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?

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Territories Compensation Scale Decision Maker 396

Understanding the Sales Force

MARCH 31, 2025

Today, there are sales intelligence tools that provide us with direct lines and phone numbers to your contacts’ cell phones. Or, if those conditions do not apply, prospecting continues into perpetuity. It’s very similar to how we did it before the prominence of email, text, Facebook, Instagram, TikTok and LinkedIn.

Pipeline 188

Pipeline How To Cold Calling Inbound 188

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. A large enterprise can have hundreds of entities worldwide.

Data 130

Data Revenue Scale Territories 130

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?

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Territories Outsourcing Services Ideal Customer Profile Buyer 181

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. There is no mistaking a rejection on the phone, but with those other softer tools, you can tell yourself they’re just ignoring you, maybe next time. By Tibor Shanto. Best Defence Is a Good Offence.

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Objections Prospecting SME Cold Calling 267

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. Tap into our sales tools with deal rooms, quotes, document creation, and more.

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Territories Ideal Customer Profile Analytics Proposal 52

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.

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Territories How To Demographics Software 140

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.

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

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.

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Territories Hoovers Decision Maker Ideal Customer Profile 131

SBI Growth

MAY 18, 2013

Here’s an example: Top Territory Todd: Todd has exceeded quota the past 5 years. Yet he has 3x the average territory potential in his patch. Prospects fall into his lap with little effort. His boss does not want to split his territory. But place him in an equal territory and watch him flounder.

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Territories Hiring Quota Sales Leadership 303

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. FinancialServices. Insurance. ITServices.

Company 156

Company Prospecting Oracle Transportation 156

Zoominfo

AUGUST 27, 2020

Sales territory maps serve as the game boards for outside sales, which makes field sales reps the game board pieces. Though it can be tedious, sales territory mapping provides a framework for strategic planning — ensuring that sales reps don’t go into meetings blind. What is Sales Territory Mapping?

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Territories Field Sales Outside Sales Forecasting 130

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.

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B2B Buyer Persona Top of Funnel Prospecting 212

SBI Growth

OCTOBER 29, 2013

1 — Customers & Prospects: The most important thing is your customer/prospect. What You Get — A sales tool that maps the decision making process of your product or service. This tool will get you going in under a week. #2 Territory, leads, compensation plan and their boss. You have been doing this long enough.

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Territories Compensation Buyer Social Selling 308

SBI Growth

OCTOBER 12, 2013

Setting Quotas, territory structures, headcounts and total compensation budgets are examples. As the primary team responsible for sales tools, it’s time to re-evaluate. Create tools such as call plans, discovery guides and opportunity assessments that are persona-based. Get LinkedIn upgrades. Build the personas into your CRM.

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Buyer Persona Territories Compensation Buyer 310

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. You can throw in tactical skills like effective messaging, multi-threading, persuasive cold-calling, and much more.

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Sales Enablement Strategy Scale Hiring 130

SBI Growth

DECEMBER 5, 2013

After evaluating your team and their tools, you might ask “Where do I start?” Don’t do a territory redesign project without knowing exactly who you’re targeting. Having a clear understanding of your ideal customers and prospects is essential to success. Identify and Prioritize For the New Year. The sequence you take is critical.

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Top of Funnel Territories Scale Segment 296

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.

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Wireless Face-to-face Quota Distribution 303

Sales 2.0

MAY 1, 2023

Disrupting the traditional sales model Scott sees AI disrupting some traditional sales models like geographic territories. The key problem with the “best of breed” approach is integrating all the tools, so they communicate to each other. Like the idea of territories. Per Scott, “There are also just giant enablement problems.

Scale 221

Scale Top of Funnel Territories Sales 221

SBI Growth

SEPTEMBER 1, 2013

As part of attending this session, you will get the Sales Org Evaluation Tool. Benefits of the tool: Determine the right org model for your sales team. Geography – territories are designed by zip code. Make the # by: Building territories around rep proximity. The Sales Org Evaluation Tool goes deeper for you on this.

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Revenue Hiring Lead Rank How To 316

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.

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Territories Compensation Trade Show Salary 116

SBI Growth

JANUARY 5, 2014

Download this simple tool to track the three aforementioned productivity killers. A-players – Incent them more and put them in your best territories. PRIORITIZE THE PROSPECT UNIVERSE. Start the year by prioritizing the prospect universe. SOCIAL PROSPECTING. I am a big advocate of face-to-face coaching.

Sales Management 310

Sales Management Face-to-face Decision Maker Travel 310

Zoominfo

DECEMBER 6, 2024

Beyond Basic CRM Functionality While standard CRM tools offer basic lead routing, dedicated solutions excel at managing complex workflows. By integrating seamlessly with your CRM, these tools enhance functionality and boost team efficiency. Chili Piper Chili Piper combines form routing, chat, lead distribution, and scheduling tools.

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Account Sales Qualified Lead Lead Rank Account Based Marketing 130

Hubspot Sales

JULY 22, 2020

But, sales professionals cannot rely on cold calls and haphazard prospect visits if they want to meet their sales goals and make it into the top 10%. In reality, sales professionals and managers need to have access to the best available sales planning tools to help them boost sales productivity and close more and bigger deals.

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Tools Closing Territories Hubspot 131

Partners in Excellence

MARCH 20, 2025

What subjects, prospecting, qualifying, deal strategies, account management, call planning/execution, objection handling, closing? Does it support your systems, processes, tools, and will these support and reinforce your training? Unfortunately, the Sales Training industry, too often reinforces this thinking. Choose all those you want!

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Training Real Estate Insurance Insurance 120

SBI Growth

DECEMBER 16, 2012

Prospects aren’t responding to phone calls. Download our Quota Metrics Tool to see best in class Quota Setting Guidelines. He tracks bottom up stats: Territory Potential, Product Maturity, Territory Vacancy Rate, etc. It’s that time of year again. Last minute deals are being pushed through with discounts.

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Quota How To Territories Guidelines 282

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

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

Understanding the Sales Force

JUNE 4, 2014

While persistence has always been important in sales, we are in uncharted territory. Despite the abundance of tools to help you connect with people, the physical act of speaking with these connections is becoming exponentially more difficult. Most of the focus on persistence is related to contacting new prospects. Just say no.

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Territories Exercises Video ACT 268

SBI Growth

SEPTEMBER 23, 2013

Your reps utilizing social and mobile tools consistently was not in your ’13 plan. Territory design, quotas and compensation plans. Why are reps not being taught how to generate demand in the new prospects? How was he going to teach his team to generate appointments inside their target prospects? Steve’s new plan.

Compensation 325

Compensation Social Media Incentive Incentives 325

SBI Growth

OCTOBER 21, 2013

Reps must have the tools and support to win the big deals. By signing up for the tour , you’ll receive the " Performance Culture Assessment " tool. Those reps were covering an extensive territory and large customer base. The tools and resources in your organization play a large part in future success. Resource Allocation.

Hiring 293

Hiring Ideal Customer Profile Margin Face-to-face 293

SBI Growth

AUGUST 7, 2013

He is getting in front of prospects and valued customers. He builds tools and systems to ensure his managers execute these projects. He’s looking at compensation analysis, territory design, and sales structure. Then she aligns her projects to these corporate initiatives. He helps the new reps ramp up quickly.

Construction 334

Construction Ideal Customer Profile Territories Compensation 334

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 Outsourcing Services Territories 224

Zoominfo

MARCH 28, 2022

To gain their prospects’ trust, sales teams need to understand the customer and leverage all of the tools at their disposal to deliver value before their competitors. Here are three tools to help you connect with prospects and hit your number. How to Connect with Prospects 1.

Ideal Customer Profile 100

Ideal Customer Profile Tools Sales Tools Prospecting 100

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. There are a host of tools you can leverage to cover clients, prospects, and keep an eye on the market and opportunities. A variation on the delegate route, is automation.

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Outsourcing Services Closing Hiring Social Selling 306

Score More Sales

JULY 22, 2014

I can remember the first day I heard about the search engine – it was early 1999 and it seemed like a nice, helpful tool – not a world game-changer as it has become. How Many Sales Research Tools Are There? There have never been more tools to allow you to search for insight about the contacts you’re speaking with and their company.

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Ideal Customer Profile Banking Engineering Twitter 234

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.

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SalesForce Territories Intent Signal Buyer Persona 219