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

Score More Sales

JULY 7, 2014

Do you have a strategic prospecting plan or will you just “wing it” again, like you often do? Selling is a profession, and it is an admirable profession that deserves your mindful and thoughtful approach to growing your territory. It lobs you into the realm of becoming a trusted adviser or partner. Close More Deals.

Strategize 88

Strategize Prospecting Territory Pitch 88

Veloxy

DECEMBER 28, 2023

Effective communication enables salespeople to form strong relationships with customers and colleagues, fostering trust and transparency. This level of personal connection helps to establish trust and rapport, making the sales process smoother and more successful.

Outside Sales 242

Outside Sales Cold Call Represent Objectives and Key Results 242

Sales Hacker

MARCH 10, 2021

Clearly inform recipients: Create a communication process whereby managers explain how quotas were set and help reps strategize to overachieve. Pros: An extremely detailed quota deployment methodology that cultivates trust between sales and management because they are involved in the deployment process. territory-specific data points.

Quota 126

Quota Territory Profit margin Growth 126

Sales Hacker

APRIL 27, 2020

Especially when the job covers so much territory. Sales enablement best practices will get you started, but you need to be able to think strategically. Set priorities based on the org’s strategic objectives. Become a strategic partner. But it supports a key best practice, and that’s to be seen as a strategic partner.

Strategize 104

Strategize Government Objectives and Key Results Sales 104

Partners in Excellence

AUGUST 25, 2014

We talk a lot about account planning, particularly if our “territory” is one or a few large accounts. Generally, we wrap a lot of nice words around the reasons we do account planning: Develop deep and trusted relationships in the account. Become a strategic partner. Grow the account.

Territory 116

Territory Cross-sell Strategize Account management 116

Hubspot

OCTOBER 16, 2024

This allows your team to focus on core business activities such as product development , strategic planning , and customer service. If you’re outsourcing to a provider in a different region or country, cultural differences may need to be considered to ensure effective communication and understanding between sales rep and customer.

Cold Call 73

Cold Call Sales Price Campaign 73

Sales Hacker

FEBRUARY 13, 2018

The SEAL SDR approach is simple but unique: create an elite team of your top reps (in this case SDRs) to execute strategic missions on behalf of your business. Identify your high-performing Account Executives and strategically unleash your SEALs. We run a territory model but give our SEALs accounts across the country.

Territory 104

Territory Strategize Drivers/motivators Inside sales 104

Sales Hacker

FEBRUARY 20, 2023

They even play a huge role in account-based selling and territory management. Three Steps to Land and Expand Into Your Enterprise Accounts Step 1: Land (identify high-value accounts and align with rep territories) Before you expand, you have to decide where you’re going to land. What is cross-selling and upselling?

Cross-sell 116

Cross-sell Sell Territory Up-sell 116

Partners in Excellence

APRIL 28, 2013

We get the programs and products we need to better penetrate our territories. We’d done a lot of business together, he trusted me. We know the importance of selling internally. We get support, resources, and commitments to help us close deals with our customers. So it’s the same with our customers.

Sell 126

Sell Territory Trust Up-sell 126

Partners in Excellence

OCTOBER 25, 2016

This mindset isn’t different from the hunter assigned a geographic or industry oriented territory. Hunters, in this scenario, are aggressively looking to find and qualify new opportunities in the territory. Our goal in every territory is to maximize our penetration of the territory. No related posts.

Territory 96

Territory Account management Cross-sell Retail 96

Salesforce

OCTOBER 29, 2024

It helps build an authentic interaction that prospects can trust. These services are typically recurring, and a personal connection can be valuable for building trust and securing long-term customers. Be strategic about when you approach a home or business. Being persuasive without being pushy is the key.

Objectives and Key Results 52

Objectives and Key Results Territory E-commerce Pitch 52

Understanding the Sales Force

OCTOBER 9, 2024

They have hired seven who are: Engaged Excited Active Bought-in A’s and B’s and far more capable than the Cs and Ds that were there Already growing their territories Showing appreciation for the coaching they are getting Resource – Read this article on why sales managers/leaders can’t and shouldn’t trust their gut.

Pitch 140

Pitch Sales Territory Gaming 140

Sales Hacker

FEBRUARY 6, 2023

We can breathe a sigh of relief and move on to other strategic activities. You name it, the GTM plan is continuously disrupted by it — Sales turnover Layoffs Hiring Promotions Mergers Acquisitions Reorganizations Strategic shifts Funding rounds Recessions Global pandemics Regulatory changes ….and stuff happens !

GTM 104

GTM Territory Commission Strategize 104

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

SaaStr

FEBRUARY 16, 2023

A-LIGN is a technology-enabled security and compliance partner that helps global organizations take a strategic approach to confidently mitigate cybersecurity risks. Headquartered just outside of London and with regional offices in the U.S. Join these incredible companies to experience all the value of SaaStr!

Territory 111

Territory Government Trust Strategize 111

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

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. This direct approach is all about fostering personal relationships and trust, leading to successful conversions.

Objectives and Key Results 130

Objectives and Key Results Territory Campaign Promote 130

ConversionXL

OCTOBER 2, 2018

Moreover, activation was not limited to regions of the brain classically related to language, but also involved emotional, sensory and motor systems consistent with the notion that at some level, the listener actually experiences the story. Intuition, risk, and the formation of online trust”. Study details. Study details.

Electricity 134

Electricity Territory Trust Hospitality 134

Martech

MAY 21, 2024

Hyper-precise campaigns have advantages, including higher conversion rates and ROAS, particularly for D2C brands with a well-defined demographic (age, region, household income). Minor variations in messaging, such as swapping a region, can be executed with a strong framework and a series of prompts without taxing creative teams.

Campaign 114

Campaign Niche Territory Construction 114

Salesforce

MAY 20, 2024

To others, it means unanswered questions, uncharted territory, and unsolved challenges. Marketers are focused on making AI successful with the right data but are concerned about its integrity, protection, and customer trust as adoption ramps up. We surveyed marketers about how they are tackling this new era.

Territory 126

Territory Follow-up Trust Start-ups 126

Martech

FEBRUARY 13, 2024

You’ve explored the crucial link between your martech stack and strategic goals in “ The CMO’s guide to aligning martech and business strategy ,” understanding why syncing these elements boosts efficiency, customer value and growth. In ecommerce, cart abandonment rates and repeat purchase ratios could be more relevant.

Objectives and Key Results 111

Objectives and Key Results Cross-sell Strategize Retail 111

Hubspot

FEBRUARY 7, 2018

You’ll be moving around constantly: Around the city, region, state, country, or even world. Building rapport and establishing trust with your prospects tends to be easier if you’re face-to-face. Regional Sales Manager. Sales managers and regional sales managers lead teams of SDRs, reps, and, sometimes, account managers.

Territory 101

Territory Commission Outside Sales Account management 101

Heinz Marketing

AUGUST 29, 2023

Yet, a pressing question remains: How do we embed this innovative CLG approach into the familiar territory of traditional marketing? The Essence of CLG CLG is more than a buzzword – It embodies a strategic shift, emphasizing a business model where decisions are directly influenced by customer feedback and insights.

Customers 116

Customers Growth Territory Legal 116

Highspot

JANUARY 23, 2025

Soft skills training can boost productivity by 12% and deliver a 256% ROI within 12 months Hard Skills vs Soft Skills Although soft skills build trust and connection, hard skills are still necessary. These challenges compound when teams are spread across different regions and may only meet in person once or twice a year. Did you know?

Objectives and Key Results 52

Objectives and Key Results Negotiate Cross-sell Pitch 52

Search Engine Land

FEBRUARY 7, 2024

Encouraging UGC on product pages can also increase trust and engagement among users. It includes: Cultural customization : Understanding cultural nuances and preferences in different regions. Local SEO : Using region-specific keywords and phrases. They provide fresh, relevant content, which search engines favor.

Product 125

Product Territory Niche Engineering 125

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 120

Retail Campaign Strategize Strategic planning 120

Sales Hacker

DECEMBER 18, 2017

They filter requests based on referrals from a trusted source (people who work for them or peers they respect). If you want to get to me, the ONLY way it will happen is through a warm introduction from someone I know and trust. Instead use the term ‘leader’ and earn their interest and trust rather than assume it. Thanks HubSpot.

Sell 111

Sell Referrals Trust Cold Call 111

Martech

DECEMBER 5, 2023

Appoint a lead to run the annual budget planning process In a perfect world, someone on the marketing operations team manages the overall marketing budget, working closely with a trusted finance partner. You can’t lump your contracted costs for technology in the same bucket as a tentative regional breakfast event in Paris in September.

Finance 124

Finance Objectives and Key Results Appointment Contract 124

Highspot

JANUARY 27, 2021

In 2020, Highspot’s accelerating customer adoption underscored the critical role enablement plays in strategic growth for enterprise companies worldwide. Our unified enablement platform delivers true agility that helps our customers adapt, perform and achieve consistent revenue performance in any environment.”

Growth 98

Growth Customers Territory Strategize 98

Sales Hacker

OCTOBER 14, 2020

Mark Jopling (who’s graciously given his permission to use his real name in this story) leaned back from the table in the conference room of the global technology company where he was VP of Sales and said… “ I want my sales teams to learn how to do strategic selling. And that trust is the ultimate payoff for selling in this way.

Sell 128

Sell Clients Sales Consult 128

Partners in Excellence

OCTOBER 20, 2011

For those of you with broad territories and dozens to hundreds of customers, this metric is probably of secondary importance. In capital equipment, software, or major services agreements, it may be possible to attain 100% wallet share, becoming major strategic vendors or partners to the customer.

Territory 101

Territory Cross-sell Negotiate Account management 101

Hubspot

OCTOBER 26, 2020

Its distance from other English-speaking regions like America and Europe can make it challenging for marketers to spread brand awareness globally. Ultimately, to gain even regional awareness, Australian brands must build competitive and innovative marketing strategies to stand out and grab attention from audiences.

Territory 101

Territory Campaign Launch Objectives and Key Results 101

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 52

Strategize Sales Pipeline Non-Profits 52

Highspot

NOVEMBER 7, 2019

But modern buyers don’t want to be sold to — they’re looking for trusted advisors to help them navigate specific challenges. 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. Author Bio.

Strategic partnership 95

Strategic partnership Territory Pitch Sales 95

Sales Hacker

OCTOBER 17, 2022

Some changes, like expanding into a new global territory, are larger and require months of work from many cross-functional teams. And the stronger a company’s change competencies become, the better equipped they are to handle more the complex changes necessary to achieve a strategic advantage over their less resilient competitors.

Objectives and Key Results 97

Objectives and Key Results Strategic planning Strategize Trust 97

Salesforce

JULY 25, 2024

Our newly expanded strategic partnership with Workday focuses on improving employee experiences by connecting data and, more importantly, empowering your team with an AI employee service agent. Now AI agents and humans can collaborate together, within Workday, within Salesforce, and also within Slack.

Service 105

Service Strategic partnership Networking Territory 105