Salesforce

SEPTEMBER 19, 2023

If sales reps are your army, then sales territory mapping is your battle plan. This guide walks you through how to design and optimize your sales territory map. This guide walks you through how to design and optimize your sales territory map. Watch the demo What is sales territory mapping? Our demo shows you how.

Territory 59

Territory Objectives and Key Results Drivers/motivators Sales 59

ClickFunnels

AUGUST 2, 2021

The risk involved in this approach depends on the contract that you sign. That being said, lead generation is a job that can be done remotely, so you might want to consider expanding your search to regions where the cost of living is lower than in the United States, such as: Central and South America. Outsourcing to an agency.

Lead generation 264

Lead generation Territory Contact Start-ups 264

Hubspot

JANUARY 14, 2025

From the initial discovery email or phone call to the final contract negotiation conversation, they ensure every touchpoint adds value for the prospect. Luckily, they excel at navigating the twists and turns that come with the territory of selling. Sales champions take crushing it to a whole new level. Deals are rarely linear.

Negotiate 78

Negotiate Cross-sell Drivers/motivators Strategize 78

Veloxy

AUGUST 17, 2022

You’ll easily generate quotes, proposals, and contracts in a variety of formats and in mere seconds. You can prioritize by lead score, territory, or you can block their data automation from entire accounts. One of the coolest features of ZoomInfo is how you can customize their data enrichment workflows. source of image.

Appointment 147

Appointment Territory Cross-sell Contract 147

Partners in Excellence

FEBRUARY 8, 2022

As sellers, we have to manage our territories and accounts. We have to find as many opportunities as we can within those territories/accounts. Maybe it’s getting support or resources, maybe it’s developing a solution or proposal, or getting approvals from legal/pricing/contracting. We have to do the whole job.

Territory 133

Territory Legal Contract Pipeline 133

Partners in Excellence

SEPTEMBER 24, 2014

As we looked at the negotiations–they were non competitive, we were looking at major contract renewals and enhancements.” Because I was getting engaged in these negotiations the sales teams brought their regional vice presidents. One of the companies came in with a 70% discount on a certain part of our contract with them.

Price 113

Price Negotiate Territory Contract 113

Hubspot

MARCH 27, 2019

Forecast quotas are generally assigned to specific sales territories or teams. A forecast quota is calculated based on historical performance of a region and the revenue goal it must hit. From there, adjust that number to account for territories, reps, and seasonal fluctuations. Forecast Quota. Source: Panalysis.

Quota 100

Quota Territory Commission Sales 100

Gong.io

MAY 31, 2021

Contracting. Contracting Process. A clear-cut contracting process eliminates (or at least minimizes) the Wild Wild West of Deal Making. A clear-cut contracting process eliminates (or at least minimizes) the Wild Wild West of Deal Making. Territories. How are territories divided up by rep? Forecasting.

Territory 118

Territory Objectives and Key Results Contract Price 118

Sales Pop!

JULY 23, 2022

The more critical and complex type of navigation is developing the skill for exploring unknown territory. You can be more confident a deal will come through if there is a signed contract—but even then, you can only be sure the deal has been finalized when the final invoice has been paid. Not Knowing.

CRM 178

CRM Pipeline Territory Gaming 178

Veloxy

DECEMBER 28, 2023

Prospecting may involve consistent follow-ups, setting goals, and being knowledgeable about the product, while closing deals often requires a structured follow-up strategy, product knowledge, and familiarity with the sales territory. The inside sales team plays a crucial role in this dynamic environment.

Outside Sales 242

Outside Sales Cold Call Represent Objectives and Key Results 242

InsightSquared

MARCH 6, 2018

They’ll ensure guidelines are properly adhered to and contracts are being executed, all while simultaneously working to eliminate barriers that slow down the contracting process. This means that sales ops will build a comprehensive tech stack (prospecting tools, email tracking, dialers, contract automation, etc.)

Contract 119

Contract CRM Territory Sales 119

Hubspot

APRIL 4, 2018

Are there regions or customer segments your partners shouldn’t touch? Are there certain regions or customer types your partner cannot touch? Setting clear boundaries in the contract will ensure your internal sales and marketing unit can function without worrying if your partner will swoop in and take over the relationship.

Territory 101

Territory Commission Contract Strategize 101

InsightSquared

MAY 7, 2019

Are certain types of customers, or certain geographies and sales territories meeting or beating the benchmark, or underperforming? Contract value: Companies selling subscriptions with larger average contract values also have longer sales cycles than companies selling low priced, low touch subscriptions.

Product 102

Product Territory Contract Sales 102

Search Engine Land

SEPTEMBER 29, 2023

Speaking at the federal antitrust trial, Parakhin alleged this was despite Microsoft offering to pay Apple more than Google – which he claims was offering in the region of 60%. But the tech giant told Microsoft that negotiations wouldn’t be worth discussing because of the company’s contract with Google. SUBSCRIBE See terms.

Territory 133

Territory Negotiate Contract Engineering 133

Sales Hacker

APRIL 10, 2018

1) Across regions. Regions often respond with a 1-2 year delay to the US Market. Some regions behave similarly such as within Scandinavia. B2B segments in focus: Enterprise/Company wide – selling a platform (CRM/ERP) using multi-year contracts. GTM Approaches as a function of Annual Contract Value.

Go To Market 95

Go To Market GTM X-functional Territory 95

Partners in Excellence

OCTOBER 25, 2016

This mindset isn’t different from the hunter assigned a geographic or industry oriented territory. Hunters, in this scenario, are aggressively looking to find and qualify new opportunities in the territory. Our goal in every territory is to maximize our penetration of the territory. No related posts.

Territory 102

Territory Account management Cross-sell Retail 102

Sales Hacker

JANUARY 7, 2025

I think that’s true in a lot of different regions. But it’s easy currently, you know, you sign a contract with… 50, 60 users, one-year commit, done. Because you’re going to sign a contract and it’s a blank check and then they’re going to consume. So you’ve got URI, they close new logo.

GTM 115

GTM Sell Customers Cold Call 115

InsightSquared

FEBRUARY 6, 2019

As a Field Marketer supporting the sales organization, it is critical to know the state of the business, the pipeline in each of our field territories and even drill down to an individual rep’s metrics to know how this data can drive our decision making and planning. Current State of Pipeline. Current State of Pipeline by Opportunity Type.

Territory 72

Territory Pipeline Contract Campaign 72

Sales Hacker

DECEMBER 21, 2017

Sales Territory Assignment and Growth Forecasting. Allocation of Accounts and Sales Territories. Contract Lifecycle Management. Contract Management. Contract Lifecycle Management. Territory design. Customer contract life cycle management. Formulation of Incentives Program. Operations. Lead Generation.

Territory 106

Territory Non-Profits Contract Quota 106

Sales Pop!

DECEMBER 9, 2022

This has spurred the movement of many military-contracted companies to the region, creating jobs for the folks who have moved from other parts of the country. Much of the employment in the area can be attributed to the innovations from the University of Arizona in Tucson.

Gambling 130

Gambling Hospitality Territory Sports 130

Heinz Marketing

DECEMBER 9, 2020

I’ve seen lot of gratitude and empathy on social media, in person, and in communities for all the essential workers who are working day and night so we can live in comfort, isolated and without having to worry about contracting the virus. I don’t remember seeing so much awareness amongst us for all the essential workers pre-COVID.

Territory 141

Territory Contract Campaign Clients 141

Partners in Excellence

NOVEMBER 16, 2012

It was difficult for small to mid-sized companies to move beyond their home regions. ” Most executives underestimate the amount of management time and attention required to successfully launch in a new region. Discover what success entails in the region, don’t just replicate what you have done in other geographies.

Territory 103

Territory Launch Legal Start-ups 103

SaaStr

FEBRUARY 9, 2021

While many Zoom customers still pay monthly, more enterprise ON24 is almost entirely annual contracts — or longer. 27% of customers are now on multi-year contracts. ” Land-and-expand is often harder than it looks in the enterprise, when other players can go and try and close the entire company in one bigger deal.

Contract 111

Contract Territory Growth Contact 111

Sales Hacker

DECEMBER 1, 2022

Typically, SDRs work from one of two territory models: Static territories based on geography or vertical or business segment. Conversely, in the territory model, you miss out on revenue because some reps have far more accounts than they can ever work. I’ve been an SDR , an SDR director, and now run a sales team at a startup.

Territory 103

Territory Education Contact CRM 103

Martech

DECEMBER 5, 2023

You can’t lump your contracted costs for technology in the same bucket as a tentative regional breakfast event in Paris in September. I like to start the budget process by identifying costs that fall into one of these two groups: Under contract, can’t be broken. Dig deeper: 5 ways MOps can elevate the annual planning process 2.

Finance 119

Finance Objectives and Key Results Appointment Contract 119

Hubspot

SEPTEMBER 20, 2021

Item 12: Territory: This item requires the franchisor to disclose if the franchisee will be awarded a protected territory, how that territory will be determined, and any instances when the franchisor may operate with the franchisees’ territory. The contracts are then attached as an exhibit.

Territory 88

Territory Legal Contract Finance 88

A Sales Guy

OCTOBER 25, 2012

From start to contract was 3 weeks. Kimberly, Regional Sales Executive. Then we got to price and it was not what they’d expected – by a lot. He doubted he could get this approved. We talked about how to build the case together to get it approved. Next call, done. I am convinced had I not taken control this deal would be dragging on.

Territory 111

Territory Contract Price Presentation 111

Partners in Excellence

AUGUST 14, 2014

Or all our contracts, documentation, and so forth is in English–but we want to address a global market. They had teams working at the major locations of each customer, and territory sales people handling smaller offices of these customers (along with the rest of their territories).

Customers 111

Customers Territory Strategize Inside sales 111

Veloxy

JUNE 23, 2021

When we talk about outside sales, we’re referring to a team that goes out on sales calls to sell regionally and at conferences, events, and so on. The Account Manager is responsible for checking on clients and nurturing relationships after the contract is signed. But first, why start with an inside sales team? Inside Sales Team.

Inside sales 232

Inside sales CRM Sales Pipeline 232

Partners in Excellence

SEPTEMBER 14, 2023

Look at typical pipeline, deal, prospecting, territory, account reviews. As you see systemic issues across the sales organization, for example getting complex proposals prepared, finalizing pricing/contracts, look at the workflow, redesigning it to make the process simpler.

Sell 152

Sell CRM Technique Up-sell 152

Partners in Excellence

APRIL 5, 2024

That turned out to be a success (I was responsible for the second tier markets at the time which in aggregate was a fairly large region) and I have not looked back. Having been the VP International Marketing for a couple of years, my boss at the time told me “It is time you had a real job” and gave me my first sales management role.

Sell 139

Sell Territory Consult Contract 139

SaaStr

FEBRUARY 6, 2024

This approach is more commonly seen in SaaS with more complex products where professional services and longer contract durations are involved. The presence of quotas varies depending on the nature of the business, with larger contracts tending to have CSMs carrying higher quotas. What’s the ROI of the CS Team?

Customers 121

Customers Contract Quota Territory 121

Hubspot

FEBRUARY 7, 2018

You’ll be moving around constantly: Around the city, region, state, country, or even world. Regional Sales Manager. Sales managers and regional sales managers lead teams of SDRs, reps, and, sometimes, account managers. On the other hand, you’ll likely have a flexible schedule. This might be the role for you.

Territory 101

Territory Commission Outside Sales Account management 101

Salesforce

JANUARY 24, 2022

One of my first moves back into the workforce was a full-time contracting job as a sales operations analyst, which was relatively safe territory for me. As my contract came to an end, I reached out to some former colleagues and learned that a Salesforce Administrator role was available. ” Hello, Salesforce.

Territory 97

Territory Manufacturing Contract Inside sales 97

Sales Hacker

JUNE 10, 2020

You could speak to a mid-level manager and win a regional/ business unit deal, but if you aim higher, you may be able to win a global contract , much bigger than the original regional deal. C-level decision makers always have a clearer picture of their company’s overall vision and challenges than a mid-level manager.

Sell 103

Sell Territory Contract Contact 103

Engage Selling

MARCH 26, 2012

Sales closed from cold call to contract signed in 5 days. In addition, they have changed each territory 3 times in 4 weeks and gave the Latin American territory to a non Spanish speaker in marketing when one sales rep speaks fluent Spanish. Each of $25,000 or more. The reps to find their own leads and enter them into the CRM.

Territory 75

Territory Cold Call Contract CRM 75

Women Sales Pros

MAY 25, 2018

Sales managers work diligently to “even out” territories ensuring everyone has a chance to make lots of money. They sign very large contracts with other companies, but not with yours. Finally, look at the overall potential of the account and then assign territories. Because their biggest enemy is their own perspective.

Sell 85

Sell Territory Quota Contract 85