Understanding the Sales Force

MARCH 31, 2025

Even the people who provide the services promising inbound leads, meetings, and sales increases are struggling to generate inbound leads! Today, there is only one effective, manageable and controllable way to quickly build a quality sales pipeline. It’s April Fools every day! It’s true. And that’s the problem.

Pipeline 188

Pipeline How To Cold Calling Inbound 188

DiscoverOrg Sales

APRIL 19, 2018

There’s a lot to think about when developing an annual sales plan to support your organization’s strategy and objectives: new customer acquisition, customer retention, increasing share of wallet, resource budgeting … just to name a few. But don’t forget about your sales territory plan. Expand with a Win/Loss SWOT.

Territories 181

Territories Outsourcing Services Ideal Customer Profile Buyer 181

PandaDoc

OCTOBER 15, 2024

Effective sales territory management is key to maximizing revenue and ensuring that your sales team operates efficiently. Key takeaways Historical data can be leveraged to determine new market potential and which areas are the most cost effective in terms of travel for sales teams, when needed.

Territories 52

Territories Ideal Customer Profile Analytics Proposal 52

Zoominfo

JANUARY 21, 2025

The rapid adoption of GPT-based AI tools isnt simply a technological evolution in sales; its a fundamental restructuring of how teams work. And theyre moving the needle: According to McKinsey , sales orgs that use AI see revenue uplifts of up to 15% and sales ROI uplifts of up to 20%. Whats a GPT-Native Sales Team?

Hiring 130

Hiring Lead Rank Intent Data Territories 130

Hubspot Sales

DECEMBER 28, 2020

Sales is changing. A study by Gartner's uncovered that enterprises lose out on up to 10% of their annual sales due to poor planning. 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 tools fit your needs?

Territories 140

Territories How To Demographics Software 140

Steven Rosen

MAY 31, 2021

Hiring Sales Stars . Whether you are starting a new sales force or hiring a new rep to fill a vacancy, the four principles of the STAR Process will help you select top sales performers. Without a clear process, your sales managers will each adopt their own approach and ultimately achieve sub-optimal results. R – Rigors.

Hiring 386

Hiring Territories Energy Sales 386

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. But corporate hierarchy errors are much more serious than your garden-variety duplicate CRM record because they undermine core sales and marketing strategy.

Data 130

Data Revenue Scale Territories 130

SBI Growth

OCTOBER 4, 2013

This blog addresses how sales reps can ensure their quota is realistic and attainable. Many sales reps are forced to accept a quota that is neither. Over 65% of Sales Goals are driven by Executive and Corporate expectations. If their projections are unrealistic, so are the sales reps’ quotas. Bottom-Up Quota Setting.

Quota 306

Quota Ideal Customer Profile Territories Demographics 306

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?

Territories 130

Territories Field Sales Outside Sales Forecasting 130

Hubspot Sales

DECEMBER 31, 2020

Great sales teams are always striving to grow. In this post blog, we'll help you understand how to optimize your sales territory strategy to achieve bigger and better things this year. In this post blog, we'll help you understand how to optimize your sales territory strategy to achieve bigger and better things this year.

Territories 131

Territories Hoovers Decision Maker Ideal Customer Profile 131

SBI Growth

FEBRUARY 15, 2019

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Sales Enablement 260

Sales Enablement Tools Sales Territories 260

Understanding the Sales Force

OCTOBER 9, 2024

Most sales teams win fewer than half their “games,” and while defense can’t be blamed, pitching can! Unlike the Red Sox, most sales teams have too much pitching (demos and presentations)! As of this writing, they have assessed 106 sales and sales management candidates.

Hiring 352

Hiring Compensation Lead Scoring Lead Rank 352

Zoominfo

DECEMBER 6, 2024

Lead-to-account matching and routing software addresses this problem head-on, automating key processes to help sales teams work smarter and faster. Heres how lead-to-account matching and routing software benefits businesses: Time Savings : Sales teams can focus on selling rather than administrative tasks.

Account 130

Account Sales Qualified Lead Lead Rank Account Based Marketing 130

Hubspot Sales

MARCH 1, 2021

Reporting is a critical part of the sales process. By analyzing your metrics, you gain understanding of how your sales teams are performing, and have the opportunity to identify areas for improvement. Create A Report That Displays Quarterly Sales By Territory. The image below is an example of what this should look like.

Territories 133

Territories Report Top of Funnel How To 133

SBI Growth

OCTOBER 12, 2013

Has your Sales Ops planning kept up with the new realities? Setting Quotas, territory structures, headcounts and total compensation budgets are examples. By doing so, you''ll also get the Sales Ops Planning Evolution Guide. The average B2B buyer is 57% done with their purchase decision before sales engages.

Buyer Persona 310

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. To give sellers a fighting chance, sales leaders need to build an effective, flexible sales enablement program.

Sales Enablement 130

Sales Enablement Strategy Hiring Scale 130

SBI Growth

DECEMBER 5, 2013

The sales organization is into the final run for the year. How has Sales Operations done this year? Did you directly enable the sales organization to close more business? Did you help keep sales expenses in check? With focus, Sales Ops leaders can positively impact sales revenue and costs.

Top of Funnel 296

Top of Funnel Territories Scale Segment 296

SBI Growth

SEPTEMBER 1, 2013

This post is focused on organizing sales talent to help you make the number. The cost of sales is increasing. Hiring ‘A’ player sales reps is expensive. A symptom of this is: your revenue trends haven’t increased with your sales expense. How to Make the Number in 2014: A Sales Strategy You Can Execute.

Revenue 316

Revenue Hiring Lead Rank How To 316

SBI Growth

OCTOBER 29, 2013

There is nothing more stressful than Q4 for a VP of Sales. We will use Sales Leader’s Q4 Critical Path Guide. Your Talent — How to improve your sales manager’s performance. You are strategizing with Sales Managers and reps. You know that there are certain things your EVP of Sales has no control over.

Territories 308

Territories Compensation Buyer Social Selling 308

SBI Growth

MARCH 16, 2022

While neither sales processes nor SalesTech impacted sellers’ intent-to-stay in this same study, the tools a team uses can have a direct impact on a seller's pipeline volume, their sense of territory fairness, and their satisfaction with professional development — the three areas with the greatest impact on seller retention.

Territories 312

Territories Intent Retention Study 312

SBI Growth

DECEMBER 10, 2013

At this point, your 2013 sales number is essentially decided. I speak with many VP Sales who say the same thing every year: “We have some underperformers that are killing us.” Are they in the right territories? Assessing Your Sales Team. Assessing your sales team talent isn’t always easy.

Territories 300

Territories Scale Guidelines Groups 300

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. Many organizations may closely meet your company’s ideal customer profile (ICP) criteria and warrant sales reps to proactively reach out to them.

Lead Rank 118

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

Sales 2.0

MAY 1, 2023

This is the fifth in a series of interviews I am conducting with subject matter experts and practitioners in the sales profession. I am examining where we are today with AI in sales and where we are going. Scott is the Founder of Sales Success Media and hosts the Sales Success Stories and Daily Sales Tips podcasts.

Scale 221

Scale Top of Funnel Territories Sales 221

SBI Growth

SEPTEMBER 23, 2013

Your Sales Strategy. It is one thing to have a sales strategy. VPs of Sales are asking the question “What have I done before?”. VPs of Sales are asking questions like: Is our Sales Process good enough? Are my Sales Managers good enough? Do This— Start with a Sales Strategy Blueprint. This is flawed.

Compensation 325

Compensation Social Media Incentive Incentives 325

SBI Growth

AUGUST 31, 2013

How do you know if your sales force is a high-performing one? This post lists some attributes of high-performance sales cultures. A Culture Creation tool is available by signing up for the SBI Making the 2014 Number tour. It lists 11 traits of high performance sales cultures. Modified the sales compensation and quotas.

Hiring 310

Hiring Transportation Follow-up Lead Rank 310

SBI Growth

AUGUST 7, 2013

Not all “A” Player sales reps were meant to be managers. If you’ve been in sales long enough, you’ve seen this mistake unfold. He neglects his skill development and sales initiatives. Frequently, the top manager gets the nod for the VP of Sales. An ill-prepared sales manager damages his region. His team flounders.

Construction 334

Construction Ideal Customer Profile Territories Compensation 334

SBI Growth

DECEMBER 19, 2013

A few weeks ago, I was talking to an SVP of sales. The SBI Sales Initiative Assessment Tool has answers. No matter what initiatives your sales organization is considering, this tool carefully evaluates them. After you download the SBI Sales Initiative Assessment Tool , you’ll need to do a little customization.

How To 303

How To Incentive Incentives Demand Generation Targets 303

The Pipeline

SEPTEMBER 8, 2014

There has been lots written about the common mistake companies make in selecting new sales managers; specifically the habit of promoting some of their best sales people to the management ranks, whether they are suitable or not. Most sales people know what they have to do, the challenge is getting them to do it.

Hiring 296

Hiring Sales Management Lead Rank Lead Scoring 296

Hubspot Sales

JULY 22, 2020

Sales always has been, and always will be, about closing the deal. 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%. Sales Productivity Tools. HubSpot Sales Platform. Gamifier makes sales performance fun.

Tools 131

Tools Closing Territories Hubspot 131

Sales and Marketing Management

JANUARY 2, 2019

Author: Brad Wilsted Note: This is part 2 in a 3-part series on the powerful role sales management plays in driving sustained revenue growth – and how companies can better leverage this critical position for improved top-line performance. What does great front-line sales management actually look like?

Hiring 224

Hiring Sales Management Outsourcing Services Territories 224

Mereo

JANUARY 22, 2025

Combine this skill with a solid sales process and training, and you give your team an environment they need to succeed. However, a list of prioritized accounts by itself will not help you meet your sales goals. For example, the capacity for a new logo hunter will differ significantly from that of an account manager or sales engineer.

Ideal Customer Profile 36

Ideal Customer Profile Territories Account Based Marketing Lead Rank 36

Understanding the Sales Force

JANUARY 27, 2014

Understanding the Sales Force by Dave Kurlan This kind of story doesn''t happen every day. They were assessed with OMG''s tools, and assembled into 5 teams, all selling the exact same product. Sales DNA is a score that represents the power of the selling strengths possessed by an individual.

Case Study 290

Case Study Study Lead Scoring Lead Rank 290

SBI Growth

NOVEMBER 16, 2013

Many of the answers to a sales leader’s execution problems are in the market. To understand how sales forces have prioritized this initiative, click here. You will receive the Sales Leaders Listening Tool. As a VP of Sales, lack of execution drives you crazy. There are 8 different ways that sales forces listen.

Hiring 308

Hiring Call-back Face-to-face Buyer 308

SBI Growth

JUNE 26, 2013

The average tenure of a B2B Sales VP is about 18 months. That means roughly one-half of B2B sales VP’s last less than 18 months. Today''s post provides ways sales operations can deliver value quickly to a new sales VP. Here''s part of the dialog from a recent call with a sales operations leader. Who will they hire?

Hiring 319

Hiring Lead Rank Compensation Guidelines 319

SBI Growth

JANUARY 5, 2014

Each recommendation addresses the biggest obstacles every sales manager faces to making the number: Not enough ‘A’ players on the team. Every sales manager is time starved. Sales Managers should be spending 75% of their time coaching their team. POST-SALES SUPPORT. Let customer service or post-sales support handle this.

Sales Management 310

Sales Management Face-to-face Decision Maker Travel 310

Zoominfo

MARCH 12, 2025

Sales leaders need to make sure that every interaction counts and that means understanding which accounts are the best fit, when to reach out, and how to solve customer challenges. 70% reduction in data inaccuracy , saving time and effort for reps 1,100+ hours saved from manual data enrichment, allowing sales reps to focus on closing deals.

Pipeline 130

Pipeline Ideal Customer Profile Marketing Sales Qualified Lead 130

Sales and Marketing Management

MARCH 25, 2019

Author: Brad Soper, Andree Radloff and Mark-Daniel Rentschler What will sales divisions look like in the future? There are five developments that companies should pay attention to if they want to be competitive: Traditional sales forces will be cut in half. Sales will become too complex to stay a one-man show.

B2B 254

B2B Segment Ideal Customer Profile B2C 254