Podcasts about territory planning

Play Episode Listen Later Mar 2, 2022 18:48

The top-performing salespeople understand the importance of territory sales planning. They know that if they create a plan and work the plan they'll outperform their peers. But John Smibert believes that a strategic plan applying the 80/20 rule is. He fleshes out what that could look like in this episode of the Sales Reinvented podcast! Outline of This Episode [1:05] Why planning is an underrated activity [2:25] Stop being reactive and create a plan [3:55] John's ideal territory sales plan [6:50] The right mindset is key to success [7:53] Tools, tactics, or strategies to improve [9:40] John's territory sales planning dos and don'ts [12:42] Match your domain expertise with your ideal customer The ideal territory sales plan It's no secret that the top salespeople are great planners. They routinely run a SWOT analysis and look at their strengths, weaknesses, opportunities, and threats. It's a key strategic planning tool. You also need to identify your target and objective. Your company may give you an objective but you're the boss of your own business. You certainly need to plan for what your company expects from you but why not shoot for more? Put the quota aside. What do you need to do to achieve your objective? Then look at your territory—identify where opportunities are likely to be. What 20% of accounts will get you 80% of the value? Secondly, look at your ICP. Who are they? Do some research, identify them, and focus activity on them alone. If you don't have a plan you grab onto the first opportunities that come your way. You'll find that you've filled your pipeline with average opportunities at best. John's territory sales planning dos and don'ts John hears a lot of sales managers complain that they don't see the right level of activity from their salespeople. But if their salespeople have a plan in place that has been thought through strategically, less activity is sometimes good. But John nails down some dos and don'ts that can help you focus in the right place. Set aside the time to create a detailed territory plan once a year. The annual plan needs to be broken down into quarterly, monthly, and weekly goals. You need to wake up every day and say, “What do I need to do to progress my plan?” Know where you'll get the best results and focus on them. Focusing on the right 20% will get you 80% of the results. Review, review, review. How do you stay on plan? What do you need to do? Don't create a plan and forget about it. You've created it to help you stay on track to reach your goals. Don't assume every customer is the same. Market segmentation and account targeting around your expertise is important. Everyone has domain expertise, so focus on customers who value what you have to bring to the table. Learn how to say no. You don't want to chase every opportunity that comes through the door. The top salespeople say no far more than yes because they know where the value is. Match your domain expertise with your ideal customer John recently co-authored a book called “The Wentworth Prospect” about a young lady who progressed well in her sales career with the help of a coach. It's based on a true story about a woman John actually coached. This woman—named Sue—was selling cybersecurity solutions. She had learned the product well and had studied cybersecurity in university, so she had developed some domain expertise. John asked her where she wanted to focus her territory. She stated her goal was to approach mid-level organizations but that she didn't have an industry chosen. So they did some research and landed on a focus in the banking and finance industry. Why? She had a background in banking. She knew she had a unique perspective to bring to the table, her product fit well, and they were an ideal customer. In that year, because she eliminated 80% of her territory and focused on the 20%, she blew her quota out of the water. All because she created a plan that she followed diligently. Resources & People Mentioned Sales Navigator Connect with John Smibert John's Book, “The Wentworth Prospect” LinkedIn Twitter Connect With Paul Watts LinkedIn Twitter Subscribe to SALES REINVENTED Audio Production and Show notes by PODCAST FAST TRACK https://www.podcastfasttrack.com

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Data-Driven Sales Territory Planning with Carrie Millen, Ep #286

Play Episode Listen Later Feb 23, 2022 15:25

Carrie Millen jokes that sales territory planning is underrated because it's spelled “W-O-R-K.” It is “something my boss told me I have to do.” It feels like any time invested in territory sales planning cuts into sales time. Why would they bother doing the work? It seems like busywork over an investment. But that's exactly what it is—an investment. But the right data-driven sales plan is an investment that will pay off. Carrie explains why in this episode of Sales Reinvented! Outline of This Episode [0:44] Why is sales territory planning underrated? [1:38] How to stop being a solely reactive salesperson [2:30] Carrie's data-driven sales territory plan [4:31] The attributes that make a salesperson great at sales planning [5:41] The tool, tactics, and strategies Carrie implements to stay on course [8:10] Carrie's top 3 territory sales planning dos and don'ts [11:45] Where sales territory planning can lead Carrie's data-driven sales territory plan Territory sales planning not only provides a guideline but it helps take the thinking out of sales. How? If you have a plan, know it, and work it, you'll be able to execute sales efficiently. If you spend 59 minutes planning and one minute executing your plan, you'll likely have more success (Carrie's nod to Albert Einstein). While your plan does depend on what you're selling and where you're selling it, data is key. What is the size of your territory? Size of an average sale? Size of the clients you're selling to? Creating profitability and long-term value with a client is a major factor. If you are investing your time and effort, you want to build a long-term relationship with that client to continue hitting your numbers. You can't just focus on whales but must balance with some smaller fish. The tool, tactics, and strategies Carrie implements to stay on course Carrie notes that there's a balance between quick fixes and overall planning. Sales is like being on a dodgeball court—balls are being thrown at you from all angles. You don't always have time to think and simply have to react. But to react with the proper response, you have to be well-prepared. You need to be intentional about what your day-to-day activity is. Carrie posts the key things she wants to focus on throughout a quarter as the screensaver of her computer monitor. It makes it easy to quickly refocus her activities and stay on track. She owns the plan that she's made whenever she veers off track. However you prefer to do it, book intentional time in your day to focus on the plan that you've built. Secondly, if you've built a plan for the next 12 months, how do you know you're on track? You need data. You need to test and measure that data. If you estimate that you'll have a certain number in your pipeline by a certain date, measure it. Where are you at? What activities are driving the people in your pipeline? Carrie loves the Eisenhower Matrix. What is important? What is urgent? What isn't important or urgent? A territory plan will allow you to navigate what's urgent and what isn't. Your wins need to be meaningful and help you achieve the goals of your plan. Carrie's territory sales planning dos and don'ts Carrie shares a set of dos and don'ts that she uses to stay on course and organized. Start small and pick a segment and a plan and consistently evaluate it. Then hone in on one small bite of your plan at a time. Make friends with someone who is financially minded or analytical and have them in your back pocket. Humans are not meant to do everything by themselves. Use blinders. Stay focused on the territory plan in front of you. Work the plan. To do this, create a simple criteria framework that proves you're on the plan. When do you know if someone is part of the overall plan? You don't want to accept a client unless they fit in your plan. Don't borrow someone else's plan or use last year's. You couldn't cheat in school, why do it now? Don't work in a vacuum. Get some feedback. Ask your clients why they chose your product or service. Don't put all your eggs in one basket. Go after multiple industries and types of clients that fit your product/service. If the travel industry was your only focus, you'd likely have been out of a job in 2020/2021. Where sales territory planning can lead Carrie was coaching someone to help her develop her sales skills and territory planning. This person works at a fast-growing SaaS company that was looking to branch into different niches. She wanted to build a plan for herself to grow the new segment. She approached her leadership with the idea to use new assets. She saw a challenge that could be fixed that could lead to exponential growth. Her plan caught the eye of the VP. He asked her to implement her plan for every team. Soon after, she was promoted to a role as a Sales Manager. It was all because she applied the skills she'd learned. She looked at the problems in front of her and took ownership. It had a cascading impact on her business. Connect with Carrie Millen LinkedIn Twitter Connect With Paul Watts LinkedIn Twitter Subscribe to SALES REINVENTED Audio Production and Show notes by PODCAST FAST TRACK https://www.podcastfasttrack.com

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Become A Sales Territory Superstar Through Effective Territory Planning, [Michael Griego] Ep #281

Play Episode Listen Later Jan 19, 2022 19:20

Sales superstars who work a territory — be that a geographic area or a particular industry segment — are hard to come by. But great salespeople with no experience in territorial sales can be trained, nurtured, and taught how to create an effective sales plan for their territory that leverages their natural ability into great growth and profitability. This episode features sales coach and trainer, Michael Griego who shares some of the characteristics of sales territory superstars, what goes into a great territorial sales planning process, and more. Outline of This Episode [0:19] Michael Griego:Sales leader, author, speaker [1:02] Why territorial sales planning is overlooked so much [1:50] The fundamental part territorial sales planning plays [2:53] The ingredients of a perfect sales territory plan [6:48] What are the attributes of a territorial salesperson? [10:54] Michael's tips for building your own territorial sales plan [12:35] Michal's top 3 Sales Territory planning DOs and DON'Ts Why is territorial sales planning so neglected? Micheal is quick to agree that territory planning is often overlooked. He says the simple reason for that is that reps are too busy running deals, chasing situations, trying to get deals done, doing the admin side of things, etc. He explains that when there is no clear planning process that guides daily activity those other things take the stage and planning gets pushed to the side. A salesperson without a plan can even be very successful but not necessarily in a strategic or orchestrated manner. That's on an individual level, but Michael says the problem exists on an organizational level as well. Often, when he goes in to consult with a company they have some type of planning process in place but it's many times a legacy process that needs to be revamped. It may also be a sloppy attempt at planning that needs to be tightened up. Michael insists that planning at a hierarchical level (from the territory level down to the daily activity level) is critical. The components of an ideal territorial sales plan The good news from Micheal's perspective is that many things that need to be done to plan effectively are intuitive. Most sales professionals who begin a planning process start with assessment of the current state of the territory — which IS the place to start. Michael explains that a good structure is needed to put a stake in the ground and say “This is what the territory is and this is what I see, currently.“ Next, Michael suggests working out a “Top 10 opportunities” list and a “Top 10 prospects” list. Doing this forces sales reps to clarify what they are really dealing with and helps make the distinction between targeted prospects and active deals. Beyond this is the need for a development plan. The question to be answered is “What are you doing to develop the pipeline?” Webinars? Mailing campaigns? Launches? Cold calling? Once implemented the development plan needs to be reviewed and updated on a 30-60-90 day basis. Listen to hear the rest of Michael's recommended territorial sales planning process. Attributes of a sales superstar that carry over into a territory planning mindset In his book, “42 Rules to Increase Sales Effectiveness” Micheal outlines the attributes of sales superstars. He says these same 5 characteristics need to exist for those who excel in territorial sales. What are the 5 attributes? Be a driver (Be motivated, on top of things, eager to implement and take action) Be a technician (Become competent with your product/solution/industry through study) Be a facilitator (Learn to be an excellent communicator) Be an empathizer (Develop your people skills and learn to be relational) Be a servant (care for customers) Michael's insight into organizing a sales territory is so relevant and applicable you'll want to listen to this episode a number of times. Resources & People Mentioned Gartner BOOK: The Challenger Sale Connect with Mike Griego MXL Partners - MIchael's sales consultancy BOOK: The 42 Rules to Increase Sales Effectiveness Follow Michael on LinkedIn Follow Michael on Twitter Connect With Paul Watts LinkedIn Twitter Subscribe to SALES REINVENTED Audio Production and Show notes by PODCAST FAST TRACK https://www.podcastfasttrack.com

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How Detailed Planning Can Empower Your Sales Territory Planning [Paula White], Ep #280

Play Episode Listen Later Jan 12, 2022 13:02

To you, is territory sales planning as simple as, “I've got a territory, so my main goal is grow the client base within my territory”? If so, this episode's guest, Paula White, says you could be missing the practical details that will enable you to do just that. Paula is a returning guest on this episode of Sales Reinvented and provides a significant bit of insight into how intentional and detailed planning, broken down into bite-sized pieces can help you grow sales volume within your territory. Outline of This Episode [0:19] Paula White: Champion of stand-alone digital sales channels [0:43] The underrated activity of territory sales planning [1:18] How planning fits into day to day activity and the benefits of doing so [3:28] Intentionality includes a “leave-behind” [5:11] The power of a 30, 60, 90 day plan for every salesperson [6:05] A summary of Paula's quarterly plan, broken down into 30, 60, 90 day intervals [6:55] Paula's top 3 territorial planning DOs and DON'Ts [9:22] Lesson-Learned: A favorite territory planning story from Paula Paula's number one ingredient for sales territory planning: Quarterly snapshots When Paula thinks about her sales territory, she doesn't allow herself to view it as a huge, nebulous whole that has to be grown over the course of a fiscal year. She breaks it down into possibilities, by quarter. This enables her to work with manageable groupings of existing clients and potential clients without being overwhelmed… and she does this on a quarterly basis. When asked what that quarterly plan consists of, Paula says that in her approach she's identifying who she's going to target each month within the quarter. The rhythm that works for her is to focus on target customers or prospects during month one, what she calls “bottom customers” during month two (those who perhaps do a lower volume of business or have made minor purchases to date) and then her “middle customers” during month three. One of the things Paula likes about this approach is that it allows her to fit seasonal targets into her planning in a practical manner. Great territory sales professionals are intentional As you hear Paula speak about her approach to planning for her sales territory, one thing becomes evident: she's intentional. She sets goals and integrates the steps she'll have to take in order to reach those goals into her day to day planning. This plan guides her preparation for appointments and calls and even helps her stay on track during those calls. It also enables her to create what she refers to as a “leave-behind” for each appointment — a review of everything discussed during the call for the prospect or customer to review once the call is over. This kind of intentionality increases your confidence as a seller but more importantly, enables you to serve prospects and customers in a professional manner. 30, 60, 90-day planning is essential for territorial sales Paula integrates intentionality with her quarterly planning by breaking each quarter down into further blocks. She creates 30, 60, and 90 day plans for herself, much like a new salesperson may be required to do as they onboard with a sales organization. She says it's a discipline that serves veteran sellers as well as newcomers. In these smaller plans, Paula writes down who she wants to meet with, what she hopes to accomplish, how she wants to get those things done, in detail, and more. At the end of these 30, 60, 90 day blocks, she evaluates by asking a number of questions... How did she do at hitting her goals? What prevented success? What didn't go according to plan? How can she optimize her opportunities during the next 30 days? Paula's top 3 dos and don'ts for territorial sales planning To sum up Paula's perspective on planning for success in territorial sales, she offers three “DOs” and three “DON'Ts”: DOs Be intentional and specific Create a 30, 60, 90 day plan Keep a smile on your face (positivity empowers your planning and production) DON'Ts Waste your time by creating a plan but not following it Assume everything will be fantastic. You have to course-correct as you go Get down on yourself. Sales is tough and requires perseverance and confidence Connect with Paula White Paula on LinkedIn Paula on Twitter Connect With Paul Watts LinkedIn Twitter Subscribe to SALES REINVENTED Audio Production and Show notes by PODCAST FAST TRACK https://www.podcastfasttrack.com

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Effective Sales Territory Planning For Sales Managers [Brynne Tillman], Ep #279

Play Episode Listen Later Jan 5, 2022 18:48

If you are a sales leader, how do you go about planning your organization's sales territory approach? Whether you're dealing with geographic territories or industry niches and companies within those niches, you need to use every resource available within your team to establish your territories wisely. Brynne Tillman has a wealth of insight into this sort of planning and specializes in using LinkedIn to find the best territorial fit between the target territory and the sales professionals on your team. Listen to this episode to get all the details from Brynne's experience. Outline of This Episode [0:18] Brynne Tillman: The LinkedIn Whisperer [1:16] Territories help with organization and sales networking [3:44] Brynne's ingredients for the perfect sales plan [5:36] A bonus for those establishing sales territories [6:33] What makes a great territorial salesperson? [9:43] Brynne's DO's and DON'Ts for sales territory planning [13:57] A favorite territory sales planning story from Brynne (and the lesson learned) Territorial sales planning can make a bottom-line difference Strategically approaching your sales territory planning will yield tremendous results if you take the time to do it. And those in leadership within sales organizations especially need to learn how to establish and assign territories for maximum impact. Brynne says that when doing so, every element that goes into creating a lead list should be very focused. When you can define not just what to do but with whom to do it, you can be much more productive and focused. This is where Brynne's expertise with LinkedIn shines. She suggests that sales professionals search their ideal buyers (titles, positions, companies) and their geography using LinkedIn. Even the free version can perform searches like this on a granular level. You'll be able to build a sizeable list of leads to qualify and approach using the advanced search functionality offered on the platform. When you do this, you don't waste time cold-calling people who aren't a good fit for your offering. That results in more targeted conversations, which will impact bottom-line sales. What is the most effective way to sell what you sell? Many sales leaders grab a map and set of pins to begin their sales territory planning, but Brynne says that's one of the least effective ways of going about it. She suggests that you examine your existing book of business to first, understand who your target market is and what they typically buy from you. Using that data, look at the territory in question and find the companies and organizations that possess what you might call a “look-alike” profile. In the end, you want to ensure that the filters you're using to create your territorial sales plan produces a list of prospects that are achievable for the sales rep, both in terms of profile and geography. Brynne calls this “the planning before the planning” and says it's a huge step toward empowering sales reps for success. The ingredients of an effective territorial sales plan Too often, sales leaders don't consider their sales team's existing relationships when assigning territories. Brynne says this is a huge mistake. As a sales leader, you can do your own research to ensure you are assigning the right sales rep to the right industry niche or geographic territory using Linked In. First, ensure you have connected with the sales rep yourself. Next, use LinkedIn's search functionality to research your sales rep's connections by industry and geography. You may find that a rep you intended to assign to a specific city has very few existing relationships there while another on your team has many. A successful sales rep rises and falls on relationships so don't leave out existing connections when devising your territory strategy. Brynne's DOs and DON'Ts for territorial sales planning DOs Ensure that your LinkedIn profile clearly speaks to your target buyers Sales leaders: Search your rep's contacts to ensure they fit the territory Talk to your reps to ensure they fit the territory you're assigning them to DON'Ts Don't use a map and pins to assign territories Take an account-centric approach, not just account-based Allow for flexibility when assigning territories because of relationship opportunities Resources & People Mentioned Sales Navigator Zoominfo Dun & Bradstreet Connect with Brynne Tillman Connect with Brynne on LinkedIn Connect with Brynne on Twitter Connect With Paul Watts LinkedIn Twitter Subscribe to SALES REINVENTED Audio Production and Show notes by PODCAST FAST TRACK https://www.podcastfasttrack.com

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Ep. 3 - The Right and Wrong Way to do Territory Planning

RevOps Podcast

Play Episode Listen Later Aug 3, 2021 34:04

Today on the Rev Ops Podcast we delve into the importance of aligning sales, product marketing, demand gen, and customer success in something we call territory planning. In other words, a plan to ensure that your sales team is targeting the right prospects. Historically, most territories have been broken down by geography, but in today's world, modern territories are also divided by things like industry and company size. Tune-in to learn how to target and approach prospects and existing customers so that you can close more valuable deals for your company. Follow the Hosts on LinkedIn: Jordan Henderson (Director of Revenue Operations): https://bit.ly/JH-Linkedin Brandon Redlinger (Sr. Director of Product Marketing): https://bit.ly/BR-Linkedin Jonathan Stevens (Sr. Marketing Operations & Automation Manager): https://bit.ly/JS-Linkedin Sponsored by: ringDNA | Transform your sales team into a high-performing revenue engine | www.ringDNA.com Explore the ringDNA Podcast Universe: Sales Enablement Podcast | https://bit.ly/SEP-LP Selling with Purpose Podcast | https://bit.ly/SWP-LP RevOps Podcast | https://bit.ly/RP-LP

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Ask for Help - 221

The Art of Sales // by digital kompakt

Play Episode Listen Later Oct 19, 2020 15:03

In this episode, Mike and Jody discuss confidence in sales, asking for help and enjoying the thinking that sales requires. Questions Answered: How do we gain confidence when starting in Sales? Why do Sales experts not seek help? How do we enjoy the thinking that goes into Sales? Key Takeaways: Being able to trust the process leads to confidence When you have a stable set of systems, tools, methods and approach, you can improve confidence and capability. Territory Planning - understanding your ideal customer Account Planning - who, what, why, where, when, how Call Planning - who will be in the room, what are their objectives, what are our objectives, desired next steps Ego is the biggest challenge We struggle with “I don’t know.” If we check our ego at the door then we can improve our interest or capacity for asking for help. Don’t just assume people aren’t asking questions in the background. If you aren’t enjoying the process, maybe it isn’t the right field for you. Redirect into something you do enjoy. If you want to enjoy it again, train others. Have a question you would like us to answer in a future episode? Contact us: podcast@catalystsale.com www.catalystsale.com twitter Work With Catalyst Sale: Listen to our free resource (this podcast) and then put the action items into practice. Share your work with us via Twitter or hello@catalystsale.com Invest in a Catalyst Sale course - self directed. Find our courses here Hire us as a consultant/advisor within your team or organization Thank You Please send listener questions and feedback to hello@catalystsale.com or contact us directly on twitter, facebook or LinkedIn. This podcast is brought to you by Catalyst Sale - you can learn more about Catalyst Sale, and the products and services we provide via the following links. Growth Acceleration - Plateau Breakthrough Product Market Fit

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Welches Gehalt verdient man im Vertrieb? | The Art of Sales #4

Play Episode Listen Later Apr 28, 2020 39:52

Die Bezahlung im Sales interessiert Arbeitgeber und Sales-Verantwortliche gleichermaßen. Doch viel zu selten finden sich wirklich konkrete Angaben und effektive Praxiserfahrungen. Genau solch eine Anleitung will Sales-Experte Gero Decker aber in dieser Folge vermitteln und teilt daher für unterschiedliche Rollen im Sales sein konkretes Wissen. Er geht dabei gleichermaßen auf übliche Gehälter, Vorgehen bei Bonuszahlungen und Incentives ein. Du erfährst... 1) …welches Gehalt welche Sales-Rolle verdient 2) …wie Provisionen und Boni im Vertrieb funktionieren 3) …wie wichtig Territory Planning bei der Sales-Bezahlung ist 4) …was du insgesamt an Kosten für Sales rechnen musst 5) …wie ein Rechenbeispiel für Sales aussieht

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Territory Planning that Works - Repost - 127

GET TO YES by Listening, Not Telling with Neil Osborne | Selling in the Hair, Beauty and Body Industries

Play Episode Listen Later Jan 28, 2019 17:47

Territory Planning that Works - A Catalyst Sale Approach This is a repost of one of our earlier podcast episodes where we cover a topic that we receive a number of questions on Territory Planning. This week on the Catalyst Sale Podcast we discuss the components that makeup the territory plan, including starting from ground zero, and defining your area of focus. Traditionally this starts as a whiteboard exercise for us. We start with a blank whiteboard and go through yes/no questions to refine our focus. Given that this is a whiteboard exercise, a visual follows. In previous episodes, we have discussed the Account Plan and the Call Plan. The territory plan establishes the guardrails that the Account Plan, and subsequent call plans fit within. The call plan is the day to day detail. The three of these should tell the story of how you accomplished your objectives. The Territory Plan is a preview of what’s to come. Questions Addressed How do you start building out a territory plan? Where does Account Planning fit into this process? How much time does this take? What if territory planning is not something that is required in my current role? What are some common mistakes that organizations make when it comes to territory planning? Key Takeaways Don’t boil the ocean. Compartmentalize and execute - shrink the territory down to something that is manageable. Know your numbers, plan based on the numbers. Allocate ~one hour per week to adapt - Observe, Orient, Decide & Act (OODA Loop) The territory plan helps to identify the spectrum that you plan to work within, or guideposts, for the year Even if territory planning is not a requirement of your role, you may benefit from creating your own. Use the territory planning process as an opportunity to identify new business opportunities & growth. Run your territory as if it were your own franchise. A territory plan should be a living, breathing, document - it is not a one and done proposition. Feed your territory plans with new insight, new information. The plan will and should evolve. Thank you for sharing this episode. If you like what you heard, please provide a rating and/or review via Apple Podcasts, Google Play Music, Stitcher, or your favorite podcast app. Show Links Previous Podcast Episodes Episode 29 - The Account Plan Episode 25 - Planning your Sales Calls Templates Discussed on the Podcast Thank you Thank you for rating and reviewing the podcast via iTunes, Google Play, or your favorite podcast platform. Ratings & reviews help others discover the podcast - thank you for helping us get the message out to the community. Please send listener questions and feedback to hello@catalystsale.com or contact us directly on twitter, facebook or LinkedIn. Catalyst Sale Service Offerings Growth Acceleration - Plateau Breakthrough Product Market Fit ---------------------- Subscribe to the Catalyst Sale Podcast Subscribe via iTunes Subscribe via Google Play Catalyst Sale In every business, in every opportunity, there is someone who can help you navigate the internal challenges and close the deal. There is a Catalyst. We integrate process (Catalyst Sale Process), technology and people, with the purpose of accelerating revenue. Our thoughtful approach minimizes false starts that are common in emerging markets and high-growth environments. We continue to evolve our practice based on customer needs and emerging technology. We care about a thinking process that enables results versus a process that tells people what to do. Sales is a Thinking Process.

E14-B2B New Business Territory Planning

Play Episode Listen Later Jan 28, 2019 11:55

In this episode, Neil continues to unpack the methodology around building a constant stream of new business. Early on, he highlights the fundamentals of successfully securing new business: being able to build a working plan and being prepared to do what’s required, when it’s required. Neil then explains the steps needed to build a working plan, that revolves around your territory plan. He dives into the metrics of a territory plan and how to maximise your productivity. Finally, he concludes with a simple formula that explains how many new opportunities you need to be in contact with, so that in-turn, you’ll regularly achieve your monthly new account budget. Throughout the episode, Neil focuses on how to identify and secure New Business that’s a good fit for you and your brand – no matter whether you’re selling to Beauty Salons, Skin Clinics or owners of Hairdressing Salons or Spray Tan Salons. In this episode you’ll learn: How to build a new business acquisition plan that delivers results How having a plan and consistent effort, achieves results Examples of unproductive sales territory plans The specific steps required to build your new business territory plan The metrics and key numbers you need to calculate for your territory How to calculate the number of new business contacts you need each month, to regularly achieve your new account target What role your self-management and personal discipline plan in achieving your goal

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Catalyst Sale Episode 100

Play Episode Listen Later Jul 23, 2018 29:11

Catalyst Sale Episode 100 This week Mike, Mike, & Jody celebrate the 100th episode of the Catalyst Sale Podcast. We share some of the lessons learned, share feedback we have received from listeners, chat a bit about previous guests, and discuss where we plan to take the show going forward. Show Links Most Popular Podcast - Don Miller First Podcast Guest - Lee Cockerell EP #35 - Dan Peter Coaching Episodes #79 - Training vs Coaching #89 - Coaching, Mentoring, or Training? #98 - Coaching with Christie Walters EP #80 - Dave Berke Catalyst Sale Twitter LinkedIn hello@catalystsale.com Territory Planning that Works Catalyst Sale Workshops & Training Thank you Thank you for rating and reviewing the podcast via iTunes, Google Play, or your favorite podcast platform. Ratings & reviews help others discover the podcast - thank you for helping us get our message out to the community. Please send listener questions and feedback to hello@catalystsale.com or contact us directly on twitter, facebook or LinkedIn. Catalyst Sale Service Offerings Growth Acceleration - Plateau Breakthrough Product Market Fit ---------------------- Subscribe to the Catalyst Sale Podcast Subscribe via iTunes Subscribe via Google Play Catalyst Sale In every business, in every opportunity, there is someone who can help you navigate the internal challenges and close the deal. There is a Catalyst. We integrate process (Catalyst Sale Process), technology and people, with the purpose of accelerating revenue. Our thoughtful approach minimizes false starts that are common in emerging markets and high-growth environments. We continue to evolve our practice based on customer needs and emerging technology. We care about a thinking process that enables results versus a process that tells people what to do. Sales is a Thinking Process.

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Sales for Non Sales Professionals - Part I - 99

Play Episode Listen Later Jul 17, 2018 20:30

Sales for Non-Sales Professionals A segment of the audience who listens to the Catalyst Sale podcast are not practicing sales professionals. This week we discuss some high-level topics related to sales for non-sales professionals. For the sales pros out there, some of this may be a little basic, but you may want to share it with other members of your organization. Questions Discussed Why is sales an interesting topic to those who are not in sales? What comes to mind when thinking about sales for non-sales professionals? How does sales apply in a non-sales role? Key Takeaways Everybody sells We are all trading something, sometimes it is time, sometimes it is insight, sometimes it is information Sales for Non-Sales Professionals is one of the workshops we facilitate at Catalyst Sale. Sales is the activity that leads toward a business transaction Success is often measured by the dollars generated, number of people or number of companies you expose to your product. Sales is about connecting a problem to a solution. A core component of sales is influence. How do you influence others? Communication, Empathy, Listening, these are all skills that are important. We can get better with influence by understanding general sales best practices. Influence requires listening, gathering information, and delivering the solution in the context of what is important to the individual. Vocabulary plays a big role in this discussion as well. Quota - the sales professionals target for a given timeframe (year, quarter, month) Activity metrics - the number of calls, number of proposals, number of demos. These can be leading indicators for an organization. The sales team's ability to meet objectives can have a significant impact on other aspects of the organization, including investment. Take the time to ask people questions about their roles within the organization. Be cognizant of the time period and time of year. i.e. budget planning and award periods, or mid-year/beginning of the year kickoffs. As a sales rep leverage the other members of your team to improve and shift your perspective. Salespeople are people - they are human. Show Links Catalyst Sale Twitter LinkedIn hello@catalystsale.com Territory Planning that Works Catalyst Sale Workshops & Training Thank you Thank you for rating and reviewing the podcast via iTunes, Google Play, or your favorite podcast platform. Ratings & reviews help others discover the podcast - thank you for helping us get our message out to the community. Please send listener questions and feedback to hello@catalystsale.com or contact us directly on twitter, facebook or LinkedIn. Catalyst Sale Service Offerings Growth Acceleration - Plateau Breakthrough Product Market Fit ---------------------- Subscribe to the Catalyst Sale Podcast Subscribe via iTunes Subscribe via Google Play Catalyst Sale In every business, in every opportunity, there is someone who can help you navigate the internal challenges and close the deal. There is a Catalyst. We integrate process (Catalyst Sale Process), technology and people, with the purpose of accelerating revenue. Our thoughtful approach minimizes false starts that are common in emerging markets and high-growth environments. We continue to evolve our practice based on customer needs and emerging technology. We care about a thinking process that enables results versus a process that tells people what to do. Sales is a Thinking Process.

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Prospecting - Building Pipeline - 97

Play Episode Listen Later Jul 2, 2018 18:29

Prospecting - building your well before you need a drink. We have recently passed the mid-point of the year for most sales organizations. How does your pipeline look for the remainder of this year? What about next year? Q2 has wrapped up, we are moving into what many see as the most financially active period of their sales year. This week on the Catalyst Sale Podcast we discuss the importance of prospecting and building pipeline. We discuss a couple of best practices, tools, and tactics. We also discuss how you may want to approach hunting within the base using methods similar to new customer acquisition. Questions Addressed Where do you start with prospecting? What are some best practices in building pipeline? How do you identify the appropriate vocabulary for a given vertical? What about prospecting within your existing client base? Key Takeaways Pipeline saves lives Start first by defining your "Ideal customer" Size of organization Market/Vertical Link to Territory Planning that Works Identify where the people who will use the product, purchase the product, or influence those who may purchase, hang out. Hunting requires that you go where the customer is. Best Practices Stay engaged with the community that you serve Read analyst reports & research relevant to the given market What are some common problems that your ideal customer profile experience? Use the vocabulary that the community uses Tools Google LinkedIn/Sales Navigator Questions Deliver value to the audiences and communities with whom you engage. Share experience, be genuine about your interest in solving problems within their market. Ask questions with a genuine intention to learn. Think about growing business within your account base as hunting within the base. Use the same process, when hunting within the base. Identify ways to expand your network within your account base. Ask these questions Who else cares about the problems we solve? How are they addressing those problems today? Who is experiencing those problems? Act as an extension of your client/customer's team Take a humble approach, be genuinely interested in solving problems. When you do the right things, good things tend to follow. Focus on the customer Prospecting is hard, but you have to keep doing it, put in the reps, do the work. Set aside specific time to focus on prospecting. Show Links Catalyst Sale Twitter LinkedIn hello@catalystsale.com Territory Planning that Works Catalyst Sale Workshops & Training Thank you Thank you for rating and reviewing the podcast via iTunes, Google Play, or your favorite podcast platform. Ratings & reviews help others discover the podcast - thank you for helping us get our message out to the community. Please send listener questions and feedback to hello@catalystsale.com or contact us directly on twitter, facebook or LinkedIn. Catalyst Sale Service Offerings Growth Acceleration - Plateau Breakthrough Product Market Fit ---------------------- Subscribe to the Catalyst Sale Podcast Subscribe via iTunes Subscribe via Google Play Catalyst Sale In every business, in every opportunity, there is someone who can help you navigate the internal challenges and close the deal. There is a Catalyst. We integrate process (Catalyst Sale Process), technology and people, with the purpose of accelerating revenue. Our thoughtful approach minimizes false starts that are common in emerging markets and high-growth environments. We continue to evolve our practice based on customer needs and emerging technology. We care about a thinking process that enables results versus a process that tells people what to do. Sales is a Thinking Process.

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S2:E4 – Territory Planning Wrap Up

Play Episode Listen Later Mar 26, 2018

In Series 2:Episode 4, Bobby and Brian wrap up the Territory Planning Series, and take a couple of your questions! We'd love your feedback on the Series, or any general questions that you might have – please reach out to us at info@techsalesshow.com! Here are the show notes: Listener's Questions: 1) “How do I best promote […]

wrap series in series territory planning

S2:E4 – Territory Planning Wrap Up

Play Episode Listen Later Mar 26, 2018

In Series 2:Episode 4, Bobby and Brian wrap up the Territory Planning Series, and take a couple of your questions! We’d love your feedback on the Series, or any general questions that you might have – please reach out to us at info@techsalesshow.com! Here are the show notes: Listener’s Questions: 1) “How do I best promote […]

wrap series in series territory planning

S2:E3 – Your Funnel and Pipeline

Play Episode Listen Later Mar 5, 2018

In Series 2:Episode 3, Territory Planning, Bobby and Brian ask for a little help if you are getting value out of the Podcast! Please rate us 5 stars on iTunes or your favorite Podcast app if we have earned it, if not please give us feedback at info@techsalesshow.com! We need to get 100 on YouTube! It's […]

pipeline funnel in series territory planning

S2:E1 – Territory Planning Series Introduction