Martech

FEBRUARY 20, 2025

Marketing to a single lead in B2B is like pitching to one person in a boardroom and ignoring everyone else. Some accounts may behave consistently across a single business unit or division, while others may show consistency across a region. It doesn’t work. Groups, not individuals, make buying decisions.

Objectives and Key Results 88

Objectives and Key Results B2B CRM Territory 88

Gong.io

DECEMBER 5, 2018

There was once a regional sales manager—a rising star in her company. Download them here: The post Great Salespeople Never Pitch for More Than 9 Minutes — Here’s Why appeared first on Gong. In the Gong Labs series, we publish what we learn from analyzing sales conversations with AI. Subscribe here to read upcoming research.

Pitch 97

Pitch Territory Presentation Follow-up 97

Sales Hacker

MAY 29, 2023

Related: 10 Tips to Build Internal Relationships in Your Sales Organization What to do on days 15-30 as a new AE Territory mapping After being assigned your territory, study up. For example, you might learn that one region is tech savvy, versus another which region needs a lot of nurturing. Forget about mugging it up.

Territory 103

Territory Objectives and Key Results CRM Pitch 103

Search Engine Land

AUGUST 14, 2024

Your ads and landing pages should use the same language and design principles as your sales emails, pitch decks and other marketing materials. If you sell custom kitchen cabinets, you might ask it: What worries the typical homeowner in a given region. Ability to address objections proactively. What keeps them busy.

CRM 116

CRM Campaign Niche Negotiate 116

SaaStr

NOVEMBER 19, 2021

So, if I’m targeting a specific vertical, and by the way, I would highly recommend, even if you have a geo territory, you start to verticalize even your geo territory, because context switching is hard. You immediately, you’re going to be like, ‘that sounds like a sales pitch’, right?

Pitch 113

Pitch Conversion Sales Territory 113

Hubspot

OCTOBER 16, 2024

This script should outline the key points of your sales pitch, ensuring that agents deliver a consistent message to potential customers. but the exact price can vary based on the complexity of the sales pitch, your target audience, and additional services (like appointment setting). Information about your product or service.

Cold Call 73

Cold Call Sales Price Campaign 73

Veloxy

JUNE 17, 2021

Some businesses calculate the qualified leads with the amount of overall opportunities or break it down by rep, territory and solutions offered. Be a Consultant – In addition to being informative and open, strive to understand your prospects’ pain points and adjust your pitch accordingly. 2: Average Deal Size.

Pipeline 306

Pipeline Non-Profits Sales Quota 306

A Sales Guy

OCTOBER 21, 2013

6) Pitch Anything – Oren Klaff. If Made to Stick is about communicating messages that stick, Pitch Anything is how to deliver those messages to get your prospects to buy from you and not your competitors. I’m not a fan of pitching. You have to pitch. Read this book and embrace the thesis, it’s crucial.

Pitch 137

Pitch Cold Call Territory Quota 137

Understanding the Sales Force

OCTOBER 9, 2024

They had too many left-handed hitters, not enough starting pitching, an undependable bullpen, and by far, the worst defense in the MLB. Most sales teams win fewer than half their “games,” and while defense can’t be blamed, pitching can! As of this writing, they have assessed 106 sales and sales management candidates.

Pitch 143

Pitch Sales Territory Gaming 143

Search Engine Land

DECEMBER 15, 2023

The agency has coined this capability “Active Listening” and has been actively pitching this service it to advertisers, showcasing the feature on its website, reports 404. ” Pitching the product. Why we care.

Conversion 131

Conversion Territory Sell Pitch 131

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. Frequently Asked Questions What is an example of outside sales? Is outside sales a hard job?

Outside Sales 242

Outside Sales Cold Call Represent Objectives and Key Results 242

Openview

OCTOBER 10, 2018

Identify the KPIs and skills (such as forecasting, pipeline management, territory planning) that, if improved upon, would help reach your quota and revenue targets. Total number of Products pitched. The reports compare the coachee’s KPIs against those of the top-performing salesperson in the coachee’s line of business and region.

Territory 101

Territory Quota Sales Pipeline 101

Score More Sales

JULY 22, 2014

Your “sales pitch” will be a value-added approach to helping solve a buyer issue. Also set up alerts for key words in your industry, region, or sector. If I have prospects and customers in the banking industry, I’m going to track banks by name and if I have a geographic territory, by location. Keep Track of Your Buyers.

Territory 93

Territory Sales Inside sales Engineering 93

Hubspot

MARCH 7, 2018

How are your salespeople contributing to the expansion of your business in their given territory? If sales volume is large in region A, perhaps there is a higher demand there, in which case you can focus on customizing certain products and services for that region. New Leads/Opportunities. Who’s reaching their quota?

Territory 101

Territory Cross-sell A/B testing Promote 101

Partners in Excellence

JULY 24, 2024

” If our focus is pitching our products, then it’s difficult to change our story. But then we have a problem doing that. Most of our outreaches focus on our products. “We help generate new leads, can we talk to you about how we generate more leads?” After all, that’s all we sell.

Cross-sell 143

Cross-sell Territory Follow-up Prospecting 143

Hubspot

JANUARY 14, 2025

As opposed to throwing out empty promises and pushing out generic pitches during prospecting, sales champions focus on presenting value rather than applying pressure on customers, which creates more space for fostering trust and genuine connections. Sales champions can influence prospects (without overselling). Deals are rarely linear.

Negotiate 78

Negotiate Cross-sell Drivers/motivators Strategize 78

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%. Tinter went on to reveal that Microsoft had also tried to pitch Samsung about making Bing the default search engine on its products.

Territory 133

Territory Negotiate Contract Engineering 133

Sales Pop!

JUNE 10, 2022

They can tell when you’ve wandered into unknown territory. This will also help you tailor your pitch to the prospect’s unique needs instead of hitting them with a general offer and incentive. One of the worst things you can do for a sales call is go into it unprepared. The latter closes deals. And we want that for you. Conclusion.

Objectives and Key Results 214

Objectives and Key Results Sales Prospecting Construction 214

Partners in Excellence

NOVEMBER 1, 2013

Everywhere I go, we may be talking about opportunity planning/deal strategies, call planning, account/territory planning, even pipeline management; I see two parallel things at play: Managers are concerned about the completion of the plan! Tamara makes a tremendous point that seems to be too often lost on managers and sales people alike.

Territory 119

Territory Pitch Account management Pipeline 119

Highspot

JANUARY 23, 2025

These challenges compound when teams are spread across different regions and may only meet in person once or twice a year. Strategic thinking helps sales reps tailor pitches that address complex buyer needs. For example, after losing a deal, they reflect on what went wrong, adapt their approach, and become stronger for future pitches.

Objectives and Key Results 52

Objectives and Key Results Negotiate Cross-sell Technique 52

Veloxy

APRIL 26, 2023

Geolocation Tracking Salesforce’s geolocation tracking allows field sales reps and managers to track customer visits, plan routes, and manage sales territories effectively. Reps : you can also view customer information and history in the app, which allows you to personalize your sales pitch and build stronger relationships with clients.

CRM 130

CRM Territory Appointment Sales 130

Martech

DECEMBER 19, 2023

The agency has coined this capability “Active Listening” and has been actively pitching this service to advertisers, showcasing the feature on its website, reports 404. Dig deeper: 3 privacy-centric solutions for marketing compliance Pitching the product. ” Why we care.

Conversion 112

Conversion Sell Territory Government 112

Highspot

FEBRUARY 20, 2025

This level of expertise allows well-trained reps to pivot on the fly, tailoring their pitch to different buyer needs. Up-to-date, ongoing training also helps consistently spread brand awareness through all external materials and pitch decks. Industry-specific applications: Tailor your pitch to fit specific verticals or buyer personas.

Product 52

Product GTM Objectives and Key Results Cross-sell 52

Search Engine Land

FEBRUARY 7, 2024

The product description is precise and a great sales pitch that also includes a how to wear guide, pushing an influenced costumer to convert immediately. It includes: Cultural customization : Understanding cultural nuances and preferences in different regions. Local SEO : Using region-specific keywords and phrases.

Product 125

Product Territory Niche Engineering 125

Gong.io

MAY 31, 2021

Rules of engagement definitely differ by organization, but at a minimum, they should exist for segments, territories, and accounts. Territories. What defines a territory (zip code, country, state, region, country, etc.)? What defines a territory (zip code, country, state, region, country, etc.)? It depends.

Territory 118

Territory Objectives and Key Results Contract Price 118

Salesforce

SEPTEMBER 19, 2023

Make sales strategy and planning absurdly easy Our Sales Planning solution helps you align overarching strategy with budget, headcount, and sales territories — with just a few clicks. Customer type (often called a customer segment) is usually based on size, industry, region, or the product they’re buying. Segment by region.

Territory 102

Territory Sell Pipeline Objectives and Key Results 102

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

Highspot

NOVEMBER 7, 2019

Science backs this up: studies show that seven regions of the brain are activated when listening to a story , compared to only two regions when listening to data by itself. Using a visual and conversational presentation platform can help you bring your pitch to life and relate on an authentic level. Author Bio.

Strategic partnership 95

Strategic partnership Territory Pitch Sales 95

Veloxy

JANUARY 23, 2024

Localized strategies are central to field marketing, allowing it to resonate with specific communities and regions. Field marketing managers handle administrative tasks and provide regional marketing support for sales teams. They also formulate and implement regional demand generation strategies aligned with sales objectives.

Objectives and Key Results 130

Objectives and Key Results Territory Campaign Promote 130

Veloxy

NOVEMBER 22, 2023

Implementing effective territory management, managing sales pipelines , and using performance metrics and reports optimizes your sales team’s performance and ensures consistent meeting and exceeding of sales targets. Implementing Effective Sales Processes Efficient sales processes are the backbone of a high-performing field sales team.

Territory 130

Territory Objectives and Key Results Represent Drivers/motivators 130

Partners in Excellence

MARCH 13, 2019

” We all know, at least I hope we do, that focusing on the customer, their issues/opportunities, and how we help them achieve their goals, is much more effective than pitching our products. Yet, why do so many organizations fail to do this? Endless communication from marketing and product management about our products.

Product 123

Product Sell Territory Manufacturing 123

Hubspot

APRIL 4, 2019

Craft your elevator pitch. Craft your elevator pitch. Keeping your elevator pitch at the forefront of all strategic planning will remind everyone what you’re working toward and why. Some people believe the best pitch isn’t a pitch at all , but a story. Elevator pitch. Strategic Plan Template. Set a budget.

Strategic planning 100

Strategic planning Strategize Referrals Cross-sell 100

Openview

MARCH 7, 2019

Everything felt like it should have gone great – the prospect seemed interested in the meeting, they asked the right questions, your sales pitch was stellar. One misconception many salespeople have is that following-up stage officially starts after the sales pitch meeting. The Sales Pitch. What went wrong? Create Urgency.

Follow-up 103

Follow-up Meeting Pitch Sales 103

SaaStr

JULY 16, 2024

Putting together a pitch. They need to spend 20-50% of their time working the big fish in their territory, semi-prospecting into a list of named accounts. Demos, learning calls (what are next steps), selling to power, etc. Probably 20% is administrative/internal/non-revenue works for them. Working on / negotiating terms.

Cold Call 115

Cold Call Inside sales Commission Territory 115

Partners in Excellence

SEPTEMBER 4, 2012

What if we changed our sales approach to focus on the customer and how we create value, rather than pitching our products? What if we took the time to understand the key drivers and metrics within our territories, establishing metrics as guidelines to make sure we are on target? How would this impact our ability to achieve our goals?

Territory 106

Territory Drivers/motivators Pitch Pipeline 106

ConversionXL

SEPTEMBER 22, 2020

While rejection comes with the territory, you can do a few things to improve your chances of success. In this article, I share some best practices for guest blog prospecting, putting together a winning pitch, and creating content that editors love to publish. How to find the right blogs that will accept your pitch. Misleading.

Pitch 116

Pitch Follow-up Start-ups Campaign 116

Hubspot

MARCH 6, 2025

From there, I recommend that you refine your pitch to fit in 30 seconds, two minutes, and 10 minutes. So, dont be afraid to explore uncharted territory. Then, instead of soaking up their knee-jerk praise, encourage them to look for holes and opportunities to push back against your ideas.

Cold Call 50

Cold Call Networking Territory Up-sell 50