SaaStr

FEBRUARY 20, 2024

Together they share the high-velocity techniques they use to maximize sales, including: Sell to SMBs Use round-robin to assign accounts, but you’re not sure if it’s optimal Are stuck in a world of geographic territories Spend a lot of time manually building territories Gusto thinks of the rev ops capability as the brain center and engine builder.

Go To Market 85

Go To Market Territory Technique A/B testing 85

Martech

MARCH 27, 2024

In the meantime, it’s a good idea to use this period to do what’s needed to clean up your databases so you’re ready to leverage these new tools. Focus on the fields necessary to sell and service them. Lock up your system Once that’s done, nail down which fields and screens are essential. Keep it simple.

Territory 126

Territory CRM Manufacturing Pipeline 126

Salesforce

FEBRUARY 16, 2024

About 69% of sales professionals say selling is more difficult now than in previous years, according to Salesforce’s State of Sales report. Even though it’s harder to sell, reps still need to hit their numbers. If they sell just one of those products, their net pay is $100,00 + (.1 The pressure is on.

Commission 104

Commission Territory Quota Drivers/motivators 104

Engage Selling

AUGUST 6, 2014

Is your sales team a territory free-for-all? In this podcast I share why not organizing into territories is a terrible decision that’s stunting your sales growth. Is your sales team a territory free-for-all? In this podcast I share why not organizing into territories is a terrible decision that’s stunting your sales growth.

Territory 79

Territory Sales Up-sell Growth 79

Veloxy

JANUARY 19, 2022

When a B2B buyer picks up a cold call, they instantly think you got their name and number from a list. I’ve worked with dozens of regional sales managers at telecom companies T-Mobile and Comcast, multiplying revenue by eliminating non-selling activities that bog down field sales reps. Demonstrate that you know their business.

Cold Call 358

Cold Call Territory Quota Up-sell 358

Salesforce

SEPTEMBER 19, 2023

After all, the best reps are CEOs of their territory, thinking holistically about their business and knowing what makes their patch unique. Below I’ve outlined three high-level questions every sales leader should ask to ensure effective QBRs for their reps and region. Plan faster to sell more Question #1: What happened?

Territory 59

Territory Pipeline Trust Quota 59

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

PandaDoc

APRIL 26, 2023

Selling is arguably a line of work where personal attachment matters the most. Now the question is, how do you set up a commission structure that works great for employees and employers? Territory volume Territory volume is a commission paid off based on revenue from a specific region.

Commission 52

Commission Territory Quota Drivers/motivators 52

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 99

Territory Quota Strategic planning Sales 99

Understanding the Sales Force

AUGUST 3, 2022

I do my own weeding and that "hobby" takes up a lot of my free time. If you think about territory sales or sales into a specific vertical, reps should be calling on the same customers and prospects all the time. If a rep is selling consumables and/or supplies of some kind, they'll continue calling on those customers who buy.

Account management 118

Account management Territory Gaming Up-sell 118

Veloxy

APRIL 26, 2023

Geolocation Tracking Salesforce’s geolocation tracking allows field sales reps and managers to track customer visits, plan routes, and manage sales territories effectively. This feature helps reps save time and increase selling time by providing them with the most efficient route to their next meeting.

CRM 130

CRM Territory Appointment Sales 130

Hubspot

DECEMBER 22, 2015

AOL may have scaled back its Patch.com presence in 2013, but the market opportunity for regional publications is still alive and strong. Regional publications face a lot of competition to stand out, and there’s lots of room for improvement. You can sell tickets to local events, sponsor your own events, and work with local advertisers.

Territory 44

Territory Cross-sell Entertainment Niche 44

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. Where are we selling, and how are we selling?

Territory 101

Territory Launch Sales Up-sell 101

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

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. These innovative tools consider multiple factors, including sales visits, time windows, and buyer propensity, to conjure up the optimal sequence of visits.

Territory 130

Territory Gaming Drivers/motivators Gambling 130

Veloxy

NOVEMBER 29, 2022

Such a solution helps kickstart the effort to maximize face-to-face meetings weeks, if not months before a territory visit. Once you’re in your territory with a calendar full of meetings, you’ll likely still have 15 to 45 minute chunks of free time. Don’t forget to read our 10 Field Sales Tips for Social Selling.

Territory 246

Territory CRM Sales Contact 246

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. They also formulate and implement regional demand generation strategies aligned with sales objectives.

Objectives and Key Results 130

Objectives and Key Results Territory Campaign Promote 130

Salesforce

MARCH 4, 2023

How it works: Think of the State of the Union dashboard as akin to getting a general check up at the doctor’s office. Is a pipeline bad because your team isn’t pushing hard enough or because that region is experiencing an economic downturn? Does marketing need to come up with more leads?

Territory 98

Territory Pipeline Sales CRM 98

Salesforce

SEPTEMBER 28, 2023

Create sales plans that save reps time and maximize sales impact Get your targets, budget, and headcount aligned with just a few clicks so you can sell more efficiently. These targets are used to guide the quota-setting, territory mapping , and sales team strategies. Is additional product or sales training needed before teams can sell?

Quota 116

Quota Territory Pipeline Sales 116

Search Engine Land

FEBRUARY 3, 2023

It’s quite another writing marketing copy for a widget you’re looking to sell in Europe. That could potentially cause the website to lose a lot of search traffic it might have gotten if it had its content organized along language and regional lines. outranks the site set up for people in Canada.

Territory 125

Territory Engineering Start-ups Launch 125

Tibor Shanto

SEPTEMBER 21, 2021

Think of it as being multilingual, they only speak one of the three languages spoken in their territory. The 20% who are recognized as eagles continue to sell the future, but future is not singular. Clearly for Decision, it is here and now, “we need to be up by year end…?”.

Cross-sell 287

Cross-sell Territory Contract Start-ups 287

SaaStr

NOVEMBER 3, 2023

We’ve talked about Toast a bit here on SaaStr – most recently we wrote up the 5 Interesting Learnings from Toast at $1.1B Due to the non-desk worker nature of restaurants, Toast has two models for acquiring customers: Selling in the field A remote inside sales team Why the two models? So, how do they get customers?

Growth 78

Growth Territory Referrals Customers 78

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. Regional VP Sales. Regional Sales Director | Healthcare. Territory Account Manager.

Territory 121

Territory Presentation Strategic partnership Strategize 121

SBI

FEBRUARY 7, 2019

Old-School Territory Management is Dead: A Q&A with John Stewart, CEO of MapAnything. Following the recent acquisition of TerrAlign by MapAnything, I asked MapAnything CEO John Stewart to explain the relationship between map-based geo-productivity and territory optimization. So, I asked John to tell me more.

Territory 35

Territory CRM Quota Technology 35

SaaStr

AUGUST 24, 2022

Driving up sales rep efficiency is key to driving up margins. 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. goes up.

Territory 117

Territory Referrals Growth Price 117

SaaStr

MAY 5, 2022

Podium sales leaders, EVP of Sales Than Hancock, and Regional Sales Manager Carlie Adams recently led a session on how they’ve grown the team at the cloud-based software company. Encouraging a deep level of specialization and getting on a granular level on what types of opportunities to target can set your teams up for success.

Territory 85

Territory Teamwork Appointment Sales 85

Veloxy

AUGUST 17, 2022

Price: $49/month for Salesforce users, corporate plans available Automations: Non-selling activities, lead prioritization, lead capture Veloxy has several features to help you automate Salesforce, no matter how long you’ve been using the CRM platform. The Top 7 Best Salesforce Automation Tools. source of image. source of image.

Appointment 147

Appointment Territory Cross-sell Contract 147

Salesforce

JULY 28, 2022

When you team up with a channel partner, you can increase your value to new and existing customers — and, in turn, grow your profits. Where are you trending in regards to market segments, verticals, and territories? Which product combinations are selling the best in each region? Learn more.

Territory 52

Territory Referrals Networking Start-ups 52

Partners in Excellence

MARCH 8, 2024

Preface : Ron Guilbault has been a thoughtful sounding board for all sorts of ideas on selling. At times I’ve been asked for help in areas outside of what I was selling. Such trust is a key component of successful selling. ” Why am I so interested in selling? Selling is the flip side of buying.

Sell 73

Sell Retail Commission Territory 73

Martech

OCTOBER 12, 2023

The highest AI order share growth year-over-year was seen in skincare products, up 26%. “AI day one sales were down 4% YoY and day two sales were up 1%, indicating that digital consumers held out for better deals on the second day. Discounts were up 5% in the U.S. categories. Top performing categories in U.S. Discounting.

Retail 114

Retail Territory Manufacturing Sports 114

Heinz Marketing

MARCH 28, 2022

We’re up to about 312 episodes of this program. While you’re getting set up, you’re talking to your contacts. I love, obviously when you’re walking out and you can comment on that or just talk about, “Hey, I noticed you got an Alabama sign,” like the game coming up. Rob Gitell.

Pipeline 109

Pipeline Territory Legal Sales 109

Salesforce

NOVEMBER 29, 2023

Channel sales — or selling through partners — represents 75% of the world’s commerce, according to Forrester. In channel sales, companies (here we’ll call them vendors) sell through intermediaries. This business model is also called indirect selling, because the company doesn’t have a direct connection to the end customer.

Manufacturing 111

Manufacturing Retail Territory Sales 111

Partners in Excellence

SEPTEMBER 21, 2023

A lot of the conversation focuses on “freeing up time.” ” But as I think about it, is the issue really about freeing up time or is it about using our time more effectively? Even non selling activities at 15% can be very important uses of time. The post Freeing Up Our Time, Or Using Our Time More Effectively?

Territory 81

Territory High impact Negotiate Meeting 81

Partners in Excellence

SEPTEMBER 14, 2023

Time Available For Selling is a critical issue for everyone in sales. But before I go into a further discussion about time available for selling, let me first define how I look at time available for selling. There are review meetings-ideally to help improve their selling performance.

Sell 139

Sell CRM Technique Territory 139

Partners in Excellence

MARCH 5, 2024

But Craig has hung in there, we have conversations and exchange ideas and opinions about the state of selling. Plus he, like so many others in this series managed to put up with my “humor.” Why I Absolutely LOVE Selling! One evening I got up in the middle of a class and I walked out. Enjoy his article.

Sell 73

Sell Retail Cold Call Commission 73

Search Engine Land

SEPTEMBER 29, 2023

Microsoft claims its attempts to sell Bing to Apple were blocked by Google. Speaking at the federal antitrust trial, Parakhin alleged this was despite Microsoft offering to pay Apple more than Google – which he claims was offering in the region of 60%. How much did Microsoft offer Apple?

Territory 136

Territory Negotiate Contract Engineering 136

SaaStr

FEBRUARY 7, 2023

If you haven’t already, sign up here for tickets before we sell out. Or, you can create your own Braindate topic and allow other attendees to sign up and have an open discussion with you. 1,000 SaaS CEOs, Founders, Revenue Leaders, and VCs will join us for 1.5 Happy Brain-dating! See you at SaaStr APAC.

GTM 97

GTM Territory Networking B2B 97