Closing Bigger

SEPTEMBER 18, 2023

This sales podcast episode is focused on shifting our sales performance management from tactical to strategic. Although there are dozens of strategic shifts we can make, today we are focused on three key levers that can impact your personal and organizational sales performance.

Strategize 116

Strategize Sales Pipeline Non-Profits 116

Martech

SEPTEMBER 16, 2024

The answer is in understanding the unique challenges and opportunities each function faces and positioning martech as a strategic enabler. The role of a martech COE in driving strategic alignment Every organization is different. Sample goals: Host 10 regional events to generate new sales opportunities.

Go To Market 63

Go To Market Objectives and Key Results A/B testing Territory 63

Veloxy

JUNE 13, 2022

Making up for lost time and revenue is no easy task. Managers can optimize territory management and prioritize field rep travel plans to shorten the sales cycle. We use it for territory management and visualizations. It also helps solve strategic questions around where to hold events and different concentrations of customers.”

Territory 182

Territory Price Appointment Technology 182

Hubspot

APRIL 4, 2019

It’s usually confused with sales , often overlooked, and only sometimes given the strategic focus it deserves. Pull up a chair and stay awhile, I’m diving into that and more below. Strategic Plan. Strategic Plan Template. Pick the most salient points from your strategic plan and list or summarize them here.

Strategic planning 100

Strategic planning Strategize Referrals Cross-sell 100

Sales Hacker

AUGUST 7, 2020

Regional Vice President of Sales. Regional Vice President of Sales. Social Centered Selling. Regional Vice President of Sales. Regional Vice President, Commercial Sales. Regional Vice President. Manager Strategic Partner Development for the Americas. Vice President of Strategic Sales, Quip.

Territory 131

Territory Presentation Strategic partnership Inside sales 131

Veloxy

DECEMBER 28, 2023

However, if you’re considering a transition to outside sales or simply want to elevate your field selling game, you’re in the right place. and embark on this journey to master the art of field selling together! Get Your Free Ebook Key Takeaways Outside sales is the practice of selling through direct, in-person interactions.

Outside Sales 242

Outside Sales Cold Call Represent Objectives and Key Results 242

Sales Hacker

AUGUST 25, 2021

We started getting emails like these: Best of all, our reps got out of the spreadsheets and back to what they do best: selling! Only automate follow-ups, 1-2 nurture emails, and the final break-up/referral email. The only fully automated emails were follow-ups, 1-2 nurture emails, and the final break-up or referral emails.

Strategize 113

Strategize Referrals Territory Follow-up 113

Highspot

JUNE 1, 2022

The Strategic Enablement Framework is the definitive model to drive rep behavior change at scale and accelerate business growth. “With the Strategic Enablement Framework, and our technology that supports it, enablement leaders have a powerful combination to unlock rep success in any selling environment.”

Strategize 98

Strategize Government Pitch Territory 98

Gong.io

DECEMBER 15, 2022

The value of sales territories isn’t lost on most sales leaders (and if it is, we’ll clarify that shortly). The problem is making your sales territory planning fair without swallowing up your time. . What is sales territory mapping, and why is it important? What is sales territory mapping, and why is it important?

Territory 62

Territory Cross-sell Sales Non-Profits 62

Salesforce

SEPTEMBER 19, 2023

If sales reps are your army, then sales territory mapping is your battle plan. But drawing a map is often a manual and time-consuming process, making it difficult to keep up with changing economic circumstances. This guide walks you through how to design and optimize your sales territory map. Your business can’t afford to wait.

Territory 59

Territory Objectives and Key Results Drivers/motivators Sales 59

Sales Hacker

APRIL 27, 2020

Especially when the job covers so much territory. That means you need to align both up and down — understanding the problems of people at every level and finding ways to help them all reach their goals. Sales enablement best practices will get you started, but you need to be able to think strategically. Stephanie Middaugh , Sr.

Strategize 104

Strategize Government Objectives and Key Results Sales 104

Sales Hacker

DECEMBER 9, 2022

Start your sales planning efforts with account segmentation to fill your territories with fruitful opportunities and increase your sellers’ ability to hit quotas. Consider new territory rules that reflect changes in the market (and your business). Related: Your Territory Model Is Hurting Attainment. Territory profiles .

Territory 120

Territory Quota Strategic planning Sales 120

Sales Hacker

FEBRUARY 20, 2023

Land and expand” is a selling tactic that starts with landing a small deal with a new account or organization. Through a strong relationship and proven results, that first deal turns into more sales and increased revenue as you continue to sell across the company. The next step is to carve out “land and expand”-friendly territories.

Cross-sell 116

Cross-sell Sell Territory Up-sell 116

Veloxy

JULY 14, 2023

Improved Productivity : Streamlined routes enable sales reps to focus on selling rather than getting lost or wasting time on inefficient routes, leading to increased sales productivity. Embrace the power of a sales route planner that combines strategic planning, expanded sales opportunities, and valuable insights. Curiosity Strikes?

Territory 130

Territory Gaming Drivers/motivators Sales 130

Salesforce

OCTOBER 29, 2024

Like other sales approaches, the goal of door-to-door sales is to establish a relationship with a customer, upsell , cross-sell, and close more deals. The five-step, door-to-door sales process includes prospecting, approaching, presenting, closing, and following up. You convert them into customers by closing the deal.

Objectives and Key Results 52

Objectives and Key Results Territory E-commerce Pitch 52

SaaStr

JUNE 9, 2021

I think you’ll pick up at least one good idea or improvement. — Jason, ed. Here is how we did it: Eliminated Traditional Territories. And here is why: You have no idea what the territories are worth. At HackerRank, they had a traditional enterprise territory model. You don’t have enough data.

Territory 115

Territory Sales Growth Inside sales 115

Gong.io

DECEMBER 5, 2022

It’s your job to lead your team through the trenches and give them direction so they’ll know which markets or territories to target and how best to attack. That’s why having a strategic sales plan is vital. What is a strategic sales plan? Strategic sales focus on relationship selling or using a consultative approach.

Strategize 62

Strategize Sales Quota Pipeline 62

Partners in Excellence

JANUARY 15, 2021

But I love selling, I love working accounts and doing deals. We need to think beyond the classic individual contributor, front line manager, second line manager, and so on up the food chain. There are all sorts of things for us to think about: We can give them more responsibility and bigger territories.

Territory 112

Territory Up-sell Strategize Sell 112

Hubspot

APRIL 4, 2018

But, sometimes, channel partnerships are disrupted by other dealers who sell their product direct to consumer. Good channels will open your up business to new sales opportunities. This might involve resellers earning a commission on your product or strategic partners bundling in your software with their own.

Territory 101

Territory Commission Contract Strategize 101

Hubspot

MARCH 7, 2018

Upsell/Cross-Sell Rates. How are your salespeople contributing to the expansion of your business in their given territory? Share this data with your team so they can see how they stack up against other reps. Upsell/Cross-Sell Rates. KPIs for Sales Managers. New Leads/Opportunities. Client Acquisition Rates.

Territory 101

Territory Cross-sell A/B testing Promote 101

Sales Hacker

DECEMBER 21, 2017

Sales operations refers to the unit, role, activities and processes within a sales organization that support, enable, and drive front line sales teams to sell better, faster, and more efficiently. But perhaps more than anything else, sales operations brings a system to selling. Sales Territory Assignment and Growth Forecasting.

Territory 107

Territory Non-Profits Contract Quota 107

Hubspot

OCTOBER 20, 2021

Take a strategic approach to scaling your sales team, and make smart hiring decisions that will benefit your organization for years to come. Overpopulating Territories. That means more room for error — particularly when it comes to misallocating staff or accidentally overpopulating your existing territories.

Territory 91

Territory Objectives and Key Results Quota Sales 91

Martech

JUNE 23, 2022

Swiftcurrent Lake in the Many Glacier region at Glacier National Park. To kick off the vendor selection and onboarding process, Xanterra established a core team of about 15 individuals made up of leaders from every brand in their portfolio. It was new territory for us.”. Image provided by Xanterra. Processing.Please wait.

Territory 104

Territory Customers Hospitality Cross-sell 104

Salesforce

SEPTEMBER 19, 2023

You draw it up in January — “Whew, I’m glad that’s done!” — and everything goes as you planned. A competitor launches a new product, an analyst switches up their report, and your best sales rep quits. Plan faster to sell more What is a sales plan? Second, it sets you up to adapt fast to changing business and market conditions.

Territory 104

Territory Quota CRM Customer Relationship Management 104

Partners in Excellence

APRIL 28, 2013

We know the importance of selling internally. We get the programs and products we need to better penetrate our territories. Selling internally is critical to our success and ability to accomplish things. To accomplish what they want, they have to sell internally. They were the people he had to sell.

Sell 127

Sell Territory Trust Up-sell 127

Hubspot

FEBRUARY 7, 2018

Depending on the organization, that may mean identifying and reaching out to potential good fits, answering requests for more information, following up with prospects who downloaded content, prospecting on LinkedIn and other social networks, and more. You’ll be moving around constantly: Around the city, region, state, country, or even world.

Territory 101

Territory Commission Outside Sales Account management 101

Salesforce

OCTOBER 22, 2021

It helps sales reps focus on what they do best: selling. Sales operations teams free up time and energy. I want salespeople to have their feet on the street selling,” said Lauren Hughes, the head of Sales Operations and Strategy at Attentive , a mobile messaging platform. “I Make sure your reps are focused on selling.

Territory 98

Territory Strategize Sales Healthcare 98

Veloxy

MAY 3, 2022

Helps your sales team spend more time on the selling activities that produce revenue. Helps perfect your sales process in order to sell more. In addition to helping sales team’s accelerate sales, Veloxy also helps optimize sales enablement by maximizing selling efficiency. Helps perfect your sales process in order to sell more.

Sell 182

Sell Cold Call Tradeshows Cross-sell 182

Hubspot

MARCH 13, 2025

And even with revenue up in 2024 , reps are still struggling to meet their sales goals. This begins at the sales rep level but can become an enterprise-wide problem when sales staff, from reps up to SVPs, focus on their year-to-date (YTD) positions against quota. Why are revenue targets so hard to hit? Getting stuck on YTD sales.

Meeting 66

Meeting Pipeline Quota Sales 66

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. Managing a team is a considerable undertaking.

Objectives and Key Results 130

Objectives and Key Results Territory Campaign Promote 130

Partners in Excellence

OCTOBER 14, 2015

Most organizations have found they need to leverage some form of partner or channel to reach all the potential customers, maximizing their ability to sell and grow. We know we need to help our people develop and execute their territory, account, and deal strategies. We invest in tools, process, methods, programs for our own people.

Territory 107

Territory Manufacturing Inside sales Strategize 107

SaaStr

JANUARY 31, 2022

Adding C-level engagements and cross-departmental selling will lengthen your sales cycle but it will provide you with customers who stick and an increased average transaction size. Once you’ve got a great team in place it’s time to think about how you can be strategic with those team members. Territory Development.

Territory 98

Territory Cross-sell Quota Networking 98

Salesforce

APRIL 7, 2022

While it’s tempting to go full steam ahead to capture your global potential, it’s important to be strategic. In my experience, it’s most effective to first target a small number of strategic, high-potential growth countries. Will the item price be the same across regions? to keep in mind.

Minimum Viable Product 94

Minimum Viable Product Territory Launch Strategize 94

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. Field sales is the process of selling products and services outside of an office setting, often in a face-to-face manner.

Territory 130

Territory Objectives and Key Results Represent Drivers/motivators 130

Sales Pop!

SEPTEMBER 19, 2022

In selling, though, our quarterly view of the world focuses us keenly on the closing of Q3 and the start of Q4. Before you pick up the phone or hit the keypad, stop. The most meaningful thing to understand in serving clients, especially at this time of year, are the four most important words in selling – “It’s not about you”.

Government 130

Government Clients Territory Referrals 130

Heinz Marketing

FEBRUARY 26, 2021

Here at Heinz Marketing, our typical clients sell their products or services to other companies in the private sector, hence our specialty in “B2B marketing”. It became clear that the only way to wrap my head around this task was to switch my typical top-down way of thinking about the buying committee to a bottom-up approach.

Government 127

Government X-functional Angle B2B 127

Martech

APRIL 19, 2024

Many brands, such as those in the home services industry or a local grocery chain, market to specific locations, cities or regions. Local campaign costs are lower, enabling brands to invest strategically within targeted locales. There are also national brands that want to expand in specific local markets.

Retail 117

Retail Campaign Strategize Strategic planning 117