Sales 2.0

OCTOBER 25, 2021

Automate : There are more and more tools on the market that remove the need for sales people to do non-selling tasks. The key to automation is to clearly understand the task being automated before applying a tool. Territories : Sales territories need to be designed to support these goals and strategies.

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Territories Compensation Scale Decision Maker 396

Zoominfo

MARCH 26, 2025

The downstream effects of these errors quickly become hard to contain: Territory Planning Turmoil: If your CRM fails to show that two companies are related, you might assign them to different reps, causing overlapping outreach and internal turf wars. No more accidental overlap clear ownership prevents redundant work and territory disputes.

Data 130

Data Revenue Scale Territories 130

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.

Territories 52

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

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. It’s very similar to how we did it before the prominence of email, text, Facebook, Instagram, TikTok and LinkedIn. CRM applications have replaced 3×5 cards for easy organization and documentation.

Pipeline 188

Pipeline How To Cold Calling Inbound 188

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

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 emerging solutions such as AI agents and AI SDRs are already accelerating time-to-market, enhancing team productivity, and delivering better ROI on tools and resources for early adopters.

Hiring 130

Hiring Lead Rank Intent Data Territories 130

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

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.

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Territories Intent Retention Study 312

Hubspot Sales

MARCH 1, 2021

In this post, we’ll go over how to create a segment-specific report that you can use to understand your business’ quarterly sales by territory using Excel. Create A Report That Displays Quarterly Sales By Territory. Since you’re hoping to understand territory sales performance, your data should be specific to those metrics.

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Territories Report Top of Funnel How To 133

SBI Growth

FEBRUARY 15, 2019

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Sales Enablement 260

Sales Enablement Tools Sales Territories 260

SBI Growth

OCTOBER 4, 2013

Gain access to guides and tools to help you make the number in 2014. Territory Potential: Growth rates for newer territories will rapidly outpace more mature markets. Territory potential can vary widely based on demographic trends and Ideal Customer Profile saturation. Bottom-Up Quota Setting.

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Quota Ideal Customer Profile Territories Demographics 306

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

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

Steven Rosen

MAY 31, 2021

These include being systematic, knowing what top performers in your organization look like, having strong assessment tools to make scientific decisions and that the process is rigorously followed. Time & Territory Management. These tools are excellent at identifying potential red flags missed in the behavioral interviews.

Hiring 386

Hiring Territories Energy Sales 386

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 the tools, process, management commitment and cadence will deliver results. Identify and Prioritize For the New Year. The sequence you take is critical.

Top of Funnel 296

Top of Funnel Territories Scale Segment 296

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

SBI Growth

OCTOBER 29, 2013

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. For example: Territory — They need help targeting which prospects/customers have the highest propensity to buy.

Territories 308

Territories Compensation Buyer Google 308

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

JULY 22, 2020

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. Sales Productivity Tools. The HubSpot Sales Platform gives sales professionals the tools they need to sell more deals faster in one integrated suite.

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Tools Closing Territories Hubspot 131

SBI Growth

DECEMBER 10, 2013

Are they in the right territories? 5) Reallocate the C player territory to your A players. Put them into the absolute best territory. Download the SBI Talent Assessment Tool and find out who on your team is a true ‘A’ Player. ‘A’ Players – You’re clearly going to bring these team members to SKO. Author: Tony Albachiara.

Territories 300

Territories Scale Guidelines Groups 300

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

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

Partners in Excellence

MARCH 20, 2025

Does it support your systems, processes, tools, and will these support and reinforce your training? They had made a number of acquisitions in a couple of years, they had shifted roles, responsibilities, territories tremendously. And training, at least successfully implemented, never stands alone.

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Training Real Estate Insurance Insurance 121

Understanding the Sales Force

OCTOBER 9, 2024

Step 1 – Have the Sales Team Evaluated We leverage the gold standard of sales team evaluation tools to determine what the team’s full sales capabilities are today, and where the biggest gaps are in all 21 Sales Core Competencies. As of this writing, they have assessed 106 sales and sales management candidates.

Hiring 352

Hiring Lead Rank Lead Scoring Compensation 352

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

The Pipeline

NOVEMBER 7, 2016

Beyond specific activities, this needs to include an overall annual territory plan; key account plans; prospecting plans; and most importantly at a minimum monthly activity plans, although it would not kill you to have one that continuously covers the next two weeks. Save that for January, when you abandon your New Year’s resolution.

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Wireless Face-to-face Quota Distribution 303

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 Scale Hiring 130

Sales 2.0

SEPTEMBER 24, 2014

They are building out a new territory so they need people to contact. Some sales people in my firm were discussing where they could get the best prospect lists. Some of the team were leaning towards a trial account with Hoovers. I jumped in to try and be helpful and told them I already had an Insideview account that they could use.

InsideView 322

InsideView Prospecting Hoovers Territories 322

SBI Growth

DECEMBER 19, 2013

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. After you’ve done this, send the tool to your senior team.

How To 303

How To Incentives Incentive Demand Generation 303

SBI Growth

AUGUST 31, 2013

A Culture Creation tool is available by signing up for the SBI Making the 2014 Number tour. A bonus tool is included to help create a common vision. Revised sales territories. Implemented standardization of tools and processes. Use the Culture Creation Tool questions to ask your team of Reps questions.

Hiring 310

Hiring Transportation Follow-up Lead Scoring 310

SBI Growth

JANUARY 3, 2014

Use the time management tool to track the activities you have identified. Re-examine your territory strategy to make yourself more efficient and more effective. Download the Time Management Tool. Use the results of the tool to have a conversation with your manager about gaps and help re-focus your efforts. Next Steps.

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Cancellation Face-to-face Territories Follow-up 296

Partners in Excellence

JANUARY 6, 2025

You’ll learn the latest new programs and tools, each focused on helping you be more successful in achieving your and your company’s goals. You will be excited, energized, ready to conquer the world–or at least your customers and territories. You are here for several days to learn new things.

Conference 127

Conference Territories Intent Motivation 127

Zoominfo

APRIL 2, 2025

Throughout my career guiding B2B teams through data transformations, I’ve identified a recurring challenge: despite investing millions in sophisticated data tools, companies maintain operational silos that severely limit their return on investment. My colleague Ali Z.

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System Enterprise Enterprise Data 130

SBI Growth

AUGUST 7, 2013

He builds tools and systems to ensure his managers execute these projects. He’s looking at compensation analysis, territory design, and sales structure. The successful VP of Sales spends about 25%-40% of his time out in the field. However, he can’t spend time with every customer. Instead, he’s working on current projects.

Construction 334

Construction Ideal Customer Profile Territories Compensation 334

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. Complete the Strategy Blueprint Tool for 2014. This tool will help you come up with the answer. Why This Matters— The size of your addressable market has shifted. Review it with this example.

Compensation 325

Compensation Social Media Incentives Incentive 325

Sales Hacker

JULY 28, 2021

Fortunately, sales forecasting tools are available that can do a lot of the heavy lifting by using algorithms to create more accurate forecasts. Do I need a sales forecasting tool? How do I evaluate sales forecasting tools? 11 sales forecasting tools to consider. Do I need a sales forecasting tool?

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Sales Forecasts Forecasting Tools Oracle 131