Hubspot

OCTOBER 17, 2024

Regions Telemarketing Etiquette Every Salesperson Should Know B2B vs. B2C Cold Calling Best Practices Stay Compliant, Stay Successful Is cold calling illegal? However, in some regions, there are strict regulations and guidelines in place to ensure that businesses respect the privacy and preferences of folks on the receiving end.

Cold Call 72

Cold Call Legal Territory B2C 72

SaaStr

APRIL 6, 2025

4 Unexpected Learnings from Databricks’ Sales Growth Machine Calendar scraping reveals top performers spend disproportionate time on new prospects – Databricks uses calendar data to track how their best AEs allocate time, discovering that overachievers focus on prospect development over existing accounts.

Growth 80

Growth Territory Teamwork Cross-sell 80

Martech

OCTOBER 21, 2024

Field marketing aligned incentives with their territory goals. Audience definition Different teams have different “customers” — prospects, partners and existing clients. But this time, we tried something new: nine months out, we gathered every team — from field marketing and web to PR, community and customer success. The result?

Strategize 112

Strategize Angle Territory Sports 112

Veloxy

JANUARY 18, 2023

Sales teams are increasingly adopting a digital-first strategy and focusing on connecting with prospects who tend to prefer self-directed buying tasks. Sales representatives engage in activities such as attending professional events or scheduling in-person meetings with prospects and existing customers. What is field sales software?

Territory 246

Territory CRM Represent Lead generation 246

Veloxy

JANUARY 2, 2024

Improve Lead Prospecting At the heart of successful sales efforts is lead generation. As such, improving your lead prospecting is a great way to enhance sales productivity. With the right people promoting your brand, you won’t have to focus on discounts to close prospects. This is why you should invest in sales training.

Product 246

Product Territory Objectives and Key Results Sales 246

Salesforce

DECEMBER 19, 2024

When you move on from a prospect who doesnt make a buying decision, it can feel like a loss or it can give you incredibly valuable information about your buyers, as you can draw correlations among opportunities that close without a decision. Your team can also gain insights from no decision at all.

Territory 97

Territory E-commerce Sales Drivers/motivators 97

Salesforce

DECEMBER 17, 2024

Of all the sales prospects in the market for your product or service, an ICP outlines the ones most likely to become paying customers. It informs everything from prospecting to qualification to pitching. Instead of wasting resources on broad outreach, they can zero in on specific industries, company sizes, or regions.

Prospecting 52

Prospecting Customers Territory E-commerce 52

Sales Gravy

FEBRUARY 18, 2025

Below, youll discover practical insights you can leverage to sharpen your competitive edgeregardless of what industry or region you sell intoand take advantage of these emerging trends. Elevated EfficiencyAI will eliminate many repetitive tasks, surface the best leads, track deal progress, and remind you when a prospect stalls.

Consult 81

Consult Territory Appointment Pitch 81

Hubspot

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.

Territory 83

Territory Cold Call SQL Campaign 83

Martech

OCTOBER 22, 2024

Lead scoring is crucial for tackling this challenge by ranking and assessing prospects’ readiness to buy. Incorporate engagement data for real-time insights Understanding engagement data is key to gauging a prospect’s interest and readiness to purchase. Consider tracking the following engagement data points.

Cross-sell 117

Cross-sell Lead generation GTM Territory 117

Iannarino

JULY 5, 2021

That said, in some industries or territories, clients may expect some personal rapport building before getting down to business. When you notice that delaying certain conversations causes you and your prospect problems, move those conversations forward. In other contexts, that same rapport building may cost you the opportunity.

Contact 342

Contact Clients Territory Conversion 342

Veloxy

JUNE 15, 2023

The role of an outside sales rep involves working without a fixed schedule and focusing on building and maintaining relationships with current and prospective customers. One of the greatest challenges faced by outside sales reps is prospecting for leads, which involves identifying potential customers.

Outside Sales 264

Outside Sales Objectives and Key Results Negotiate Territory 264

Veloxy

SEPTEMBER 29, 2021

Timesinks Waste Sales Reps’ Potential In sales, nothing matters as much as prospecting and closing. Researching prospects, sifting through huge swaths of data, and re-typing reports is NOT necessary. One way to balance workloads is to define each representative’s territory. Why waste that value?

Territory 342

Territory Represent Sales Lead generation 342

Martech

AUGUST 2, 2024

What region do they live in?” “Are The next time I call you with a prospect, remember that with the right information, you can assign value to this potential customer, which informs stakeholders and drives customer-centered strategies. You might say, “Assuming they are an adult in the U.S., Are they users of my product category?” “Are

Customers 111

Customers Gaming Territory Technique 111

Veloxy

NOVEMBER 29, 2022

Field Sales Engagement is the process of engaging prospects, leads, and customers in face-to-face meetings. Such a solution helps kickstart the effort to maximize face-to-face meetings weeks, if not months before a territory visit. This is especially true after a hiatus of sorts during Covid. Send Drip Campaigns.

Territory 246

Territory CRM Sales Contact 246

Salesforce

JANUARY 9, 2025

Sales training and enablement Sales representatives without the proper training and support can often struggle with effectively moving customers and prospects through the sales process. For example, a multichannel approach employs tactics such as email, phone calls, and social media to reach out to each prospect on their preferred channel.

Closing 98

Closing Represent Territory Lead generation 98

Veloxy

FEBRUARY 28, 2022

By using a field sales route planner, you can automatically save time with routes optimized to visit more customers and discover new prospects — and you can call, email, and update customer records within the same route planning app. It’s a favorite of Territory Managers who manage several field sales reps.

Territory 221

Territory Gambling Quota Commission 221

Tibor Shanto

JANUARY 11, 2022

But if you’re going to plan, there is more to it than Territory or Account Planning. I talk a lot about focusing on prospects’ Objectives. Sure, everyone has the goal of making quota, or improve prospecting, but the question is how? It is not enough to say, “I want improve my prospecting.” Objectives?

Territory 167

Territory Quota CRM Prospecting 167

Salesforce

OCTOBER 22, 2024

Attracting qualified prospects — companies that are a good fit for your product or services — is more important in B2B (business-to-business) sales than earning a large number of leads. This provides insight into a prospect’s needs so you can zero in on qualified buyers who are a good fit for your product or service.

E-commerce 86

E-commerce Territory Pitch Sales 86

Veloxy

JUNE 13, 2022

Managers can optimize territory management and prioritize field rep travel plans to shorten the sales cycle. Here are the most popular features of Salesforce Maps along with a corresponding testimonial: Territory Planning : Visualize your account location intelligence to optimize territory assignments—eliminating the need for spreadsheets.

Territory 182

Territory Price Appointment Technology 182

ConversionXL

APRIL 14, 2021

Like everything in the digital world, traditional prospecting is undergoing a big transformation. In today’s article, we’ll focus on one specific type of prospecting message and its uses—video. Inbound vs outbound prospecting. Outbound prospecting is any kind of approach to sales when you reach out to the customer.

Prospecting 141

Prospecting CTR Objectives and Key Results Cold Call 141

Martech

APRIL 14, 2025

Increased usage suggests a move toward more independent data use, which, while positive, is new territory. Sales team The sales team engages directly with prospects and customers to convert interest into revenue through tailored conversations and solutions. In our data, roles like sales manager and pre-sales manager are prevalent.

Territory 77

Territory Government Legal A/B testing 77

Veloxy

NOVEMBER 16, 2022

It’s likely that you have hundreds of unresponsive prospects. Complement territory visits. When you’re planning a trip to visit clients, use your field sales mapping software to build a list of unresponsive prospects nearby. Don’t forget about prospects! Pay attention to email tracking alerts.

Cold Call 246

Cold Call Territory Campaign Prospecting 246

Salesforce

MARCH 13, 2025

In addition, TAM can attract prospective investors because it shows your full revenue potential, with research and calculations to back up the opportunity. This makes TAM a valuable tool in sizing up new features and products. Back to top ) TAM, SAM, and SOM: What’s the difference?

Minimum Viable Product 100

Minimum Viable Product Strategic planning Territory E-commerce 100

Salesforce

APRIL 2, 2025

” The prospect is now in a sales cycle without realizing it. Faster sales cycles : When prospects can tactically engage with your product or service, they understand its value and impact immediately. Data-driven insights: Usage data provides insights into how prospects and customers interact with the product or service.

Product 85

Product Territory Sales Price 85

Partners in Excellence

AUGUST 30, 2022

As sellers, our job is to find or initiate new opportunities with customers in our territory. It may be with existing customers, helping them grow and expanding our relationship, it may be finding new “logos,” to expand our coverage in the territory. We prospect, qualify, and pursue opportunities within our territories.

Sell 128

Sell Territory Cross-sell Referrals 128

Tibor Shanto

SEPTEMBER 21, 2021

Think of it as being multilingual, they only speak one of the three languages spoken in their territory. This leaves them unable to engage in a meaningful way with folks in Awareness and Consideration. Unfortunately, the one spoken by the most aware and prepared buyers.

Cross-sell 287

Cross-sell Territory Contract Start-ups 287

Veloxy

DECEMBER 21, 2021

For example, this could be entering in the contact information of a new prospect at one moment, and manually prioritizing outreach at another. When we speak of Salesforce automation, we’re talking about the automatic processing of administrative tasks and manual sales tasks related to Salesforce.

Tradeshows 348

Tradeshows Contract Sales Contact 348

Veloxy

DECEMBER 28, 2023

The Role of an Outside Sales Representative An outside sales representative, also known as a sales rep, is responsible for conducting sales activities in the field through direct customer interactions, both with prospective and existing customers. Lead generation software is another vital tool for outside sales teams.

Outside Sales 242

Outside Sales Cold Call Represent Objectives and Key Results 242

SaaStr

MARCH 5, 2025

Codium implemented weekly pipeline generation days to make prospecting a team event, ensuring accountability and momentum. Territory Management & Segmentation With rapid expansion comes the need for effective territory planning. If you dont own your own outcome, youre going to struggle long term, says Graham.

Territory 74

Territory Drivers/motivators Quota Pipeline 74

Sales Hacker

NOVEMBER 4, 2020

We were trying to understand where we saw an early adoption of our technology and then compare that against our addressable market by region. The regions (and languages) that had the highest organic traffic, customer base, and large addressable markets made the first cut. In some cases, a rep was assigned to just one region.

Territory 126

Territory Launch Sales Up-sell 126

Martech

APRIL 11, 2025

This creates a new list of high-potential prospects to use in campaigns. Multi-account management for multiple lines of business Marketing teams at the large end of the SMB category often deal with multiple lines of business or create regional teams.

Territory 82

Territory Government Account management Contact 82

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 104

Territory Objectives and Key Results CRM Pitch 104

Salesforce

NOVEMBER 25, 2024

At Connections ’24 we announced that customers in the AMER region could access many of the features we were building out in Marketing Cloud Growth and Advanced Editions. This is currently available in AMER, EMEA, and LATAM, with more regions to follow early next year.

Cross-sell 64

Cross-sell Customers Territory Campaign 64

Tibor Shanto

JANUARY 25, 2022

The driving question being how do I take a territory from a 20% margin base, to 25%? How are they selling and negotiating with prospects? How deep are they going in discovery in helping prospects understand the full impact on their business? You should be upgrading your base as often as your phone. Margin Of Error.

Commission 157

Commission Territory Negotiate Quota 157

Sales Pop!

JUNE 10, 2022

Lack of preparation adds more stress to an already high-pressure task, but it also turns prospects off. They can tell when you’ve wandered into unknown territory. This could be when a prospect starts asking you personal questions or tries to pursue you romantically. It could also be when a prospect starts cursing at you.

Objectives and Key Results 218

Objectives and Key Results Sales Prospecting Construction 218

Sales Gravy

MARCH 11, 2025

Suddenly, she finds herself making all her own cold calls no marketing team, no pre-existing territory full of warm leads. And unlike her old deskbound clients, these new prospects are likely to be on a roof or at a job site when she calls. If you sound insecure or rushed, your prospects sense it. The lesson? Ill bring coffee.

Profit margin 58

Profit margin Cold Call Appointment Territory 58