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. These reps spend their days reaching out to prospects, qualifying them and building relationships by helping clients solve their business problems. Why Start with Inside Sales? .

Inside sales 232

Inside sales CRM Sales Pipeline 232

Heinz Marketing

DECEMBER 9, 2020

By Payal Parikh , Director of Client Engagement at Heinz Marketing. 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.

Territory 141

Territory Contract Campaign Clients 141

Partners in Excellence

SEPTEMBER 14, 2023

For example, an issue in 100% of the clients I work with is CRM compliance. Look at typical pipeline, deal, prospecting, territory, account reviews. For example, years ago, working with a major client, we found sellers had 9% of their time available for selling. We looked at one client.

Sell 152

Sell CRM Technique Up-sell 152

Salesforce

NOVEMBER 15, 2024

Here are a few of the most common paths SDRs may take: Account Executive: As the most popular next step in an SDR’s sales career, an Account Executive is responsible for building and maintaining relationships with clients to drive sales and achieve revenue targets.

Tradeshows 52

Tradeshows Drivers/motivators Territory Negotiate 52

Sales Hacker

DECEMBER 21, 2017

Sales Territory Assignment and Growth Forecasting. Allocation of Accounts and Sales Territories. Contract Lifecycle Management. Contract Management. Client Engagement & Outreach. Contract Lifecycle Management. Territory design. Customer contract life cycle management. Operations.

Territory 106

Territory Non-Profits Contract Quota 106

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 96

Go To Market GTM X-functional Territory 96

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 112

Customers Territory Strategize Inside sales 112

Partners in Excellence

NOVEMBER 16, 2012

It was difficult for small to mid-sized companies to move beyond their home regions. In working with our clients, we’ve discovered a few things: Are you ready to expand out of your home country? ” Most executives underestimate the amount of management time and attention required to successfully launch in a new region.

Territory 105

Territory Launch Legal Start-ups 105

Search Engine Land

OCTOBER 17, 2023

Clients always love seeing insights about how they stack up against their rivals. There are a few standard, check-box steps SEOs take for competitive research, plus a few less orthodox methods that have proven useful for me and my clients over the years. Consider a blog on why {client} customer service is key to their growth.

Angle 117

Angle Strategize Strategic planning Territory 117

Partners in Excellence

MAY 5, 2015

Several years ago, we assessed how sales people for a very large client were spending their time. As we looked at this particular client and others, we found two major thing impacting time available for selling. It could be the sales manager wanting to know the status of deals, the pipeline, the territory, whatever.

Territory 118

Territory Contract Up-sell Meeting 118

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 104

Territory Education Contact CRM 104

Sales Hacker

JUNE 10, 2020

An increasing number of our clients are coming to us and telling us they can’t sell to C-suite because it’s too difficult. We have seen this ‘validation’ step be very successful with many clients. And that’s simply not true. While it has never been easy to sell to the C-level, there are several tricks you can use to make it easier.

Sell 103

Sell Territory Contract Contact 103

Salesmate

JULY 9, 2020

Maybe they’re targeting potential customers in the wrong industry or trying to sell in a territory that is a captive market for another brand. After all, it’s essential to understand how much of the gross revenue from a contract actually ends up in the company bank account. Deduct the total expenses incurred from the value of the deal.

Pipeline 121

Pipeline Contract Sales Territory 121

Salesforce

FEBRUARY 3, 2025

You’re not selling tools or closing contracts; you’re offering solutions and building partnerships. They’re like a relationship architect that manages accounts, works to understand client needs, and addresses concerns. Annual contract value (ACV) The average annual revenue generated per customer contract.

Objectives and Key Results 52

Objectives and Key Results Pipeline Cross-sell SQL 52

Martech

OCTOBER 7, 2021

Before the pandemic, many marketers had already been accustomed to working on initiatives that involved collaboration with people outside their own offices since many brands operate across regions or around the globe. Improved coordination with clients and other stakeholders. Digital asset management and file sharing.

Education 131

Education Clients Territory Follow-up 131

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

Martech

APRIL 14, 2023

From there I started dabbling in website design and HTML pages and that evolved into contracted work to build websites mostly using WordPress. Then there’s silos and the territorialism of data in marketing. [An All this is doable and much better than what I’ve faced in other jobs. Q: Such as?

Territory 102

Territory Education Contract Consult 102

Sales Hacker

MAY 9, 2019

Create a 2-Page Contract and Get Mutual Commitment [TEMPLATE PROVIDED]. I usually recommend my clients consult with a local recruiter if they’re unsure of the expectations of the job market. This is a common situation with today’s sales organization as the cost of acquiring a client have shot up radically.

SQL 110

SQL Commission Customers Non-Profits 110

Hubspot

APRIL 2, 2018

Do you have any questions about the contract?". Contract questions. Never comment on a contract or proposal over email. Do you have any questions about the contract?”. It might be because another rep is handing off the deal, there’s been a territory change, or the deal has closed and an account manager is taking over.

Prospecting 101

Prospecting X-functional Contract Cross-sell 101

Hubspot

APRIL 4, 2019

What is your company’s mission and how do you explain it to potential clients in 30 seconds or less? If one of your goals is for 5% of monthly revenue to come from upsells or cross-sells , make this goal specific by identifying what types of clients you’ll target. Client satisfaction. Set a budget. Identify your target customer.

Strategic planning 100

Strategic planning Strategize Referrals Cross-sell 100

Salesforce

SEPTEMBER 29, 2021

As the general manager of the Fintech Association of Hong Kong , I know pandemic-related lockdowns and social distancing criteria imposed on various countries have posed challenges for client engagement and deal flow pace. This prolonged period of virtual arrangements may limit building client relationships through face-to-face interactions.

CRM 98

CRM Clients Drivers/motivators Appointment 98

Hubspot

DECEMBER 12, 2017

SaaS sales is the process of selling web-based software to clients. Salespeople focus on acquiring new customers and upselling or retaining current clients. It’s awarded based on monthly recurring revenue (MRR) or annual contract value (ACV). Some organizations wait for new clients to submit payment before awarding commission.

Commission 101

Commission Contract Sales Price 101

Hubspot

MARCH 6, 2025

After a few years, a happy client took me on full-time, and Ive been working in sales and marketing for other organizations ever since. Sales Whether youre trying to convince a company to sign a seven-figure contract or you want your CTO to scrap a half-baked feature, so many outcomes are determined by your ability to sell.

Cold Call 50

Cold Call Networking Territory Up-sell 50

Understanding the Sales Force

MAY 9, 2014

Ignored in all of these articles are those clients and companies that sell through channels. They think your contract is unfair. Understanding the Sales Force by Dave Kurlan When most sales bloggers write about selling, we almost always discuss direct B2B sales. In these cases, the channel salespeople function more like coaches.

Retail 90

Retail Territory Manufacturing Contract 90

Highspot

APRIL 1, 2025

You can experiment with negotiation tactics and tackle tough conversations without worrying about peers or clients observing every misstep. What it looks like: Scrambling to make a quick call using competitor data and uncertain margins, all when a client expects an immediate answer.

Objectives and Key Results 52

Objectives and Key Results Sell Objection handling Negotiate 52

Sales Hacker

OCTOBER 14, 2020

I want my people to sell to our clients the same way you’ve been selling to me for the past hour.”. We learned that our new approach to selling was not only effective, but it felt natural, kept us at ease, and generated a compelling trust with our prospective client. Raising a Client’s DQ. He was direct, honest, and articulate.

Sell 127

Sell Clients Sales Consult 127

Understanding the Sales Force

OCTOBER 23, 2012

Last week I spent 90 minutes with another client (8 people from Operations, sales, customer service, and marketing) showing them how CRM could be the answer to their inaccurate forecasts and pipeline reports. CRM is too difficult to customize. That shouldn't be necessary. You should do the same thing with CRM!

CRM 86

CRM Pipeline Territory Contract 86

SaaStr

MARCH 17, 2020

Learn from Talkdesk SVP of Client Services how to build a Customer Reference Program. Gillian Heltai | SVP, Client Services @ Talkdesk. I’m the senior vice president of client services at Talkdesk. Without considerations and principles Customer Reference Programs can falter. Want to see more content like this?

Clients 75

Clients Service Customers Start-ups 75

Hubspot

AUGUST 30, 2017

Faced with an almost-impossible copywriting task, he rose to the occasion to solve a huge problem for his client, Lucky Strike. Seeing its plans to launch yet another gym in the greater Boston region, an outsider might have called the Harrington family a wee bit crazy.

Angle 101

Angle Territory Launch Contract 101

criteria for success

JANUARY 8, 2020

Depending on your company, you’ll want to also target based on company criteria like territory or location, company size, as well as individual criteria like job title and team size. Because lists tend to be hefty, it’s also a good idea to document lead owners or even assigned territories. Lead Assignment. Opportunity Management.

Process 69

Process Territory Lead generation CRM 69

Hubspot

MARCH 28, 2018

We use SurveyMonkey to send automated client satisfaction surveys. Each response is tied to the client's contact record in HubSpot, making it extremely easy to track, analyze, and trigger different marketing workflows depending on the survey results.” How you could use it: Set up a regional prospect event.

Growth 78

Growth Contract Contact Territory 78

Martech

JULY 25, 2023

Before the pandemic, many marketers had already been accustomed to working on initiatives that involved collaboration with people outside their own offices since many brands operate across regions or around the globe. Improved coordination with clients and other stakeholders. Digital asset management and file sharing.

Territory 98

Territory Contract Clients Follow-up 98

Search Engine Land

FEBRUARY 15, 2024

They’ve worked with hundreds or even thousands of clients in many industries. And, because SEO agencies work with many clients, they avoid the tunnel vision that an in-house SEO can be vulnerable to. Sometimes, the client business handles the proposed changes; other times, the vendor can do it for you. So there’s less guesswork.

Consult 116

Consult Clients Engineering Technique 116

Sales Hacker

DECEMBER 4, 2020

If you have fewer clients, the risk of churn is higher than if you have a larger client base. For example, if every one of your prospects is in the contracting phase, that may overwhelm your legal team. Number of Deals: The total number of deals that contributed towards the close. An Example Sales Dashboard.

Pipeline 136

Pipeline Cross-sell CRM Sales 136

Search Engine Land

SEPTEMBER 11, 2023

For instance, if you're in security contracting, arms, nuclear, or other industries with low demand or high barriers to entry, you don't have to worry about optimizing your website for search engines. Maybe you sell custom-made jewelry for weddings and only work with a few clients per year. Then, you might not need SEO as much.

Niche 139

Niche Engineering Promote Territory 139

Sales Coach Dew

SEPTEMBER 27, 2022

Your client might have said “not now” or “maybe later,” but you chalked it up as a loss and moved on. We feel a little sore about not getting their business, but part of us assumes the client had some good reasons for awarding the project to someone else. Tip: Don’t Forget Past Clients. Here’s the thing— time changes everything!

Prospecting 52

Prospecting Territory Contract Follow-up 52

Sales Hacker

FEBRUARY 2, 2021

This will give you the annual contract value. Since enterprise sales typically have a long sales cycle, you do not want to waste too much time on leads that won’t eventually become enterprise clients. It’s crucial for sales teams to follow up with clients. Contract Size: 5 years, high six figures. Value theory.

Niche 113

Niche Closing Process Government 113