Sales Hacker

JUNE 26, 2019

Everyone seems to be an expert these days on getting referrals. It seems that every blog on the block right now has an article on how to ask for referrals or build a referral program. A solid referral program is not built on a foundation of getting. And it all starts with something I call the Referral Machine.

Referrals 83

Referrals Gaming Territory Cold Call 83

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 129

Sell Territory Cross-sell Referrals 129

Score More Sales

MARCH 13, 2014

It is not enough in selling anymore to just show up and be effective at working a sales territory. The post How a Referral Plan Gave a Seller 2 Big Deals appeared first on Score More Sales. You need to plan, strategize, and prepare for success. Increase Opportunities. Expand Your Pipeline. Close More Deals.

Referrals 95

Referrals Territory Pipeline Niche 95

SaaStr

AUGUST 24, 2022

Toast’s rep productivity is flat, and its average tenure is down, but a big chunk of this is due to territory expansion. As reps get better at selling in a new territory, efficiency and productivity. 20% of new customers / locations come from referrals. 20% of new customers / locations come from referrals.

Territory 131

Territory Referrals Growth Price 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. What are some effective prospecting strategies for outside sales representatives?

Outside Sales 242

Outside Sales Cold Call Represent Objectives and Key Results 242

SaaStr

NOVEMBER 3, 2023

More Territory Per Rep Doesn’t Mean More Sales Was Toast methodical in the way they segmented or rolled out nationwide? The folks on the sales and marketing teams helped think through the rollout process, from resourcing to territory planning. How you design territories and where you put people is incredibly important.

Growth 107

Growth Territory Referrals Customers 107

SaaStr

AUGUST 21, 2024

Shrinking Territories, Increased Quotas Lead to Improvements in Sales & Marketing Costs A lot of sales reps won’t like to see this, but Toast got more efficient by forcing its sales reps to be more productive from smaller territories. And a few other interesting learnings: #6. 13% Market Share in U.S.

Territory 121

Territory Referrals Growth Quota 121

Partners in Excellence

AUGUST 25, 2014

We talk a lot about account planning, particularly if our “territory” is one or a few large accounts. How can we leverage referrals from our current customers within the account? Prospecting within the account is no different than prospecting within the territory–except the account may be our territory.

Territory 119

Territory Cross-sell Strategize Account management 119

Partners in Excellence

MARCH 18, 2015

I’ve wondered why a sales person with a Small and Medium Business Territory in St. We reap the benefits of this brand building and thought leadership in growing the results we and our customers achieve, growing our “following” through strong referrals made by our customers to others in the community or industries.

Territory 113

Territory Trust Account management Referrals 113

Salesforce

MARCH 31, 2025

How many current customers offered referrals? Focus on small wins Alexine Mudawar CEO, Women in Sales “Focus on the small wins that lead to the bigger wins. How many connects did your team have today? How many deals progressed to the next steps? Tracking revenue is great, but there are smaller moments in sales worth celebrating.

Drivers/motivators 64

Drivers/motivators Quota Territory E-commerce 64

Hubspot

DECEMBER 21, 2018

Favorite line : A high-touch broker known for his extensive market knowledge and his unmatched devotion to clients, Rene's success is based almost exclusively on positive referrals. This excellent service results in repeat customers and referrals. He/she/they] have extensive knowledge and experience in [your region/market].

Real Estate 99

Real Estate Clients Territory Referrals 99

Martech

APRIL 15, 2024

There are many possibilities, depending on the human user’s industry and main objectives: Before we start, in addition to your other context, you manage marketing programs for a regional fitness gym chain. Context) You manage marketing programs for a regional fitness gym chain. Tone) Please keep answers simple.

Territory 103

Territory Referrals User Experience Conversion 103

ConversionXL

OCTOBER 9, 2014

This kind of GeoTargeting is exactly how the Harlem Globetrotters were able to customize their hero shots & product banners to increase ticket referrals by 2x. To do this, you must first set up the First Visit – [enter month] segment (which is useful for a great deal of other things) then navigate to the Referral Traffic > T.co

Referrals 119

Referrals Real Estate Territory Cross-sell 119

SaaStr

JANUARY 9, 2023

Word-of-mouth and referrals still come in. Just make sure you have a plan later that same year to recapture that lost territory. The ones that searched you out. And their CAC is basically $0. Assuming you treat your customers well. Concentrating leads in top sellers keeps deals closin g. At least give them the most budget you can.

Strategize 132

Strategize Territory Referrals Quota 132

Score More Sales

MAY 27, 2013

In past posts I’ve talked about how your social footprint is your 365 day per year, 24×7 online trade show where your buyers and potential referral partners can learn about you on their own schedule. I say this because most sellers do not have an actual referral partner growth strategy. Gain Insight.

Inside sales 92

Inside sales Referrals Niche Territory 92

Hubspot

APRIL 4, 2019

Once you have a “draft” budget, check it against other businesses in your industry and region to make sure you’re not overlooking or misjudging any numbers. If referrals will be pivotal to your business’ growth, consider at which stage of the buying process your BDRs will ask for referrals. Outreach strategy.

Strategic planning 100

Strategic planning Strategize Referrals Cross-sell 100

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

MARCH 12, 2020

Essentially, achieving your goals is only possible with a full roster of sales reps who know their territories and are ramped to full productivity. Examine what factors are causing open territories in the first place. Is the territory just not capable of achieving that quota? Is it unrealistic sales quotas?

Territory 98

Territory Quota Referrals Commission 98

ConversionXL

SEPTEMBER 1, 2020

This process reveals areas of opportunity for optimization: Better ad targeting and lower CACs by focusing on specific product and brand recommendations or in specific regions for a certain RFM customer. The Referral phase. Here’s a crash course on how to get the most from referral marketing. CVO is an evergreen process.

Customers 132

Customers Referrals Campaign A/B testing 132

Hubspot

JANUARY 9, 2018

If you have territories, assign a sub-goal to each. Here are a few examples: Objective: Increase referral rates by 30% this quarter. Here are a few examples: Objective: Increase referral rates by 30% this quarter. Run three-day referral techniques workshop. Hold sales contest for referral sales.

Referrals 101

Referrals Commission Price Quota 101

Partners in Excellence

AUGUST 19, 2019

Most every sales person I know has some sort of defined “territory.” ” It may be a few accounts, it may be a geographic region, it may be customers/prospects within a certain industry or market. What does it mean to build our reputations within our territories? Building our reputation, is important.

Territory 67

Territory Represent Networking Referrals 67

SalesforLife

JUNE 27, 2019

In fact, because they have a defined timeline and a distinct call to action, events are one of the ways that create the greatest triggers (referrals, insights, and competitive intelligence). If you read our blog, you know that account executives are responsible for building TAM maps for their particular geographic territory.

Campaign 95

Campaign Referrals Pipeline Territory 95

Women Sales Pros

FEBRUARY 3, 2020

The first e-book, which is downloadable (simple gated page) is called Opening Doors to Sales Opportunities.

Conversion 86

Conversion Territory Referrals Sales 86

SaaStr

JANUARY 31, 2022

I actively diversify my network via meetups, introductions, and asking for referrals. Territory Development. How are you measuring this for territory development? How do you balance this across territories? You need to have the people already in place when you’re looking to hire for senior account management.

Territory 98

Territory Cross-sell Quota Networking 98

Sales Hacker

AUGUST 25, 2021

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. After a year, we even made separate sequences by region and region-specific delivery schedules.

Strategize 113

Strategize Referrals Territory Follow-up 113

Salesforce

APRIL 7, 2022

Include referrers and social media signals in these markets. Identifying popular social channels in the region you’re targeting is a key factor in localization. Identifying popular social channels in the region you’re targeting is a key factor in localization. Will the item price be the same across regions?

Minimum Viable Product 94

Minimum Viable Product Territory Launch Strategize 94

SaaStr

SEPTEMBER 20, 2021

Or a regional VP of Sales? Referrals and second-order revenue works much better when you are present. ARR in a geographic area, if you can hire someone strong to be the GM of that geo, or a hands-on regional VP of Sales, make the hire. You have to talk about it. Hire someone. Who do you hire? Someone from here? Or there?

Territory 88

Territory Referrals Inside sales Up-sell 88

ConversionXL

MAY 11, 2013

Using a legacy phone number system like we were talking about before, you could generate multiple phone numbers to efficiently test things like which regions produce the best leads, 800 numbers vs local numbers, and of course, which copy produces the higher click through rates. Target Phone Numbers By Region On Landing Pages.

Commission 116

Commission Territory Objectives and Key Results Tradeshows 116

Martech

FEBRUARY 22, 2024

Whether taking advantage of user-generated content, implementing geotargeting for specific regions or crafting hyper-personalized messaging, you can benefit from adopting innovative tactics that align with the unique characteristics of their niche markets.

Niche 125

Niche Territory Education Referrals 125

Sales Pop!

SEPTEMBER 19, 2022

Another popular bit of advice is “Ask for referrals” and, of course, every Top 5/10/20 blog post includes the news flash to “Conduct account business review meetings”. So, towards year-end, it’s critical to engage with your channel partners for territory and account planning. Whatever your percentage is, it’s probably significant.

Government 130

Government Clients Territory Referrals 130

Sales Hacker

DECEMBER 18, 2017

They filter requests based on referrals from a trusted source (people who work for them or peers they respect). Don’t drop names of competitors or reference industry trends that are not relevant to my region or business. Referrals are the fastest way to revenue. They are NUMB to all the outreach being projected at them.

Sell 111

Sell Referrals Trust Cold Call 111

Score More Sales

JANUARY 4, 2013

But I also had sales leaders who just raised the number by a percentage every year, not taking into consideration changes in the market or in opening up a new territory. Number of qualified strategic or referral partners that you talk with. What has always motivated me are activity goals.

Territory 89

Territory Appointment Referrals Outside Sales 89

Sales Hacker

JULY 16, 2020

Top of funnel: Stop cold calling, get a referral. I’ve met countless sales professionals who hold recurring meetings with reps from partner companies who cover the same territory. Cold outreach heads straight to the archive bin, but warm referrals get in the door and get you that crucial first demo.

Pipeline 124

Pipeline E-commerce Cross-sell Referrals 124

Hubspot

SEPTEMBER 25, 2014

The three different elements you can target are Country IP address, device type, and traffic referral source. Even if you are a multi-national company, you can act like a local by serving localized content that is relative to that particular region. So why is this so exciting?

Referrals 78

Referrals Territory User Experience Sales 78

Partners in Excellence

AUGUST 28, 2014

Sometimes we just let it go, thinking, it’s better to have someone in the territory, getting whatever business they can, even though it’s not what they should be doing. Sometimes we just let it go, never taking action, making excuses because we are busy doing other things, letting the situation persist.

Territory 108

Territory Referrals Customers Sales 108

Partners in Excellence

MARCH 20, 2019

” As sales people we learned it was our job to figure out how to do this in each of our territories. The opportunity loss is actually probably greater when you take into account future growth or referral value, etc.). Whether we choose “better” or “more,” it’s important to know where to start.

Pipeline 111

Pipeline Territory Manufacturing Referrals 111

Hubspot

DECEMBER 27, 2019

Are they located in a specific geographic region? Ask for referrals. If you already have satisfied clients from previous projects, don’t be afraid to ask for a referral. Attending events where your ideal clients are is a great way to make connections quickly — which can lead to clients and referrals.

Consult 87

Consult Clients Niche Referrals 87