intent Data Intent 241

SBI Growth

FEBRUARY 4, 2014

There was a change to your territory. The problem is they don’t know the details of your territory like you do. Answering the following questions enables companies to create valuable ranked prospect lists. Amaze your manager with your new territory insights. It’s that time again. How will you respond?

Construction 323

Construction Ideal Customer Profile Territories Lead Rank 323

Zoominfo

JUNE 6, 2019

Sales prospecting—a common source of misery for most sales reps—is a critical aspect of selling for nearly all businesses. Prospecting uncovers potential buyers, fuels an organization’s sales pipeline, and provides important context to future sales conversations. What is B2B Sales Prospecting? Let’s start at the beginning.

B2B 212

B2B Buyer Persona Top of Funnel Prospecting 212

SBI Growth

JANUARY 10, 2014

The impact to the individual sellers and their territories. Rebalancing of any territories due to the new quota. Identify any gaps and work to close using the following: Social prospecting - if you don’t think you will have enough leads from marketing, generate your own. Impact on morale and any risks on the individual.

Quota 316

Quota Top of Funnel Territories Marketing Qualified Lead 316

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. Because of that, I could identify the several hundred accounts within my territory.

Territories 120

Territories Account Ideal Customer Profile Analysis 120

SBI Growth

OCTOBER 29, 2013

1 — Customers & Prospects: The most important thing is your customer/prospect. Territory, leads, compensation plan and their boss. For example: Territory — They need help targeting which prospects/customers have the highest propensity to buy. Focus Q1 training on modern prospecting using social selling.

Territories 308

Territories Compensation Buyer Google 308

SBI Growth

OCTOBER 12, 2013

Setting Quotas, territory structures, headcounts and total compensation budgets are examples. Are your territories designed to maximize time with customers and prospects? Are your quotas based on your ideal customer spend and ideal prospect opportunity? If that covers most of your plan’s components, you better catch up.

Buyer Persona 310

Buyer Persona Territories Compensation Buyer 310

Mereo

JANUARY 22, 2025

DETERMINING CAPACITY FOR SALES TERRITORY DESIGN To design effective sales territories, start by determining the capacity for each sales role. DETERMINING CAPACITY FOR SALES TERRITORY DESIGN To design effective sales territories, start by determining the capacity for each sales role.

Ideal Customer Profile 36

Ideal Customer Profile Territories Account Based Marketing Lead Rank 36

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. These insights transformed how Thermo Fishers sales teams prioritized prospecting for new business.

CRM 130

CRM Data Ideal Customer Profile Lead Rank 130

The Pipeline

JANUARY 11, 2022

But if you’re going to plan, there is more to it than Territory or Account Planning. I talk a lot about focusing on prospects’ Objectives. Sure, everyone has the goal of making quota, or improve prospecting, but the question is how? It is not enough to say, “I want improve my prospecting.” Objectives?

Territories 201

Territories Objections Quota Proposal 201

Zoominfo

MARCH 12, 2025

With global expansion identified as a top priority, Sendoso needed a source of truth to help navigate incoming records across new potential territories that would be clean, complete, and routed to the right reps. The team leveraged: Comprehensive company and contact data to discover and segment new B2B prospects.

Pipeline 130

Pipeline Ideal Customer Profile Marketing Sales Qualified Lead 130

Sales 2.0

MAY 1, 2023

Disrupting the traditional sales model Scott sees AI disrupting some traditional sales models like geographic territories. It’s not all about scale Some of the biggest opportunities for using AI may not be the obvious ones being talked about now, like having ChatGPT write 100 prospecting emails in 3 minutes.

Scale 221

Scale Top of Funnel Territories Sales 221

The Pipeline

NOVEMBER 7, 2016

That lie then forces them to lie about the necessity to prospect, after all they tell themselves and their manager, “Just look all the things I have going on in my pipeline.”. There are many other lies, one of my favourites is the wireless rep who had to drive a battery across town right at the time he was scheduled to prospect.

Wireless 303

Wireless Face-to-face Quota Distribution 303

Zoominfo

APRIL 17, 2025

Even the most driven sales teams require the right resources to effectively target prospects, nurture relationships, and close deals. Built-In Tools to Power Sales Execution From prospecting to closing, ZoomInfo includes an integrated toolkit to enhance every stage of the sales cycle. The bad news? Seamless.AI

Sales Tools 130

Sales Tools Tools B2B Lead Rank 130

SBI Growth

JANUARY 5, 2014

A-players – Incent them more and put them in your best territories. PRIORITIZE THE PROSPECT UNIVERSE. Start the year by prioritizing the prospect universe. Here’s a blog post that covers the best practices of how to prioritize the prospect universe. SOCIAL PROSPECTING. Prioritizing leads includes two.

Sales Management 310

Sales Management Face-to-face Decision Maker Travel 310

Sales and Marketing Management

JANUARY 2, 2019

As a result, they often retain weaker performers, believing it is better than having an open territory. This leads to them to make excuses like, “I missed my goals because I had three underperforming sales reps” or, “I couldn’t hit my numbers because I had two open territories for half the year.” Which accounts (e.g.,

Hiring 224

Hiring Sales Management Territories Outsourcing Services 224

The Pipeline

JANUARY 19, 2021

If prospects like the outcome they will take interest in the process. But When prospecting, not selling, you should share the ultimate outcome right at the start. Foreign territory indeed, but not scary, very navigable, one just needs to try. Preferring instead to take the buyer on an unnecessary journey. What’s The Ultimate?

Territories 241

Territories Energy Up-Sell Buyer 241

SBI Growth

SEPTEMBER 1, 2013

Geography – territories are designed by zip code. Make the # by: Building territories around rep proximity. Prospects – similar to customers, but with buyers unfamiliar with your offerings. Make the # by: Segmenting the team by focus area (new logos vs. installed base). Often, sales reps are good at one or the other.

Revenue 316

Revenue Hiring Lead Rank How To 316

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. Tibor Shanto . Join me - Return On Objectives #Webinar.

Webinar Metrics 316

Webinar Metrics Objections Intent Sales Methodology 316

Sales 2.0

OCTOBER 11, 2019

My territory was broad. Once the realization hit me that setting meetings with prospects was the key to my success, I went to my sales manager to find out how to do this. I left great messages and waited for the phone to wring so I could fill up my calendar with meetings with ideal prospects. A real sales job.

Engineering 262

Engineering Small Business Small Business Banking 262

Zoominfo

DECEMBER 16, 2020

Without question, the functionality within CRMs, particularly Salesforce, can create a 360 degree view of the prospects and customers alike. 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.

SalesForce 219

SalesForce Territories Intent Signal Buyer Persona 219

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. Today, most cars, in most classes include all of those features as standard.

Top of Funnel 296

Top of Funnel Sports Territories Outside Sales 296

Zoominfo

AUGUST 8, 2024

To be successful, sales professionals need to be experts in many different areas at once: their product’s strengths and weaknesses, their prospects’ pain points and needs, and the broader economic and competitive landscapes. Sales automation can assist with prospecting, sending follow-up messages, and tracking lead activity.

Sales Enablement 130

Sales Enablement Strategy Scale Hiring 130