Zoominfo

JANUARY 21, 2025

Predictive Territory Design Based on Live Market Signals: Traditional territory design often relies on historical data and static boundaries which fail when market conditions change. ZoomInfos real-time intent data and GPTs predictive modeling capabilities can design territories dynamically.

Hiring 130

Hiring Lead Rank Intent Data Territories 130

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. I generated a comprehensive lead list that later, when I had to split my territory with a colleague due to restructuring, helped him hit the ground running.

Lead Rank 118

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

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. The result?

Ideal Customer Profile 36

Ideal Customer Profile Territories Account Based Marketing Lead Rank 36

Sales Gravy

APRIL 23, 2025

What follows is the advice I gave Kyle, cleaned up and expanded so every field seller, territory manager, and outside-sales road warrior can put it to workright now. What follows is the advice I gave Kyle, cleaned up and expanded so every field seller, territory manager, and outside-sales road warrior can put it to workright now.

Prospecting 70

Prospecting Outside Sales Outbound Territories 70

Allego

DECEMBER 24, 2024

Whether its adjusting quotas, reallocating territories, or refining go-to-market strategies, these insights make every decision sharper. By aggregating and analyzing data from across the organization, AI can predict future trends, helping sales leaders allocate resources more effectively.

Sales Enablement 62

Sales Enablement Closing Scale Analytics 62

Zoominfo

MAY 15, 2025

But if your CRM is a mess if its missing contacts, firmographics, territory coverage youre scaling noise, not strategy. And the biggest names in business are seeing real results: CVS realigned territory strategy and uncovered massive TAM misclassifications. Sales leaders love to talk about productivity and pipeline velocity.

System 130

System Scale Strategy Ideal Customer Profile 130

Zoominfo

AUGUST 8, 2024

The Difference Between Sales Enablement and Sales Operations Sales operations as a department covers every component of driving sales, for example, setting quotas, defining territories, and determining compensation. Meanwhile, sales enablement focuses on the sales team that sales ops has helped build.

Sales Enablement 130

Sales Enablement Strategy Hiring Scale 130

Pipeliner

JANUARY 16, 2025

He encourages hiring managers to look for quantifiable results, such as revenue growth or successful territory management. Evaluating Sales Experience Focusing on Quantifiable Results Walter highlights the importance of evaluating candidates based on their actual sales achievements rather than relying solely on resumes.

Hiring 104

Hiring Sales Talent Video Lead Rank 104

Sales 2.0

JANUARY 14, 2025

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. I will let you know. To increase revenue for my client in this area we are going to have to learn from the past and change our behavior in the future.

Collateral 195

Collateral Account Territories Segment 195

MTD Sales Training

JANUARY 9, 2024

Reallocate Sales Territories Avoid making decisions at random, especially when it comes to allocating sales territories. Matching people this way will increase your chances of converting leads and closing deals , which means higher sales volume for the team and the business.

Hiring 156

Hiring Lead Rank Lead Scoring Cold Calling 156

Sales Gravy

APRIL 2, 2025

A coach helps each individual absorb and adapt those lessons to their unique style, role, or territory. A coach helps each individual absorb and adapt those lessons to their unique style, role, or territory. Thats where coaching comes in. But when coaching supports training, skill application soarsalong with results.

Coaching 60

Coaching Pivotal Guarantee Territories 60

Hubspot Sales

OCTOBER 17, 2024

European Regions In European territories, folks often appreciate a more to-the-point approach, so striking a balance between directness and politeness in your telemarketing pitch is crucial if you’re planning to place a call across the pond.

Cold Calling 104

Cold Calling Telemarketing B2C Guidelines 104

Pipeliner

JUNE 13, 2025

Remember that SWOT analysis you conducted on your territory to prepare for 2025? Take the time now to build this action-focused framework for your territory for H2 – no rolled-up flip charts collecting dust. Taking what happened in H1 and putting it to work in H2 is a must. And you already have the perfect vehicle to guide you.

Territories 52

Territories Insurance Insurance Maximizer 52

Zoominfo

DECEMBER 6, 2024

Leads are automatically matched to the correct accounts and routed to the right salesperson based on your companys specific requirements, such as territory assignments or account ownership. Beyond its core data capabilities, ZoomInfo Operations also streamlines lead-to-account routing with customizable rules.

Account 130

Account Sales Qualified Lead Lead Rank Account Based Marketing 130

MEDDIC

JANUARY 9, 2025

For example, instead of setting a vague goal like “increase sales,” a SMART goal would be: “Increase revenue from a given segment or territory by 50% within Q1 by systematically working with the champion to enlarge the scope, accelerate the sale or both.”

Ideal Customer Profile 64

Ideal Customer Profile Lead Scoring Lead Rank Forecasting 64

Hubspot Sales

JANUARY 14, 2025

Luckily, they excel at navigating the twists and turns that come with the territory of selling. Sales champions can adapt to the evolving dynamics of a deal. Deals are rarely linear. You know this. I know this. Sales champions damn sure know this, too.

Data 111

Data Hubspot Negotiation B2B 111

Cincom Smart Selling

APRIL 21, 2025

These features allow them to create sales quotas, territories, compensation plans, and other sales-related activities to reach their business goals. Improve sales territory and quota management Sales performance management software helps organizations assign sales territories and set quotas more fairly and effectively.

Incentive 48

Incentive Incentives Compensation Territories 48

Highspot

MAY 15, 2025

What is a territory-based sales structure? In a territory-based structure, your reps own opportunities and accounts within defined geographic regions. Territory-based sales structure pros and cons Territory models come with clear benefits. Territory sales structures also limit specialization.

Territories 52

Territories Scale Lead Rank Sales Qualified Lead 52

Hubspot Sales

MARCH 13, 2025

Among the factors to consider for annual goals are team capacity to hit targets, lead generation requirements, territory capacity, and market dynamics. For setting long-term targets, I highly recommend using what-if modeling to create different scenarios and estimate what is needed for each. Aim for accountability and collaboration.

Revenue 95

Revenue Meeting Top of Funnel Forecasting 95

Hubspot Sales

AUGUST 7, 2024

Get a detailed predictive analysis using “what-if” models that consider products, territories, seasonality, etc. Oracle Sales summary : AI is integrated into Oracle's platform to help quicken the sales cycle with data-based suggestions.

Software 115

Software Software CRM Oracle 115

Janek Performance Group

APRIL 10, 2025

This might include sales metrics, but also may encompass a review of your prospecting, territory management, and presentation and closing skills. How to be Coachable in Sales Dont take it personally During a coaching session, your manager will have a discussion with you about your sales performance.

How To 62

How To Coaching Sales Coaching Margin 62

The Digital Sales Institute

OCTOBER 25, 2024

The Keys To Sales Success Building a Strong Foundation Know Your Product Develop deep product knowledge beyond surface features Understand your unique value proposition Be able to articulate benefits, not just features Stay current with product updates and improvements Understand Your Market Research your industry thoroughly Know your competitors’ (..)

Ideal Customer Profile 52

Ideal Customer Profile Territories Decision Maker Comparison 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

Hubspot Sales

JUNE 16, 2025

How is the sales team structured, and how does that impact territory management? Instead of generic inquiries, dig into specifics that showcase your strategic mindset like: What does your top performer do differently than everyone else? What's your typical customer journey from lead to close?

Hiring 71

Hiring Top of Funnel Ideal Customer Profile Lead Scoring 71

Partners in Excellence

JANUARY 6, 2025

You will be excited, energized, ready to conquer the world–or at least your customers and territories. At the end of this conference, you should know what you need to do to be successful, how to do it, and why it’s important–to you, your customers and the company.

Conference 126

Conference Territories Intent Motivation 126

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. Solution ZoomInfo was the clear choice.

Pipeline 130

Pipeline Ideal Customer Profile Marketing Sales Qualified Lead 130

Mindtickle

NOVEMBER 12, 2024

One might argue that the regulatory impact occurs primarily upstream from sales, as CPG sales reps largely know which products they can sell into which territories. One barrier to expansion that impacts CPG sales is the multiplicity of regulatory environments into which consumer goods are sold.

Strategy 52

Strategy Face-to-face Sales Enablement Consumer 52

Hubspot Sales

OCTOBER 28, 2024

The key is balance — inject personality without veering off into territory that feels unprofessional or forced. "Acknowledge the person behind the prospect, engage them in genuine conversation, and allow your personality to shine through.

Cold Calling 110

Cold Calling Demand Generation Agencies Sales Qualified Lead Follow-up 110

Zoominfo

SEPTEMBER 17, 2024

Lead mining is becoming increasingly commonplace among companies seeking to expand into new markets and territories, as well as those hoping to increase profitability. Business is more competitive than ever, and conventional prospecting is simply no longer enough. There are many lead mining tools and platforms available today.

Sales Qualified Lead 130

Sales Qualified Lead Software Software Lead Scoring 130

The Sales Collective

MAY 15, 2025

29% of companies offer quota flexibility , such as relief for reps affected by territory shifts or market changes. It supports real-time quota tracking and flexible adjustments based on team or territory changes. But this approach can backfire if teams feel the numbers are disconnected from reality. Others take a more adaptive route.

Quota 104

Quota Scale Outsourcing Services Lead Rank 104

Cincom Smart Selling

APRIL 21, 2025

SDR vs. AE), territory-based, and experience-level-based to make it more relevant and engaging. Feedback surveys and performance reviews also define success of the program. 4- Is onboarding always the same for all new sales hires? Although core training must be uniform, onboarding must be role-based (e.g.,

Hiring 48

Hiring Ideal Customer Profile Lead Rank Lead Scoring 48

Partners in Excellence

MARCH 20, 2025

They had made a number of acquisitions in a couple of years, they had shifted roles, responsibilities, territories tremendously. Fortunately, in the call starting this post, the organization had been transforming tremendously. They had changed their GTM strategies and were targeting different sets of customers.

Training 109

Training Real Estate Insurance Insurance 109

MTD Sales Training

FEBRUARY 21, 2023

Such jobs shade into marketing or influencer territory. Online sales — email and SMS-based sales (augmented with calls) Hybrid sales roles — roles which incorporate two or more of the above strategies. There are also soft sales roles which involve being a brand ambassador who networks and represents a product line.

Hiring 156

Hiring Salary Ideal Customer Profile Engineering 156

Highspot

JULY 23, 2025

However, you don’t have to cede the territory entirely to AI. GenAI can help you draft written feedback for each member of your sales team, tailored to their specific needs based on examples of what good looks like and the takeaways from their meeting recordings.

Quota 52

Quota Coaching Scale Lead Rank 52

Zoominfo

APRIL 21, 2025

Fewer reps are hitting their numbers , account slippage makes forecasting unpredictable, and territory planning often feels misaligned with actual sales opportunities. Bad Territory Planning and Lead Quality A lot of sales teams still operate under outdated territory models and lead distribution methods.

Quota 130

Quota Lead Rank Compensation Territories 130

Awarathon

APRIL 25, 2025

As GTM teams juggle targets, timelines, and territories, operational excellence demands more than effortit demands intelligence, scale, and adaptability. These insights reveal readiness levels across areas like communication, objection handling, and probing. Managers can quickly identify who needs support and where.

Scale 52

Scale Coaching Sales Qualified Lead Hiring 52

Pipeliner

MARCH 30, 2025

And after youve performed quality preparation in market, territory and account planning along with practical Go/No-Go processes, team selling itself becomes a real key to success. For when your teammates are truly engaged, you earn the right to put DISC alignment in play.

Account 64

Account Territories Buyer Course 64