Sales Reps

The Complete Guide to Sales Territory Mapping

There’s a lot of strategy and leg-work that goes into proper sales territory mapping. This is a crucial part in setting your team up for success.

It can be a tedious process, but it’s necessary to ensure your team is canvassing the right area and not just going in blindly.

What is a Sales Territory Map?

A sales territory map is a plan of attack for your sales reps. Mapping gives you the ability to designate areas and assign specific territories to each rep. With Territory mapping software, cut territories that meet your criteria and allocate across your sales team. Not only does mapping out territories mean you only targeting prospects that are viable contenders to make a purchase, it keeps reps from overlapping and poaching each other’s sales.

Benefits of a Clearly Defined Sales Territory Map

Cut territories. Map out territories and assign to reps.
Territory hierarchy. Create hierarchies so everyone on the team knows exactly where to go.
Real-time visibility. Managers and reps can work together to ensure every territory is fully covered.
Stay organized. Easily edit, manage and delete territories as reps move around.

The Old School Approach to Sales Territory Mapping

One of the reasons this process has been such a pain for so long is because of how it’s been done.

Using the “highlighter and Google Maps” method leaves a ton of room for error and confusion. You have no way to determine how many homes you’re assigning to each rep, how many customers you have in each territory you assign, or the demographics for the homeowners you should be targeting.

Not to mention once you send the team out with their printed maps you rarely ever get them back therefore have no historical idea where you’ve worked or haven’t worked.

Using highlighters and maps leaves a lot of room for dispute between sales reps.

Consider this situation:

1. They’ll knock outside of the territory you assigned them claiming they weren’t sure where it ended.
2. Then, the rep who is assigned to that territory will get upset about the sale another rep made in their territory.

Who do you give the sale to; the rep who closed the deal or the rep whose territory that sale is assigned to?

Turning what should be a celebration into a dramatic debacle.

4 Ways to Map Sales Territories

To save time, be more efficient, eliminate confusion and increase performance, create and assign territories for your team using the following strategies:

1. Target Market Demographics
2. Current Customers in Each Territory
3. Evenly Distributed by Number of Homes
4. Evenly Distributed by City / Zip

1. Target Market Demographics

One of the most effective strategies for creating territories is to gather the demographics of your target market before sending your team out to knock doors.

This will eliminate the amount of time your reps spend in the field knocking aimlessly. You shouldn’t want your reps making attempts on homes you know either won’t close, or have a low possibility of closing.

Using a tool like SPOTIO’s Lead Machine will help you to identify key territories, target qualified customers that match your ideal customer profile (ICP), and ensure that your team is knocking doors that have real buying potential.

You’ll also have the ability to track the progress of each of these leads in your funnel through the app. This will prevent leads that you’ve spent money on from slipping through the cracks and increase the return on your investment.

Obviously you have to be able to identify your target market in order to purchase any type of leads. Some criteria are more important than others, like homeowners vs. renters, credit score, home market value and median home income.

The more information you have about your current customers, the better. It will allow you to understand where you’re having the most success and help you to identify higher quality potential customers with a greater chance of buying.

Another tool you can check out is a website called City Data. Scroll down and choose your state and then you’ll have access to hundreds of segmentation options.

To learn how to best use this site download our free ebook below:

2. Current Customers by Territory

Your current customers are extremely valuable to your business, and not just because they purchased your product or service.

Your customers can provide you with some of the highest converting and cheapest leads – referrals. You just have to ask.

Start by generating a list of all of your current customers. If you use a sales tracking app like SPOTIO, it’s simple to upload this list into your account, or you can simply sort the pins in your account by the status you created to signify a closed-won deal.

If you’re not using a sales tracking app, you’ll have to map these addresses by hand individually. It will be a much longer process, but well worth it.

Once you’re able to see all of your customers on a map, draw out territories for your reps to work based on these locations.

There’ are two strategies to this approach:

1. The first is to evenly distribute the number of customers in each territory for your sales reps.
2. The other option if your customers are more spread out is to assign a couple smaller territories to each rep, but still distribute them as evenly as possible.

The goal by doing this is to use your current customers as references when pitching a new prospect. You can also have your team visit satisfied customers to ask for referrals.

3. Evenly Distributed by Number of Homes

Making sure that sales reps have enough doors to knock is essential to their performance and production.

Without a sales territory mapping software, you can spend hours on this process. A sales territory mapping software significantly simplifies this process, saving you many hours and ensuring greater accuracy.

Create and assign territories based on the number of houses you want each rep to work at one time.

Start this process by determining the number of houses you want each rep on your team to have. As you start drawing out an area in SPOTIO, the app will tell you the estimated number of homes in that territory. You can always adjust it if there’s too many or note enough.

Using a territory mapping software will allow you to create even territories for your entire team in less than 10 minutes. If you choose 500 as the total number of homes you want to be in each territory, you just need to be close to that number. It’s not important for it to be exact; 475 or 525 is close enough.

If you want to guesstimate the number of houses in a sales territory consider that on ¼ acre lots which are common you will get 1,000 houses in a 1 mile by 1mile areas.

4. Distributed by City or Zip Code

Creating territories by city or zip code is a little bit trickier because of the size of the area. Even if every city was the exact same size, the number of homes wouldn’t be.

There’s a variety of factors in play when creating territories by city or zip code. The demographics in each city can vary dramatically and will influence the number of potential customers for a rep to visit.

Distributing territories by city or zip code is one of the easiest methods because it’s black and white; there’s no grey area.

You tell a rep, “This is your city or zip code, and if you get a lead or sale outside of your territory, it’s going to the rep that territory belongs to.” Creating territories this way eliminates a lot of the conflict and guesswork for sales reps.

Because cities or zip codes vary in the number of houses, you may need to assign two or three to a rep.

These territories will have a ton of homes to work. They’re not going to be quick to work through and shouldn’t be changed frequently like smaller territories may be. Using a territory mapping software will help you to ensure you distribute the number of houses for each rep to work evenly by the city or zip code.

Bonus: Here’s a free Zip Code map you can use to slice and dice your marketplace by zip codes if you want to create your sales territories this way.

Common Mistakes to Avoid in the Territory Mapping Phase

Here is a short list of issues and errors managers can implement, which will improve their effectiveness in territory mapping:

Mistake #1: Using limited data – and using the wrong territory management tool.

If you don’t know your client and, or account data, you can’t accurately know how well the sales rep is doing let alone make improvements. You also want to refrain from making continuous changes to sales territories, as it will negatively impact client engagement. However, you will want the ability to make modifications in the territories occasionally. Key here, find the ‘BEST’ CRM tool to aid you in this process.

Mistake #2: Leaving your sales team out of the picture.

In order to be effective in territory mapping, you NEED to involve your sales reps and teams. Taking into account the experience of your sales reps/teams will help to motivate them. This will encourage you to have the right reps in the right territories and make sure that the business is in their prospective territory. By doing so, you will ensure you have a plan in place that your sales reps/teams can embrace, and get behind.

Mistake # 3: Getting overwhelmed with spreadsheets.

If you want to ‘win’ in sales performance and motivate your reps/teams, you MUST incorporate the right tools and applications to help you manage and evaluate your reps/teams. This will give your reps/teams the visibility into their targets, schedules, and the ability to align the right reps with the right accounts/products, which will minimize the sales assignment process and increase sales.

In defining a sales territory and determine if the territory mapping is efficient, you need to make sure of a few things:

Make sure the product that’s being sold in the territory is in demand, in the right market, and that there is the adequate transport facilities. You also need to know your competition! If sales are being made on a consistent basis and sales goals are being met, you’ve got the right territory mapping in place!

EXAMPLES of how to determine territory workload:

Workload (#) = [Current accounts (#) * Average time to service an active account (#)] + [Prospects (#) * Time spent trying to convert a prospect into an active account (#)]

The sales potential in a territory can be determined as follows:

Sales potential ($) = Number of possible accounts (#) x Buying power ($)

There is no ‘one size’ fits all when it comes to territory mapping. The most popular territories are done via geographical lines, and doing so will prevent companies from leveraging and optimizing revenue.

The round-robin method is best if going after a targeted market. Geographic distribution is best if you have boots on the ground. With the new advancements that technology is providing via account-based marketing, the best method is obviously going to be scattered among the states aiding in the new territory of adding a time-zone territory as well. So, as you can see, you really need to know your product, competition, market and sales reps to determine the best territory option for your organization.

Highest performing territories – sales by client, new contacts, opportunity-to-win rates, average deal size?

The best and highest performing territories are those that have been ‘optimized’ as read in this article from Alexander Group. Basically, if you’re not ‘optimizing’, you’re throwing caution to the wind and losing revenue while helping your sales reps underperform. Here are 5 things to consider when ‘optimizing’ your territories:

1. Define the most important targets.
2. Weigh each target accurately.
3. Calibrate your index.
4. Review your results.
5. Make changes to the territories based on those results.

As stated, you can have great products and great sales reps BUT if you don’t ‘optimize’ your sales rep’s territories, you’re losing revenue and not utilizing your best sales reps.

What to Do Next

At this point you’ve either already been creating sales territories for your team or you haven’t. If you have, congrats! You’re one of the organized ones. Feel free to modify your approach based on the information above and if you have anything to add feel free to chime in.

If you don’t currently use sales territories for your team don’t fret. It’s not too late!

Check out these other blog posts to learn more about Territory Management

Below you will find great information on territory management and how you can set your team up for success by utilizing the best practices associated with it. Feel free to check it out and if you have any input let us know.

Stop Guessing: The Truth about Territory Management

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Questions or comments? Contact SPOTIO at info@spotio.com or comment below.

SPOTIO is the #1 field sales automation and performance management software that will increase revenue, maximize profitability, and boost sales productivity.

Want to see a product demonstration? Click here to see how SPOTIO can take your sales game to the next level.

Ask the Right Questions, Close More Deals

You’re there to sell something, but how can you come across as not selling and why is this important? It’s important because no one wants to feel like they’re being sold to. As soon as a person realizes they’re the subject of a sales pitch, human nature kicks in and they will instinctively shut you out. However, this relationship can be salvaged. If you know how to ask the right questions, at the right time, and in the correct tone, your prospects won’ feel like they’re being sold to. The result: more closed deals.

Being able to connect with a potential client by asking the right questions is the key to becoming a success sales rep.

Here are some persuasive words that a sales rep can use to get more deals to close…

Amazing. This word pulls on emotion and causes people to take action. It’s best to use it sparingly in describing things that merit excitement.

Example: Try this amazing new, faster, updated version of [fill in the blank].

Avoid. Help your customer better achieve their goals while protecting against a loss.

Example: Avoid a larger bill with your current hosting provider and save $500 a month with us.

Because. If a reason of why something needs to be done, they are more likely to respond the way you want them to.

Example: Excuse me, I have 5 pages. May I use the Xerox machine, because I’m in a rush?

First. Denotes exclusivity and grabs the potential clients attention. It introduces the element of surprise.

Example: I’d like to show you the latest product updates.

Fix. If you show your potential client you can fix the issues they face, you earn a their business and repeat business.

Free. Using zero decreases the price and increases the value.

I don’t know. Never mislead your potential client! They will know and won’t do business with you. By admitting you don’t know something builds trust with your potential client. The best way to admit, “I don’t know” is by directly saying it, then using the client’s unanswered question as a follow-up item.

Imagine. Customers who have a firm understanding of how they would implement your offer are more likely to buy. Paint a picture or draw out your proposal compared to what they have.

Now. Demonstrate the benefits prospects may receive if they buy your product or lease your software NOW. Be clear about the benefit now.

Example: How would this product help you or your business now?

Save. Frame an opportunity as a clear win for prospects and existing users.

Example: Sign up for your first month and get 10% off.

Simple. Depicts there’s a small (or non-existent) learning curve and low switching costs.

Unusual. Customers want to try something different and feel they have something that no one else is doing. Customers will also feel like innovating.

We. It’s important to get the customer to feel you both are on the same team. “We” puts the potential client/client in a team mindset.

10 closing phrases to help you close the deal:

#1. The assumptive close. Assumes the potential client has decided.

“When should we get started on implementation?”
“What delivery date would you like?”
“Which [package, tier, bundle] are you going with?”

#2. Ask for the sale.

“Is there any reason if I’m improving your overall health insurance (or whatever your selling) coverage, and keeping the price competitive, you wouldn’t want to get started now?”

“If I can (overcome objection), would you like to move forward?”

#3. Ask how they heard about your product/service. Reminds them of why they’re interested and why they’re meeting with you.

“How did you hear about us (product, brand)?”

#4. What are your must haves, could haves you require. This qualifies the prospect so you know what you need to do to close the deal.

“In order for you to move forward, what specs/features/services do you require”

#5. Find out who all the decision makers are and if they can join the meeting. This seems obvious. Granted, it’s NOT always possible but if you can, you will have a better chance of closing the deal if everyone is on the same page with the same information.

“Are you the only one that makes these decisions or do I need to also speak with someone else?”

#6. Find out which other services they’re evaluating. This allows you to find out the pros and cons of the other competitors to do a comparison of what you’re offering, what the benefits are and why your option is better. Sometimes they won’t offer the information but if you can get it, that’s great!

“What other services/products are you comparing us with?”

#7. Find out what the timeline is for making a decision. This will give you an idea of how long it may take to close the deal.

“When do you plan to (buy, change, etc.)? Is it in a couple of days, weeks, months or years?”

#8. What’s your budget:. You have a bigger chance of closing the deal if you can give them what they want and keep it in their budget.

“What’s your budget?”
“What can you afford?”
“What are you planning on spending?”

#9. When was the last time you made a purchasing decision for a solution like ours?

“When was the last time you purchased a solution like this?”
“Have you purchased a concept like this and if so, when?”

#10. What’s the reason you reached out to us. Asking this question you will get a few reasons on what you need to focus on to close the deal. It will also give you insight into what your best sources of Marketing are and where to put Marketing dollars in the future.

“I’m curious, what made you reach out to us/me?”

In summation, don’t be afraid to ask the right questions to get the deal. Figure out a road map of how and where you want to take the potential client/client. Ask the right questions to eliminate any red flags along the way. Guide your prospect and paint a picture or draw out what you’re trying to communicate. Uncover if they’re serious buyers and ask the question, “Have I met all of your needs, and is there any reason we can’t move forward?”

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Questions or comments? Contact SPOTIO at info@spotio.com or comment below.

SPOTIO is the #1 field sales automation and performance management software that will increase revenue, maximize profitability, and boost sales productivity.

Want to see a product demonstration? Click here to see how SPOTIO can take your sales game to the next level.

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Cite Sources:
Close.IO
Hubspot

67 High-Impact Sales Enablement Tools for 2019 (By Category)

On average, 50% of a sales rep’s time daily is wasted on poor prospects.

Even if you only have five full-time reps, that’s 100 paid hours every week that have zero ROI. You can almost hear the cash going down the toilet.

However, this stat might be less surprising when you learn that companies spend 5x more on hiring a sales rep than they do training them.

Wait, what?!

That’s right. Talk about failing to set your reps and managers up to succeed.

Poor sales training and unequipped reps is a problem that persists in any industry — despite the fact studies have shown trained reps sell 50% more effectively.

The solution to this mess?

Sales enablement.

Let’s Get Clear on Sales Enablement

Sales enablement is a support function. Its goal is to provide sales reps with information, customer-facing content, and tools, so they can guide a buyer through the purchase process successfully.

This could involve creating fact sheets, industry-specific case studies, and comparison tables that help a rep persuade a lead to buy.

It also means coaching reps on best practices and equipping them with the tools they need to be efficient.

Being able to do this in your organization requires an understanding of the ideal buyer, so you can provide resources they actually need and want throughout the journey.

There are two key stages involved in building a good sales enablement strategy:

1) Understanding who the ideal customer is, and mapping the buyer’s journey.
2) Creating sales plays, content, and training for reps to leverage at each stage of the journey.

Sales organizations in 2019 have a plethora of tools available to make every part of this process easier, and in this post we’ll dive into the best for your arsenal.

But first, a look at the power of sales enablement technology…

The Importance of Sales Enablement Technology

According to SalesHub, only 13% of customers believe sales reps understand their needs.

Crazy, right?

When the majority of your reps aren’t connecting with customers, there is costly disconnect.

The solution? Better support for reps, and better content for customers to support them throughout the buyer’s journey.

Propellor research shows that this is a big differentiator for customers:

Being able to do this at scale (or at all), you need a sales enablement strategy. Tools are essential to this, research from Brainshark shows:

“More than 2/3 of companies that invested in sales learning and development technology realized a positive ROI.”

On the flip side, companies that failed to invest in sales enablement technology in the last year have seen a 12% drop in sales goal achievement.

Almost two thirds of companies that have piloted sales enablement programs and seen positive ROI attribute the success to software; according to a study by CSO Insights, 62% of organizations view tools as the top priority investment in sales enablement.

(Source)

Tools can be used for the majority of the top priorities in the study above, too, like content and process improvement.

So, what are the effects of investing in sales enablement tools?

This research from Salesforce found that 84% of companies hit quota with the support of sales enablement tools and coaching.

Let’s look at the tools across each category that can help you research, deploy, and optimize your sales enablement strategy.

The Best Sales Enablement Tools for 2019 (By Category)

Sales enablement is built around the idea that reps can optimize the way they sell, and provide customers with informative content that helps them make complex purchase decisions.

That makes it part market research, part content management — and heavily reliant on analytics to understand and support your ideal buyer segments.

We’ll look at tools across each of these core functionalities:

Market Intelligence
Sales Intelligence & Prospecting
Content Analytics
Content Sharing & Management
Market Automation
Sales & Team Communications
Sales Emails
Sales Presentations
Contract Management
Sales CRMs
Sales Training
Sales Management
Customer Feedback

Market Intelligence

To accelerate sales and ramp up rep productivity, you’ll need to make data-backed decisions. For sales, some of the most important data is around the companies in your target market. How many employees do your prospects typically have? What about funding, or annual revenue?

With that intel, you can make the way your reps sell and prospect more effective, and waste less time. Let’s look at the best sales enablement tools for market intelligence.

Artesian

With Artesian, you get access to a vast bank of proprietary company data through a convenient interface that lets you discover new prospects, track engagement metrics, and deliver content to targeted segments.

Artesian can help your team deploy custom sales enablement strategies by letting reps create lists of leads based on rich data from millions of companies. To make sure you get the right content to the right prospects, Artesian uses AI to analyze prospects and cuts the amount of time reps spend on manual research.

For £89/user/month, a team of up to 10 users can use Artesian for company profiling, content research, and team performance optimization. Teams with over 10 users should get in touch for the enterprise plan.

D&B Hoovers

D&B Hoovers integrates with the tools your team already uses — Marketo, Salesforce, Microsoft Dynamics, and more — to enrich lead data and help sales enablement teams analyze the pipeline and develop relevant content.

As well as enriching current data, it can be used to research leads in new markets and support strategies that expand your reach.

Pricing for Hoovers isn’t public, but a free trial is available before you connect with a rep.

Emissary

Ever wanted an expert insider when you’re chasing a big lead? Emissary gives you exactly that, by matching you with a recent former employee from any given company that can guide you on how to close the deal.

It’s aimed at enterprise sales — with 75% of its connections coming from firms in the Fortune 1000 — and over two-thirds of its contacts were VP or higher at the company. Emissary is an effective high-touch way to develop enterprise enablement material, but also serves as a way for reps to get coaching from successful insiders.

Get in touch with the providers for pricing info.

Mattermark

Mattermark combines company profiles with social listening to provide lead and contact profiles, with over 80 fields of data per entry.

It provides data on 4,000,000 companies and 20,000,000 contacts imported via API into your CRM, or in exports to spreadsheets. With Mattermark automatically gathering data on prospects, the sales enablement process is made simpler; far less manual research is needed when a tool can fill in the blanks.

Aimed more at startups (and companies selling to startups), Mattermark also lets you segment companies by funding recency/amount, and growth signals. It also has a lower price tag than the other intelligence tools on this list, at $49/user/month.

Sales Intelligence & Prospecting

Prospecting tools help your reps find the ideal customers for your product, based on a selected set of specific set of demographic and firmographic data points, like “leads within 50 miles of me, with over 200 employees, in the healthcare tech industry”.

An improved prospecting process is a core part of sales enablement because it helps reps up productivity by spending less time on bad leads and more time selling to those likely to convert.

Here are the prospecting tools we recommend checking out.

LinkedIn Sales Navigator

LinkedIn has access to one of the biggest troves of business data on the planet, owing to the fact that it has gathered so much insight from user-submitted information on its social network and the connections between different professionals.

When you get access to that data (not fully available through the social network alone), you can unlock every insight the network has gathered, including data on company size, activity, news mentions, posts, engagement, and connections. It also lets you nurture leads and reach out with that data in context through LinkedIn messaging.

Pricing starts at $79.99/month.

Spotio Lead Machine

Spotio’s sales intelligence tool, Lead Machine, allows managers to generate a list of qualified leads for sales teams in seconds.

The tool allows users to define geographic territories and mine data on all the companies within that area. Reps can quickly create an ideal customer profile by mining and sorting over 50 different data points – income, credit capacity, square footage, age of home etc.

After leads have been qualified, extract the data and import into the CRM and start selling.

Lead Machine helps businesses close more deals by having reps focus only on the most qualified leads in a given sales territory.

Spotio is priced at $25/user/month for up to two users, with credits charged for lead machine usage.

NerdyData.com

NerdyData.com gives you access to company technology usage data. You could search the database for every Intercom customer because your tool integrates with Intercom. Or, see who’s running your competitor’s software so you can send over a relevant comparison sheet.

It’s easy to see how this enables your sales team to make more personalized and informed decisions, and how it helps sales enablement initiatives research the tech stacks of different market segments to better understand the lead’s internals.

NerdyData.com’s pricing starts at $50/user/month.

Clearbit

Clearbit is an API you can hook into your existing source of customer data, whether that’s Intercom, Close.io, or Salesforce. With a company name or domain, Clearbit pulls in anything else your sales team should know about that lead, such as the number of employees or industry.

As well as enriching existing data, Clearbit can enable sales to do a more efficient job by building prospect lists and revealing the company profiles of anonymous site visitors. This all helps your team get a better look at the kinds of companies they attract so you can create effective enablement content to support future deals.

Access to Clearbit’s Enrichment API costs $99/monthly. Pricing for other products in the suite is available on request.

SellHack

SellHack helps expand your funnel by making prospecting easier. It’s a browser extension, so you can add leads you find on LinkedIn to existing prospect lists and automatically hunt down their email address.

With segmented lists and easy email outreach built in, SellHack empowers teams to get the right content to the right leads, informed by data SellHack stores.

For 150 email lookups, you can get SellHack at $19/user/month.

Albacross

Did you know that a big-name exec and their team were browsing your site yesterday while evaluating solutions? You’ll certainly agree that would be powerful to know. But how will you find out if it’s not something you’re tracking?

Albacross enables all that and more by keeping a log of companies and potential customers that visit your site, and enriching the data with the best way to contact that lead.

Once the visitor data is stored in Albacross, you get a lead list that grows by itself and is able to be filtered by fields like revenue, company size, and location. Push that lead list to your CRM or any other sales tool you use by integrating Albacross with Zapier.

Pricing starts at $79/month for one site and 1,000 leads exported.

LeadFuze

LeadFuze helps sales teams build prospect lists quickly — not one-by-one — by giving reps access to data on a lead’s industry, media updates, company size, and even PPC spend. With that data, reps can search by tightly-focused criteria to expand their outreach lists and pipeline.

To help save time with data entry and manual research, LeadFuze can also take a list of domains or company names and turn them into the best point-of-contact with a double-verified email address.

Pricing starts at $97/user/month, for 500 lead credits.

DataFox

DataFox is an Oracle-owned CRM enrichment tool that allows sales team to harness AI — backed up by over 100 human staff — to expand sales intelligence and enable more targeted prospecting and conversations.

Based on filters, new leads in your CRM can be automatically assigned to reps. This makes it possible to train reps on specific plays with specific enablement content, and always ensure they’re pitching to the right people.

Despite being an Oracle product, DataFox has native integrations with Salesforce, Marketo, Slack, and Terminus. Its pricing is available by request only.

Growbots

Growbots allows you to create prospect lists by selecting an ideal customer profile, and then automate target outreach to those lists.

Straight away, it’s easy to see how this empowers a sales enablement strategy. Your Growbots prospect lists are created based on criteria like company size, industry, and email activity. With that insight, you can automate the distribution of relevant sales enablement content and design plays around specific market segments and prospect needs.

Pricing for Growbots is available by request only.

Owler

Owler is a lookup database for company information that can be used to explore profiles via the web or enrich CRM data with their API.

Uniquely, Owler focuses on the trust score of a company’s founders and the funding a company has historically received. This makes it great for selling to startups and early-stage high-growth businesses.

Alongside company profiles, you can see all recent news and social mentions for a given company so you can research competitor progress and prospects in context of current events.

Pricing for Owler is not public.

Content Analytics

Once you get a piece of sales enablement content like a product fact sheet in front of a lead, how do you know what happened next? With old school tools, you can make guesses on what content is converting customers and pushing the sales process along, but you can’t be sure how leads engage with it.

Content analytics platforms solve that problem by measuring user heatmaps, copy effectiveness, and other metrics beyond the scope of a non-specialized tool like Google Analytics. Optimize the way you measure the success of your sales enablement content with these hand-picked tools.

Atomic Reach

Ever wanted to know exactly how leads engage with your sales enablement content? Atomic Reach takes your content analytics past the point of just clicks and views, into the realm of rich engagement data that explains why content is performing, so you can replicate the formula.

To help you create content, Atomic Reach also analyzes pages you create for their ability to persuade and convert. Optimize enablement content easily, and accurately track its performance.

Pricing for Atomic Reach is available on request.

Crazy Egg

Crazy Egg provides heat maps and analytics that you can use to measure if/how leads and website visitors engage with your content.

With that data, you can run A/B tests on a page-by-page basis to boost conversions, dwell time, and other vital metrics you use to judge the effectiveness of your sales enablement content.

Crazy Egg pricing starts at $29/month.

Content Sharing & Management

You’ll need a centralized location to store and distribute customer-facing content and training material, or you’ll be stuck searching for files on your local computer (and so will all of your frustrated reps).

Content sharing and management tools let you create internal documentation, host files for customers, and control who inside your organization can access which resources. Let’s look at some of the best options for sales enablement.

Box

Your sales enablement training material and customer-facing content needs a home. When multiple reps need to access internal content — regardless of when or where — you need a robust cloud storage tool like Box.

Box is an enterprise file sharing and storage tool that integrates with plenty of top sales tools like Salesforce and Microsoft Dynamics. The integration allows you to associate Box documents with leads, making it easy to match the right content to the right person.

Box’s pricing starts at $5/user/month for unlimited storage.

SharePoint

If you’re already living in the Microsoft ecosystem at work, then SharePoint is a great choice to manage sales enablement content, either on-premises or in the cloud with Office 365.

Create internal wikis for your sales team’s training material, and neatly categorize centralized enablement material with ease.

SharePoint is available on its own for $5/user/month, but is at its most useful as part of Office 365. For $20/user/month, you can get the Office 365 Enterprise E3 plan that has SharePoint included alongside Outlook, Word, Excel, and other Microsoft software.

Allbound

Allbound is a sales intelligence tool designed to help businesses manage relationships with partners and deploy enablement content to those partners that will make selling easier.

It features company data lookup, content collaboration, and analytics reports that give insight into content performance. If you’re running a partner sales program, Allbound is the perfect line of communication between you and your external channels.

Pricing starts at $995/month for access to the full Allbound platform.

Showpad

Named a leader by Gartner in the field of Sales Enablement Automation, Showpad is one of the first dedicated sales enablement tools. It provides a platform where sales and marketing can collaborate, sharing content and metrics.

With Showpad, it’s easy for sales teams to surface and share relevant engagement content with buyers and match content to lead profiles based on filters. It is also possible to build and deploy sales training inside the app, then track rep engagement with it.

Pricing is available on request only, and the content platform is sold separately from the training platform.

Marketing Automation

Any efficient sales enablement strategy is built around automation. It only makes sense that reps can do a better job if their lead nurturing happens automatically and they get better qualified or ready-to-buy leads as a result.

Plus, many marketing automation tools also act as a way to get insights into your lead’s mindset — find which leads open and engage with your emails most often, or reference a lead’s historical engagement to know which content they have and haven’t seen.

Here are our top picks in the field of marketing automation.

Marketo

For many companies, Marketo is where lead and customer data already lives. Leveraging this data, you can use Marketo to analyze your site’s content and find sales enablement recommendations based on the lead’s company profile and history. After sharing content, Marketo logs the lead’s interactions to gather metrics you can use to make optimizations.

On top of this, Marketo is an industry-leading marketing automation platform you can use to nurture leads with targeted messages and build a stronger pipeline.

Pricing is unavailable online, but you can request a demo to find out more.

Eloqua

Eloqua is Oracle’s marketing automation solution, aimed at the enterprise market. It integrates with your CRM to enrich lead data, trigger automated messaging, and track engagement with your website and content.

Since it stores data on your existing leads, Eloqua can be used as a sales enablement research tool that gives you a pulse on your current pipeline.

Pricing information is unavailable online.

Customer.io

Customer.io is email marketing for companies that collect in-product data — namely SaaS and web tools. Sales enablement teams can use Customer.io to develop relevant content and training based on the different segments of product user.

Customer.io can be integrated with other customer analytics tools like Segment and Heap, so you’re able to deploy content over email based on historical data like signup date, industry, user count, and last bill amount.

Pricing starts at $150/month for products with up to 100,000 users.

Sales & Team Communications

Conversation and collaboration tools bring your sales team closer together and put the resources reps need right at their fingertips — they also give managers a platform to analyze how the team interacts and sells.

Sales communications is a broad category. It covers anything internal content management, rep call analysis, and instant messaging. Here are some of our top recommendations.

Guru

Wherever you are — Slack, or in your browser — Guru allows you to find the enablement content you need without wasting time switching between documents, your CRM, and a dozen other apps.

You can query Guru to surface the right content for the right leads, and then deliver it through Salesforce, Intercom, or other tools with which Guru has native integrations. This gives you a centralized place to store content, so you can control what reps are distributing without making updates in 10 places at once.

Pricing starts at $380/month, or $2,400 if you want API access.

Chorus.ai

Optimize the way your reps talk to leads by storing and analyzing their sales calls automatically. This is great for developing training material or providing an AI coach for your team that fine-tunes their sales technique and helps them close more deals.

Chorus.ai stores call analysis next to lead data inside your CRM, so you can see call history and outcome wherever you already work. Pricing for Chorus.ai is not publicly available.

Slack

Slack has quickly become to go-to chat and notification hub for teams everywhere. Since it’s where your sales team hangs out already, why not power it up with integrations? Slack can be used to automatically notify reps when new signups come in, segmented by potential deal size with integrations to a customer data tool like Clearbit or DataFox.

Outside of strict sales activity, Slack is a simple way to hold team meetings, search conversations, and even deliver presentations.

Pricing starts at $8/user/month.

Skype for Business

Skype for Business is a collaboration tool for teams, offering a way to streamline internal communication and great customer-facing presentation features for sales demos.

As part of Office 365, Skype for Business integrates with PowerPoint and Word Online so you can easily search and present documents and slide decks that exist in your org’s folders, all without leaving the app.

Skype for Business starts at $8.25/user/month when you buy Office 365 annually.

UberConference

Connect your conferences with lead data and your CRM by using UberConference to run sales meetings, both internally and externally.

UberConference automatically pulls in data on participants so your reps can be as informed as possible while they’re on the call. As well as UberConference data, it’s possible to display data from most other likely sources, such as Salesforce and Office 365.

Shared content and call history is logged inside UberConference, forming a basis for sales performance analysis and a way for reps to surface content they shared with other prospects.

Pricing starts free, with $15/user/month for calls with over 100 participants.

Sales Emails

Vanilla email doesn’t cut it for sales. You need a tool that lets you create outreach playbooks, manage follow-ups, and track engagement metrics.

Here are our top tools for outreach and sales email management.

Attach

Attach is a centralized content hub for sales enablement material that allows your team to store material and then get insight into how leads consume and engage with it.

Unlike a generic solution like Google Drive, storing your content in Attach lets you see which leads viewed which documents and for how long. You can also easily deploy updates to live enablement content without having to send the lead to a new URL. In line with Forrester research that suggests 90% of reps don’t use content because it’s outdated, this is an invaluable feature.

Attach pricing starts at $27/user/month.

Yesware

Yesware is a Chrome and Outlook extension for sales teams, offering a way to supercharge your everyday inbox with CRM-like capabilities. This includes data on open/reply rate, attachment opens, and even presentation slide engagement.

With its email templates and sequences, you can add proven, relevant sales plays to your team’s repertoire easily.

Yesware is available for free, with premium plans starting at $12/user/month when billed annually.

Mailshake

Mailshake was built for sales teams to deliver personalized outreach at scale. It’s a platform that your sales organization can use to create sequences, lead segments, and automation that help reps reach more leads with more targeted messages.

Pricing starts at just $29/user/month.

Close.io

Close.io is a powerhouse CRM, with everything you need to track calls and emails with prospects, leads, and existing customers. It has support for custom fields and lists, so you can create tightly-focused segments that match your sales play and enablement material.

Integrated with a product data or enrichment tool, Close.io acts as a rich data warehouse, storing email history alongside in-app activity and company profiles.

Pricing starts at $59/user/month, but for automation the monthly fee goes up to $99.

Outreach

Outreach lets you create sales email sequences that save reps from the mental burden of remembering to follow up, or remembering to send the right content to the right lead. With its lead prioritization and task feature, reps will always know what the next step is with each contact. This keeps your team productive when they’re doing manual work, and automates the remaining emails.

Pricing for Outreach is available by request.

Sales Presentations

Reps need more than just a basic video chat tool if they’re going to deliver winning presentations. And managers need a way to file presentation content for reps and track its performance. Thankfully, there are powerful video conferencing tools that are built for sales demos, and dedicated meeting apps for measuring the conversion rate of outbound calls.

Here are the sales presentation tools we think are the best to check out.

GoToMeeting

GoToMeeting makes it easy for your team to give sales presentations to practically any lead, without having to get them to download a bulky desktop app or go through a lengthy verification process. For that reason, it’s low friction — a vital benefit in the low-patience world of sales.

For sales pitches and demos, it’s screensharing and annotation features are among the best on the market. You can give presentations that are as detailed and engaging as you need, or offer one-to-many training sessions with reps when you roll out a new piece of software.

Pricing starts from $14/user/month for the starter plan.

Prezi

Prezi is a different kind of presentation tool. Like PowerPoint 2.0, but with none of the boring WordArt.

Instead of forcing the presenter and audience through a linear narrative, slide by slide, Prezi is laid out like an interactive, free-form map that you can seamlessly zoom and navigate.

It also collects analytics on the audience’s reactions to the presentation, so you know where to improve in the future. In this way, it powers sales enablement to make optimizations to the standard presentation process reps follow.

Pricing starts at $7/month for the standard plan.

ShareDemos

ShareDemos is software specifically built for sales enablement. It’s a way to create and distribute sales enablement content internally and externally — that includes sales onboarding material and product fact sheets for customers.

Since rich content can be designed and edited through the ShareDemos platform, sales managers can make updates to content that appear whenever the lead or customer accesses it. This solves the issue of having old content being sent to leads, or reps worrying if the material they send to leads is up to date.

Pricing for ShareDemos is publicly available.

ExecVision

ExecVision is a sales call analysis tool that can process call recordings to gain insight into how the ways reps make calls is affecting your sales conversion rate.

Load you sales calls into ExecVision, and you’ll get an indexed database of your call logs which is searchable and includes metrics such as keywords and interchange frequency. With calls added inside ExecVision, you can get metrics like average call length, calls per rep, and more. As a bonus, you can feed all of this data into the CRM you already use, like Salesforce or HubSpot.

Pricing for ExecVision is available on request.

Contract Management

The exchange and review of contracts can be a long, drawn-out process. If it falls through, you’re wasting all of the marketing effort that went into winning that lead, and all of the sales work done to convert it.

Instead of relying on a Word doc template and freeform follow-up notes, try a dedicated contract management tool to help you create, distribute, and track metrics around contracts.

Proposify

Are you still making your sales proposals inside Google Docs? How are you going to track if your prospect actually reads and engages with the proposal you send?

With Proposify, you get a simple user interface to create proposals with, pre-loaded with data from your business that makes creating proposals a snap.

Pricing for Proposify starts at $25/month for one user account.

HelloSign

HelloSign is cloud-based document management software that makes paper contracts a thing of the past. For sales enablement purposes, you can use HelloSign to draw up contract templates for deals and make it easier for your reps to distribute them and track progress.

HelloSign features native integrations with Oracle CPQ, Salesforce, HubSpot CRM, and Zapier, which provides connections to over 1,000 other apps.

Pricing starts from free, for three monthly documents. The cheapest premium package, which offers unlimited documents from a single sender, costs $13/user/month.

DocSend

DocSend is a content management tool for sales enablement material. It helps you surface and organize your comparison sheets, white papers, and other content that your sales team needs to close deals. Since documents are distributed by the app, you can use DocSend’s analytics to track content usage and make optimizations.

Pricing for DocSend starts at $10/month for one user.

PandaDoc

With PandaDoc, you can create and send branded proposal documents that help you reps close deals.

Using pre-made templates and your in-built company data, you can spin up a proposal in minutes and get it distributed. Plus, after it’s sent you can track metrics that tell you whether or not a prospect is engaging with the material.

PandaDoc pricing starts at $49/user/month.

Conga

Conga is a content management system for sales teams that allows reps to create templated, branded documents with ease. Build approval workflows and templates inside Conga, and you’ll have the systems in place already to enable reps to create their own material and submit it for review.

Conga also integrates directly with platforms like Salesforce, so you can track customer metrics inside your CRM to get a better look at your content’s performance.

Pricing for Conga isn’t available online.

Sales CRMs

A salesperson’s CRM is their #1 most-used tool. If it’s a pain to use, won’t automatically enrich lead data, and doesn’t offer time-saving automation, it’s a big problem for sales enablement.

Since reps spend less than 36% of their time selling, the remainder is spent on data entry, menial tasks, and in the CRM. A good CRM could put an end to all of that time-sucking work.

Here are our top picks in the category.

HubSpot

HubSpot is a free CRM with a full feature set — contact management, email history, lead data, and more — all for free. This alone sets it apart from most other CRMs, which can come with a high price tag.

You can automation outreach and build follow-up sequences that are optimized to allow your reps to make the most high-converting plays.

As one of the most popular CRMs out there, HubSpot offers great support for other products and has integrations with over 1,000 apps through Zapier.

Best of all, HubSpot CRM is entirely free! No hidden costs 🙂

Salesforce

As the #1 CRM on the planet, Salesforce needs no introduction. It’s widely supported with integrations, so practically any data you collect from other tools can be added to your lead profiles easily.

It acts as a rolodex for your leads, whether that’s leads you haven’t reached out to yet, or leads partway through the funnel. For opportunities in the funnel, Salesforce tracks deal status so you can filter your sales opportunities and enable reps to save time.

Salesforce’s pricing starts from $25/user/month.

Pipedrive

Pipedrive tracks rep activity across every lead in your database and gives you a birds-eye view of your entire sales funnel.

Through its marketplace, Pipedrive has native integrations with over 100 apps you already use, like Asana, Intercom, Slack, and Help Scout. This allows you to pull in everything you already know about a lead and track sales activity no matter where it happens. More data means your reps are better able to make a pitch that converts.

Pipedrive is priced for the SMB and startup market, with packages starting from just $15/user/month.

SPOTIO

Spotio is a field sales CRM which houses your organization’s lead data complete with locations, rep and territory assignments. Leads are enriched with unique metrics like home value and eco-friendliness automatically, which gives reps a way to tighten their targeting and waste less time on qualification.

The SPOTIO CRM features a shared meeting appointment calendar and a historical log of rep activity.

Pricing for Spotio starts at just $25/user/month.

Sales Training

Sales training is a vital component of enablement. Not just as a one-off deal, but when practiced continuously. That’s because salespeople will forget 80-90% of what they learned in training within a month without revisiting the material.

Because of this startling reality, sales teams often use a dedicated platform to manage, deliver, and monitor training content for reps.

Here are our top picks from the category.

Brainshark

Brainshark is a sales training tool with a focus on video. With it, you can create sales training videos to deploy to your reps and enable them to close more deals.

Industry-wide, turnover for SDRs is high. That means you need good onboarding or you won’t be able to get reps up to speed fast enough. Brainshark optimizes your sales training by giving reps a centralized hub they can use to find and consume material. Then, you get metrics back that tell you how to improve.

Pricing for Brainshark isn’t available on the web, so contact sales for more information.

Playboox

With Playboox, you can build sales playbooks directly into Salesforce and make it easy for reps to know what to do next and cut time-wasting activities (like searching for information) to a minimum.

Taking a playbook-focused approach helps your reps ensure consistency and success because they’re using proven standards versus their own improvised techniques. With Playboox, this is simple to design and add to your CRM.

Pricing for Playboox is available on request.

Sandler

Sandler isn’t your typical sales training tool. Rather than leaving it all up to you, you get connected with a sales training expert to design your processes. Sandler teaches SDR their winning methodology to ensure you get the best results, and offers metrics that help you make optimizations.

As a service rather than a piece of software, all solutions are custom. Find a center near you for more info.

Lessonly

Lessonly is a sales training platform that helps you build, store, and distribute training content while tracking the most vital success metrics, like whether or not reps have undergone training and engaged with it.

Creating a solid knowledge base for new hires and existing reps — with material about selling a new feature, or key personas — is essential for onboarding and retaining reps because it empowers them to be successful and be motivated by more commission.

Pricing for Lessonly is not public, and only available through requesting a demo.

MindTickle

MindTickle helps organizations train and coach sales reps with microlearning, gamification, and quizzes. Admins can easily create and publish training content to the platform, and then analyze how it performs. Reps get a simple mobile-ready interface they can use to participate in bite-sized training courses that help them hit their goals.

MindTickle’s pricing is available on request.

Jiminny

Jiminny is an internal sales collaboration tool, CRM, and training base, all in one.

It’s a central place for you to share leads, notes, and training sessions with other sales managers and reps, ensuring that no vital information goes missing when you need it most.

Jiminny also integrates with Slack to feed your team’s best call into a channel you can use for training purposes and to keep reps on top of the company’s selling activity. For pricing, contact a member of the sales team.

Process Street

Process Street lets you create structured process documents, share them with your team, and then track their progress.

For example, you might want to make your lead qualification process more consistent and build a qualification checklist inside Process Street. This helps reps do the best possible job each time because they’re following an up-to-date, comprehensive process that has been tested and optimized.

Process Street integrates with over 1,000 other apps your sales team uses, like Close.io, Salesforce, and HelloSign, so you can automate your workflows with ease. Pricing starts at $12.50/user/month for unlimited processes.

LevelEleven

Managing sales rewards and training schemes can be difficult, especially if you have a lot of reps to track. That’s where LevelEleven comes in.

LevelEleven is a sales management and motivation tool designed to encourage revenue-creating behavior with competitions and scoring. With it, you can get insights into the top-performing reps’ habits so you can create training material that enables your reps to convert leads.

LevelEleven’s pricing is available on request.

Sales Analytics

Without sales analytics, you can’t hope to transform the way your reps sell. Why? Because you can’t measure what you can’t manage. Sales analytics tools let you collect and analyze data on reps and their deals, so you can make strategic decisions about the sales enablement work that needs to be done — and track your strategies effectiveness. Here are our top picks.

Spotio Sales Tracker

Spotio’s sales tracking software provides sales operations teams with real-time insights into what is happening in the field.

See detailed location activity of sales reps, deal support, and start making business decisions based on real-time data. Track sales rep activity across territories, and create custom reports using dozens of different data points.

Pricing starts from $25/user/month.

Lattice

Lattice is a platform for performance reviews, employee goals, and sharing feedback. It helps companies grow by giving managers a central hub they can use to track how sales reps are tracking against their performance goals — especially useful in large sales organizations.

Pricing for Lattice starts at $9/user/month, but reporting and analytics are only available on the $12 package.

6sense

With so much of the buying cycle happening in the background these days, sales teams desperately need to get insights into their anonymous traffic so they can be informed of the lead’s past activity and knowledge and be equipped to sell better. With 6sense, you get to look behind the curtain and reveal everything a lead has done before they reached out to sales — and analyze the lead’s behavior using AI.

Pricing for 6sense is available on request.

InsightSquared

InsightSquared makes it possible for you to create reports using your entire bank of sales data, from day one. Just connect it to your CRM, and you’ll get a library of pre-built reports that you can use to extract insight and sell more efficiently. InsightSquared has native integrations with Salesforce, HubSpot, and more — anywhere your data lives, InsightSquared will be able to access it.

Pricing is available by talking to the InsightSquared sales team.

Sales Management

Managing a sales process also means managing the people that run that process. That includes performance metrics, employee engagement, and sales contests to improve productivity.

The sales management tools selected below will help you make reliable decisions about your team’s health and drive up motivation.

Hoopla

Hoopla is a sales performance management tool that gives sales managers a platform to run competitions with leaderboards. It’s designed for a TV screen in your office, so can be used as a static leaderboard or a place to display alerts and updates on sales activity.

The metrics you collect from Hoopla can be used for performance reviews and monetary incentivization, so you get the immediate benefit of a competitive leaderboard and the long-term benefit of gathering historical data on your reps.

Pricing starts at $199/month.

SocialChorus

SocialChorus is an internal content management platform that teams can use to share playbooks, standard procedures, and other documentation.

It’s not like just storing your files in Google Drive, though — SocialChorus features analytics that help you (and stakeholders) see the value of having a central hub for internal documents and communication, rather than using multiple disparate tools.

Pricing for SocialChorus is available by request only.

SpearFysh

SpearFysh helps reps be engaged with leads during meetings instead of checking their computer for notes and log timestamps. It does this by recording meetings on a tablet app, and then allowing the person giving the meeting to tap quickly to add notes to the conversation.

Using Spearfysh means you get a detailed history of rep activity and reps will be more effective and less distracted during important meetings.

Contact a Spearfysh rep for pricing information.

Customer Feedback

Typeform

Typeform is a simple, powerful, and beautiful form creation tool you can use to distribute post-sale feedback forms to your customers and improve your sales processes. Or, you can use Typeform to collect missing lead data, pre-sale, and send it to your CRM automatically.

Typeform is so flexible, it’s just about the last form builder you’ll need. You can even just use its API to give your team a central place to store and analyze form data, regardless of the way it’s captured.

Pricing for Typeform starts from free, with premium tiers from 25 euros monthly.

OpinionLab

OpinionLab integrates with your product to help you deploy customer experience surveys with ease. After installing OpinionLab, you’ll get a Feedback button in your app or on your website that customers can use to leave feedback that OpinionLab stores complete with metadata.

By collecting feedback from your customers, you can transform the way you sell. Feedback can tell you which kinds of customers should be sold on which features, or even what to avoid mentioning around a particular type of lead.

Pricing for OpinionLab is available by request.

Chameleon

Chameleon is a product marketing tool that lives inside your app — like Sumo for in-product messaging, you can deploy banners, modals and tooltips that coach users on the benefits and get them to their aha moment faster. But that’s not all.

As well as in-product messaging, Chameleon offers the option to deploy surveys to different segments of users with data brought in through integration partners like Heap, Segment, and Intercom.

Improve your post-sale survey response rate by triggering surveys contextually in-app, driven by your product’s unique metrics. Pricing for Chameleon starts at $99 monthly for unlimited users.

UserReport

UserReport is both a feedback form tool and a way to communicate with customers that leave feedback. With it, you can gather NPS feedback that tells you how to improve your sales process. For example, poor NPS feedback could be the result of a bad-fit lead buying your product — and with UserReport, you can find that out and get to the root cause.

It’s free to add UserReport’s feedback forms to your app, plus it integrates with Google Analytics to enrich your existing data. Pricing for the premium package is available on request.

Crowdsignal

Crowdsignal is a form-building tool that gives you an easy-to-use platform to collect information from leads and customers. With its simple interface, you can construct mobile-friendly forms that you can distribute through social media, your product, or transactional email.

Pre-configured reports can analyze data as it comes in, or offer exports to Excel where you can crunch the numbers. Pricing for Crowdsignal starts from free, but for premium features like reporting you’ll need the Pro plan for $200 monthly.

Ready. Set. Enable.

There you have it – 67 sales enablement tools to level-up your sales performance in 2019.

Which tools are you going to try? Any good ones we missed?

Let us know in the comment below.

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Questions or comments? Contact Spotio at info@spotio.com or comment below.

Spotio is the #1 field sales enablement CRM platform designed specifically for outside sales managers and reps to squeeze every drop out of their field sales efforts.

Want to see a product demonstration? Click here to see how SPOTIO can take your sales game to the next level.

Expert Series: How to Evaluate Your Sales Pipeline with Jeff Johnson

Our interview with sales guru Jeff Johnson discusses how you should evaluate your sales pipeline. In this video, we discuss:

What must your pipeline contain in order to be most fruitful?
How often should you review and refresh your pipeline?
Is there a magic number you should always have in your pipeline?
How do you ensure success of your pipeline just across the board?

[beginning of recording]

Speaker: Okay, we are back with our sales guru, Jeff Johnson. Welcome.

Jeff: Well, thanks, I like to be referred to as a “guru.”

Speaker: You did it yourself.

Jeff: Okay.

Speaker: This is the second edition of our radio expert series. The last time, we discussed selecting your “A” players. Today we’re going to discuss how to evaluate your sales pipeline. So, enter Jeff, if you wouldn’t mind giving us a brief introduction, and we’ll get started.

Jeff: So, about myself. I’m a sales consultant. I work with small-to-medium sized companies, and we’re all about building sales teams to be more effective and really being the leaders in our space and enjoying what we do, and being very successful. So, that’s what our mission and goals are.

Speaker: Perfect. We will get started. Okay, first question. So, we’re going to talk about sales pipelines: how to keep them full, how to keep them fruitful, and keep everyone selling better. What must your pipeline contain in order to be most fruitful?

Jeff: Okay. That’s a very good question. I wish it was a simple answer; there’s a lot to it. So, I’m going to start with the foundation. When you start with the pipeline, you really need to have very well-defined milestones, and these milestones really should define the key things that the prospect must experience to be a qualified opportunity. And, typically, to give a quick review, initially, it’s pain and power, and it really depends upon how complex your sales cycle is, but the baseline is pain and power. Pain means that there’s some kind of powerful consequence that the prospect is experiencing that they want to get rid of, because every prospect loves to look at demos, hear sales pitches – sometimes, but it doesn’t mean that they’re always going to buy.

The foundation is: is there a consequence that they need to resolve? The second piece to that, if you have a larger, more sophisticated sale, you need to make sure you’re the decision maker. So, negotiating the power is always a very important piece of that. So, I would say your first milestone is pain and power. The second piece is it’s the investment. It’s not just the money. Depending on the solution that they’re buying, it’s really the investment in dollars and effort. Are they really willing to invest the effort that they need to invest to get the results that they’re looking for? So, that’s the second milestone, and the third one is assuming that all of that lines up, is what is the decision-making process from here to get to close, that we kind of have a go, no-go steps, a demo, a technical review, whatever that might be, and then we have an agreement that we’re going to go through that together, for the end purpose of making a purchase.

The final one is a verbal “yes” that you are the chosen vendor. Now, I think that there’s one piece to that that is very important, and that is this is all about what the prospect is experiencing and what the prospect is doing. It has nothing to do with how we feel about this sales cycle or any emotions.

The one thing that we want to keep out of a pipeline to make it fruitful is that we want to make sure that there’s no bloat, and that essentially means that we’re working on opportunities that have little or no merit that are going to drive these opportunities to closure, because if you have salespeople that are working on opportunities that you know early are not going to close, that salesperson is heading for disaster, essentially, and it’s our job, as leaders and managers, to guide them away from that. So, I call that “happy ears.” We want a sale, we have a quota, and Walmart calls and says, “Oh my gosh, we need X, Y, and Z,” and you’re hearing from somebody who’s got no power to buy, who really is just getting your information to negotiate with someone else. These are the kinds of things that you need to stay away from if you’re going to make sure you have a meaningful, fruitful pipeline.

Speaker: Great. So, you have your pipeline established, a good one, so you go about reviewing it. How often should you review, refresh, kind of checks and balances to your pipeline? Or, should it be perfect from the get-go, and in order to make the pipeline, you’re good?

Jeff: Wouldn’t that be nice? I’ve been doing this for 15+ years. As a consultant, I’ve never met a perfect pipeline. So, we can wipe that one off the board. Frequency, I think is, I’ll call it “situational.” So, situational is, you’ve got a new rookie, right, and to me, a pipeline review, I know that a new person is not going to be successful unless they can get new, qualified opportunities consistently into the pipeline with the right velocity. So, a new person, I’m going to have a pipeline review more frequently, and really focus in on qualifying new opportunities, and do they understand the underlying messages and processes to be able to do that, because I know, number one, if they can’t do that, they’re not going to be successful. So, that’s a type of pipeline review.

The second one is, I want to look at key deals. Obviously, there are some that are more complex and more important than others, and your pipeline review on those should really not be time-bound, it should really be stage-bound. So, when they reach a certain stage, before someone goes forward, let’s get the best thinking and strategy together on this and make sure we do the right thing upfront before we do it, versus let’s have a pipeline when we’ve done the wrong thing, and it’s gone sideways. That’s the most important thing to do.

And then, the third one is, yeah, you need to figure out – there’s an accountability piece to this. We should have a weekly, or biweekly, and it should be a normal course of review for everyone. So, I would say those three types of pipeline reviews would be the ones I would recommend.

Speaker: Great, okay. Any key metrics you focus on? Is it just MRR, ARR, or potential deal sites down the road?

Jeff: Very good. That’s a good question. So, when you’re looking at a pipeline, what I want to be able to do is I want to see the real value of the pipeline, and when we talk about milestones – and, everyone’s different, but it’s pretty close. I want to place probabilities at each milestone, and if I hit the milestone correctly, like the first one, normally a standard would be it’s a 25% probability to close. I’ve got pain, meaningful consequence, there’s a good reason to buy from someone who actually has the power to buy. One out of four times, those are going to close. Now, actually, we do a lot better than that, but it’s a pretty conservative view.

So, from a metrics perspective, what I always look at is the weighted value of the pipeline – not the full value, and this goes to forecasting. So, what I’m going to do is essentially take my opportunities, and multiply them by the probabilities, if I were to look at what’s going to happen this quarter, I would multiply that out, and that would give me my weighted pipeline for the quarter. If you’re doing it correctly, you should have a pretty darn accurate forecast. I think there’s one little free extra piece that I want to put in here, because there’s one little “getcha” in the pipeline, is the close date, and a lot of times, salespeople will put a close date in the pipeline, and that close date is their close date. It’s not the prospect’s close date, it’s their close date, because they’ve got a quota. It’s their close date, because they really want it to close then, and, oh, by the way, I’m going to get a bonus there, if I accomplish that. The close date should always be the prospect’s close date, and the prospect should tell us not only what the date is, but why that date is important. So, that’s another piece, just to make sure that your probabilities are correct and you’re not getting bloat in those kinds of things.

Speaker: Is there a magic number in the pipeline you should always have a threshold, how many potential opportunities? Or, is it in a flow?

Jeff: Another very good question. So, there’s kind of two pieces to that. Let’s say you have a million-dollar opportunity. Of course, we’d all love to have one of those, but let’s say you have a salesperson with one million-dollar opportunity that’s at the 25% stage. That’s a problem. Even though their quota may be $250,000, the probability would say you have $250,000 of weighted value in the pipeline; unfortunately, you don’t have a critical mass. The critical mass there would be four, because 25% means one-fourth is going to close. So, if I want to have an accurate pipeline that meets the probabilities, I need to have that critical mass that meets those probability requirements. Does that help?

Speaker: Yes, definitely.

Jeff: Great.

Speaker: For people just starting off building pipelines, for people who want to improve their pipelines, any just kind of parting words? How do you ensure success of your pipeline just across the board? I know it’s more complex than that.

Jeff: Yeah. So, here’s a recommendation. Actually, I’ve just started to blog a series on this, and it’s called – it’s a really good title: “Managing the Chaos in Your Sales Organization,” and it’s the pipeline series. The first one came out, so you can go to www.jeffjohnsonsales.com and go to my blog and look for it, and there’s no give, you can just download it. It lists out all of the milestones and definitions. That’s where you really need to start, because you can put things in the pipeline, but you have to know what it means. You really need to start with those milestones, understand what they are, and everybody needs to know – and not generally, everybody needs to know them by heart, because it’s very, very important. So, that’s where you start, and then when you do a pipeline review, the next thing is, you need to look at the key things. There’s nine of them, I think that comes out in the second episode, but off the top of my head, I would say if I’m doing a pipeline review, the things that I look at are: weighted value against the milestone’s stage, so I want to look at the pain; I also want to look at the next step, because a sales cycle is not a sales cycle unless there is a clear next step defined and agreed to between you and the prospect. So, the next step becomes very important. And, I also want to look at the age. So, given a milestone, there should be a sales cycle. If it’s real and moving forward, it’s consistent, and it’s going to be within a reasonable time frame. So, if something gets stale, you can immediately say either, “We need to get an agreement to go forward,” or, “We need to pull it out of the pipeline so we don’t get bloat.” So, the pipeline report, the milestones, those really are your foundational pieces to start with, is what I would recommend.

Speaker: Yeah, and we’ll be sure to link you guys so you can get the milestones and pipeline report and get your situation situated.

Jeff: There you go.

Speaker: Great. Well, any parting words, things you haven’t covered that you feel are important?

Jeff: Well, if I’m growing and managing a sales team, you just can’t do it without a good, solid pipeline. That’s foundational. I mean, I would call it a playbook. Here’s a truth that I see happening over and over: you give someone a goal, so, here’s your goal: go out and get 25 stage one opportunities, and here’s the definition. All of the sudden, your sales people on your team have a goal, and they’re probably going to start asking questions: “Where do I do this?” Well, that’s where sales process comes in. What’s your messaging? Who am I calling on? All of these things, and then you start building a process underneath it, but it always starts with this pipeline, which defines your sales process and milestones. So, that’s where you being, and without it, I don’t know how in the world you do it. So, if you don’t have one, get one, and it doesn’t matter if it’s www.salesforce.com, or Pipe Drive, that’s a good simple one. Remember that all it is is a container, that’s all that is, and we need to put the right information in to really understand the reality of what’s going on in the field, and it gives us the ability to be able to say, “Hey, this person needs some coaching, and I need to help him before it’s too late.” There’s many things that it does for you. So, I guess that would be my parting advice.

Speaker: Well, thank you very much for your time.

Jeff: It’s always a pleasure Jennette, thank you.

Speaker: I appreciate it, and we will be back next time with a new important topic. Alright, thanks Jeff. See you guys.

Jeff: Bye everyone.

[END OF RECORDED AUDIO]

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SPOTIO is the #1 field sales enablement platform designed specifically for outside sales managers and reps to squeeze every drop out of their field sales efforts.

Want to see a product demonstration? Click here to see how SPOTIO can take your sales game to the next level.

B2B Prospecting: What You Can’t Afford NOT to Know

Business to Business (B2B) prospecting is the pillar of lead generation. When prospecting for new business, the idea is to get as many quality prospects as possible, which requires you to be able to identify and target the right prospects. However, this prospecting strategy is not as easy as it sounds and is often an area of opportunity for B2B sales forces.

According to Technology Advice, 70 percent of marketers at B2B companies reported that “improving lead quality” was the primary concern. Also, 54 percent said getting more leads was a top objective as well.

When it comes to prospecting, B2B companies face a quality and quantity problem.

In this B2B prospecting guide, we’ll cover:

What is B2B prospecting?
B2B buyer journey
Top B2B prospecting challenges
Prospecting myths
8-step B2B prospecting system
Key prospecting tools
Prospecting KPIs

Let’s get started…

What is B2B Sales Prospecting?

B2B Sales Prospecting is the search for new business opportunities. Customers, clients, or buyers all start as prospects.

Saleshacker suggests that the sales rep can discover B2B sales prospects or, if the team is broken into different roles, by the business development reps. They will research about, communicate to, and engage the contact with the goal to qualify them as a potential customer.

Leads vs. Prospects

Leads and prospects are often used interchangeably. However, they are not the same thing.

So, what is the difference between a prospect and a lead?

Leads: Potential customers that have engaged in a behavior that indicated interest in your product or service – visited your website, subscribed to a blog, or downloaded a gated resource.

Prospects: A lead becomes a prospect once you have qualified them and discovered that they fit the profile of your target customer. The term prospect can also be used to describe a potential customer that has little-to-no contact with the company.

Leads and prospects share the same goal. In both cases, the salesperson should nurture them through the sales process until they buy the product or service. However, this nurturing process is not as simple as it sounds.

The B2B Journey is Complex

The B2B buying experience has changed – 68% of B2B customers research products online before they ever speak to a sales rep.

And:

More people are involved; often there are buying teams rather than one set buyer for a company. Forrester reports the average number of people involved in the decision-making process has risen to 7.

The consumer mindset is also changing; price used to be the primary concern, but now there is a value mindset. In 2017, 71% of executives said the most significant issue was that sale reps were not able to communicate “unique business value.”

When prospecting for new business, salespeople need to consider these changes and adapt their tactics accordingly. The traditional prospecting strategy works but is not comprehensive enough to cut it in all situations. In other words, smiling and dialing is useful, but should not be the only strategy in your prospecting arsenal.

The Prospecting Problem Most B2B Companies Face

B2B sales prospecting is crucial to any organization. However, there is a significant problem most B2B companies face: sales professionals hate it.

HubSpot found that 42 percent of sales professionals say it is the most challenging parts of the sales process.

Prospecting is what fills the sales funnel. It has a direct causal relationship with top-line revenue. In other words, the success of your organization depends on how successful you are in prospecting for new business.

However, the dread might be based on misconception. Let’s take at a few of the top prospecting myths.

7 Prospecting Myths — Debunked by Data

We are going to address some common myths and share the data that debunks them.

Myth #1: Cold Calling is Dead

This claim isn’t valid. InsideSales.com research indicates that 54% of the buyers agreed to their most recent meeting based on a phone call from the seller. The RAIN Group Center for Sales research found that while email comes in first, 70% of potential clients connect with sales representatives over the phone.

Myth #2: Scripts Are Too Impersonal

Scripts help you have the right words at the right time. Instead of being impersonal, they help you find your way to making a personal connection. However, some salespeople don’t believe in scripts because they think the pre-written lines get in the way of natural rapport building. Rapport building is crucial in cold calling, but a proper script will not interfere with your ability to make a connection with a prospect. Instead, it will help you find out what you need to know while you get to know your potential future customer.

Myth #3: Prospecting Takes a Lot of Time

Prospecting takes time, but not as much time if you have a system and the right tools in place. For example, a tool like SPOTIO will help you focus on the best targets that match your customer profile.

Myth #4: Buyers Hate Speaking to Sales Reps

Buyers do not hate talking to salespeople.. In fact, they prefer to:

   82% of buyers take meetings after talking to sellers
   71% of buyers said they want to talk to sellers early in the sales process
   62% of buyers take meetings to discuss solutions with sellers

Myth #5: Buyers Don’t Want to Hear About Your Product Features

Buyers do want to hear about product features. Sales Hacker found 67% of buyers said that product descriptions influenced their decision to take a meeting.

Myth #6: Prospecting is a numbers game.

This myth could have substance if you are working with unqualified leads. However, if you have quality leads, you will move many more of them along the pipeline. The lesson here is that qualifying leads ensures your spending time on the right prospects.

Myth #7: The Gatekeeper is the Enemy

Sure, the gatekeeper sometimes blocks your way. However, he or she is also your only potential ally when prospecting. Not only will the gatekeeper give you access, but they also help you position yourself for success. you must get the gatekeeper on your side.

8-Step B2B Prospecting System

In many ways, the sales process is a race against the clock. A salesperson’s time is what they have to spend to get the numbers they need by the end of the month, quarter, or year. ‘50% of sales time is wasted on unproductive prospecting.”

To maximize your time, here is our 8-Step B2B Prospecting System:

Research: It is vital to know as much as possible as you can about the prospect.

Qualify: In this step, you want to know if the prospect is ready, willing and able to purchase.

Prioritize: Based on your qualifying step, you should divide prospects into high, medium, and low priority segments within your lead management system.

Prep Outreach: When you qualify, you will have identified some of your prospect’s top pain points. Match these up with the prospect to enable personalization and foster engagement from the first contact.

First Touch: It is time to make contact. The goal is to build rapport.

Follow-up: This step can be under appreciated for its significance. However, when you do what you say you will do in the first touch, you begin to build trust with your prospect, an essential ingredient to getting the close and developing a relationship.

Track: Keeping records of what works and what doesn’t helps you streamline your process and focus efforts on actions that yield results.

Learn: When reviewing your results, Sales Hacker says you should ask yourself the following five questions:

1. What led to the prospect saying no?
2. What features got the prospect to go with the competition?
3. Which part of your process has areas of opportunities?
4. Is there potential for a relationship later with this prospect?
5. Did they have a referral for you?

Document to Scale: Once you have identified a system that works, document it and systemize it for future prospecting efforts.

8 B2B Prospecting Methods to Fill Your Pipeline

Let’s explore the different ways you can prospect and engage B2B leads.

1. Door-to-Door

Also called canvassing, this method involves walking in and introducing yourself in person. Many times, door-to-door canvassing takes place in a geographic area or an office park. It can be useful because of the personal connection a face-to-face meeting can inspire.

For more information, check out this comprehensive door-to-door sales guide.

2. Cold Calling

Cold calling is when you call a person you have not met to determine if they have any interest or need in your product or service. It is effective because you have direct contact with the prospect and can get immediate feedback. Plus, it can help create a personal connection.

3. Social Selling

Social selling uses social media to connect with potential customers. It can mean prospecting with connections on LinkedIn, Twitter, Facebook, or making videos on YouTube, to name a few.

4. Cold Emailing

Like cold calling, cold-emailing is when you email a person you do not have a relationship with to determine if they are a suitable prospect for you. With specific targeting and a particular message, you send emails to potential prospects to see if they respond. It is efficient and often bypasses gatekeepers. In addition, cold emailing gives the recipient an opportunity to you in their own time.

5. Warm Emailing

When the recipient has interacted with your company in some way, they are considered a warm lead. An example of a warm email is a follow up from a web inquiry or after an in-person interaction at a trade-show or conference. Response rates are higher because the prospect has met you in person and has already shown interest in your company’s products and services.

6. Conferences or Events

Meeting people at industry events is an excellent way to find new opportunities for your sales funnel. The secret to this method is to socialize and network with people. Events are most useful for B2B prospecting when the attendees of the conference also match the target customer profile for your organization, e.g., the meeting is for dentists who want additional training for running their private practice, and you have a practice management software platform for dentists.

7. Direct Mail

A physical message that you send to prospects is one of the three preferred methods of contact. From letters in an envelope to postcards and self-mailers, using the USPS can provide an excellent channel for your B2B prospecting strategy. Unlike cluttered online channels, direct mail stands out and catches the prospect’s eye, which can lead to a warmer first contact.

8. Referrals

A referral is a lead received from someone you know or have called upon. An excellent referral source is your current customer base. Ask customers whether they have any associates that would be interested in your product or services.

8 Tools to Accelerate Your Prospecting Game

SPOTIO’s Sales Prospecting Suite

Spotio’s Sales Prospecting Software helps you identify which prospects have the best chances of closing so you can spend the most time working the best opportunities.

How to use it: Three programs – Lead Targeting, Lead Management, and Calendar Integration – will help you target your best prospects, automate administrative tasks, and quickly schedule appointments through the CRM.

LinkedIn Sales Navigator

LinkedIn Sales Navigator makes social selling easy with sales tools that focus on helping you find the right prospects to build trusted relationships. Scale your social selling and start putting your sales’ team network to work.

How to use it: The search features help you find the contact you need at the companies that are most relevant to your interest. The lead recommendation feature will give you suggestions for companies to pursue. The Customer Relationship Management (CRM feature) automatically saves your activity. The reporting features help you manage your sales funnel.

SellHack

Sellhack is designed to find prospects, build lists for leads, confirm correct email address and work with Salesforce CRM.

How to use it: You build your list and then use their email verification software to send cold emails and follow-ups automatically. There is also a drip-marketing feature that stays in contact with potential prospects over time.

Hunter.io

Hunter.io is an email finder that helps find any email address for a potential customer.

How to use it: You enter the name and company of the contact’s email you are hoping to find, and it will tell you. The tool can also find email addresses in bulk.

Datanyze

Datanyze calls themselves the leader in technographics, which identifies and segments potential customers into market segments based on demographics, psychographics, and lifestyles for that group.

How to use it: Basically, it will alert you if any of your potential target customers are preparing to make a technology-based purchase by monitoring activity on mobile and web.

Nerdy Data

NerdyData.com give you lists of your competitor’s clients by searching 65 million websites for a software or a source code.

How to use it: Use the results to give your team a list of target accounts, to advertise through platforms with a specific message against your competitor, ascertain market share for you and your competitors, and find websites that are using software when they should not be.

Salesforce CRM

Salesforce describes itself as an all-in-one sales and service solution.

How to use it: Salesforce is at its heart a CRM that records all the data about interactions with your customers and can provide a snapshot of what’s going on in your business.

SPOTIO Territory Management

Spotio’s Territory Management enhances communication between sales managers and sales reps

How to use it: You can create a strategic territory centered around your target market, whether by zip code or by a neighborhood to maximize selling time and optimize potential for success.

3 Metrics to Measure Prospecting Performance

Analyzing performance is critical.You need to know what’s working, and, perhaps more importantly, what isn’t. Here are three crucial metrics you should measure on a periodic basis.

Prospects. How many are you getting and how long does it take? You need these numbers as the baseline for the next two areas, and also to ensure that you are getting enough opportunities fast enough to get a response and fill that sales funnel.

Response Rate. How many of your contacts result in action from the prospect? You determine your response rate by dividing the number of people who answer by the total number of people you sent a query. When you have a response rate, you can see which tactics get the best response and if you need to widen the nets to get enough to fill the pipeline.

Prospect-to-SQL Ratio. How many of your prospects become sales-qualified leads (SQL)? Like a response rate, you divide the number of SQL you get by the total number of prospects you had. If you find that you have a low SQL ratio, you will likely need to change your prospecting parameters to optimize your time.

The better the prospecting, the fuller pipeline. B2B prospecting is challenging and it is essential to success.

The fact is that when it comes to how to prospect for sales, you have many channels and tools at your disposal. B2B sales prospects have ways they like to be contacted, namely email, direct mail, and phone calls. However, social selling and content marketing are highly effective as well.

The B2B prospecting tools we shared today can help streamline your time and maximize your results, like email finders or territory management systems that show you where to prospect. Combined with our 8-step system, you can improve your prospecting ratios and keep the pipeline full.

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Questions or comments? Contact SPOTIO at info@spotio.com or comment below.

Spotio is the #1 field sales enablement platform designed specifically for outside sales managers and reps to squeeze every drop out of their field sales efforts.

Want to see a product demonstration? Click here to see how SPOTIO can take your sales game to the next level.

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Sources:

Peterson, Aleks. “The Hottest B2B Prospecting Strategies for 2016.” Technologyadvice.com. 12 February 2016. Web. 17 December 2018. https://technologyadvice.com/blog/marketing/the-hottest-b2b-prospecting-strategies-for-2016/

Altschuler, Max. “8 Updated B2B Sales Prospecting Strategies to Think About Now Before You Start Another Quarter.” Saleshacker.com. 27 March 2018. Web. 17 December 2018. https://www.saleshacker.com/b2b-sales-prospecting/.

Davies, Cambria. “The Ultimate Guide to Sales Prospecting: Tips, Techniques, & Tools to Succeed.” Blog.hubspot.com 15 May 2018. Web. 17 December 2018. https://blog.hubspot.com/sales/prospecting

Elledge, Shawn. “Why B2B Sales Prospecting is So Damn Difficult—and How to Make it Easier.” Broadsuite.com. 31 July 2017. Web. 17 December 2018. < https://broadsuite.com/why-b2b-sales-prospecting-is-so-damn-difficult-and-how-to-make-it-easier/>.

Wizdo, Lori. “The Ways and Means of B2B Buyer Journey Maps: We’re Going Deep at Forrester’s B2B Forum.” Forrester.com. 21 August 2017. Web. 17 December 2018. < https://go.forrester.com/blogs/the-ways-and-means-of-b2b-buyer-journey-maps-were-going-deep-at-forresters-b2b-forum/>.

“Is 2017 the Year of Value Selling?” avitage.wittyparrot.com. Web. 17 December 2018. < https://avitage.wittyparrot.com/witlink/e18836b8-315d-489f-8dc6-962f2294a9c9/view>.

Levey, Steven. “Have You Adjusted to These Three Changes in The B2B Buying Process?” www.forbes.com. 22 May 2018. Web. 17 December 2018. < https://www.forbes.com/sites/forbesagencycouncil/2018/05/22/have-you-adjusted-to-these-three-changes-in-the-b2b-buying-process/#2d1fecffc445>.

Mehring, Jessica. “What is the Modern B2B Buying Process?” Snapapp.com. 11 July 2017. Web. 17 December 2018. < https://www.snapapp.com/blog/modern-b2b-buying-process/>.

“Part of the sales process reps struggle with.” Research.hubspot.com. 7 February 2016. Web. 17 December 2018. < https://research.hubspot.com/charts/part-of-the-sales-process-reps-struggle-with>.

Stancu, Livia. “Sales Prospecting Myths Busted.” Blog.insidesales.com. 5 February 2018. Web. 18 December 2018. < https://blog.insidesales.com/prospecting/myths-about-sales-prospecting/>.

“5 Sales Prospecting Myths Debunked.” Pipedrive.com. Web. 18 December 2018. < https://www.pipedrive.com/en/blog/sales-prospecting-myths>.

March, Andrew. “10 Myths About Prospecting.” Naturaltraining.com. 19 March 2015. Web. 18 December 2018. < https://www.naturaltraining.com/about/natural-difference/?doing_wp_cron=1545170583.5641059875488281250000>.

Schultz, Mike. “The Top Prospecting Methods (According to Your Buyers).” www.salesforce.com. Web. 18 December 2018.

“Sales Prospecting: A Comprehensive Guide.” Blog.klenty.com. 15 October 2018. Web. 20 December 2018. https://blog.klenty.com/sales-prospecting/.

B2B Prospecting Guide

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What is B2B prospecting?
B2B buyer journey
Top B2B prospecting challenges
Prospecting myths
8-step B2B prospecting system
Key prospecting tools
Prospecting KPIs

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Sales Territory Management: A Thorough Guide for Reps & Managers

In most verticals, competition is at an all-time high and top sales organizations are looking to get the most value from their teams. With a focus on efficiency, sales territory management is a main driver for ensuring that the time and energy of each sales rep is focused on the activities that will have the most impact.

What is Sales Territory Management?

Sales territory management is the process of using data to segment customers and prospects to ensure the best use of company resources. In addition to cutting out the noise of low-return accounts, thoughtful sales territory management aligns salespeople with the most appropriate customer base – whether that’s by geography, vertical, expertise, or past relationship.

Many sales teams neglect to prioritize solid sales territory planning; even when they do, they often have trouble adapting and revising based off sales performance. In this post, we’ll introduce 6 steps to create a winning sales territory plan, best practices for managing sales territories, and finally, we’ll introduce six tools that are helpful for managing sales territories of any size.

6 Steps to Create a Winning Sales Territory Plan

# 1 | Analyze Your Customers

The first step in the process is analyzing your current and prospective customers. You should think about what characteristics your customers have in common.

Some key things to note about your customers are:
– Their locations
– The products or services they purchase from your business
– What types of problems your products or services solve for them
– What types of events lead customers to buy (or not buy) your products or services.

It is also important to seek out needs within the market that are not currently being fulfilled. This can help you to develop a unique plan that provides products or services in a way that your competition cannot or will not provide them.

# 2 | Analyze and Develop Your Team and Resources

The next step is to analyze your business’s resources and personnel. You should have an accurate picture of the type and volume of customer that your business is equipped to handle.

It is particularly important to note the strengths and weaknesses of your business team to ensure that you can further develop and utilize strengths while simultaneously working to improve any weak areas. You should also consider the resources currently available to your business, in addition to ways that you can best utilize or improve those resources.

# 3 | Set Measurable Goals

Using the data gathered from analyzing your customers, team, and resources, you should develop goals for your business. Some goals you might consider are:

1. Income generated per month
2. Number of sales attempts per week or month
3. Number of sales closed per week or month
4. Ratio of leads to sales closed per week or month

After identifying goals for your sales territory plan, you should create a measurable strategy for meeting each of these goals. Each goal strategy should include:

Goal statement: Putting a goal on paper transforms if from abstract to concrete. The goal statement should address what you’re planning to achieve and what is at stake.

Key milestones and deadline: The road to achieving a goal is much clearer when it can be broken into several smaller milestones. For example, if your goal is to attain $9k in revenue for the month for a given product, you can track progress by breaking it into smaller milestones, such as $3k by day ten, 6k by day 20, etc.

Metrics for measuring success: Clearly defined KPIs will provide you with a highly specific way to ensure that your business’s goals are met expediently. Measurements such as leads created, leads contacted, and leads closed, available on the SPOTIO sales dashboard, give great insight into productivity and can give you insight into how your tracking against goals.

These goals will inform your sales territory plan by helping you determine which segmentations will best equip you to meet these goals. Your goals should be realistic and manageable to attain, but at the same time, they should push your business to expand and grow to competitively meet the needs of your customer base.

Need help hitting your goals? This free template will help:

# 4 | Define Sales Territories

Based on the work you perform in the sections above, you should have an idea of how to divide your sales territories. It’s important to document these clearly, outlining details of each territory including things like:

– Geographic Boundaries
– Industry or Segment Boundaries (including any overlap and how that is addressed)
– Revenue Boundaries
– Product Boundaries
– Anything else that may be applicable to your sales organization

Creating a plan that differentiates territories will help you to organize and separate areas and ensure that you can develop a plan for your sales reps to reach out to every potential customer.

# 5 | Territory Action Plan

Once you have outlined your sales territories, it’s time to create routes for your sales representatives. This will prevent any overlap between territories or sales representatives, which will save time, effort, and money. As you create routes, set a schedule that ensures that all parties along the route are visited in a timely and effective manner, determine how often to call on each account and whether the calls should be in person or by phone.

By investing in planning routes for your sales team, you’ll minimize time wasted by wandering sales reps.

# 6 | Field Data Entry – “Notes as you go”

As you implement your sales territory plan, keep an accurate and up-to-date record of its outcomes using your CRM. This record will help you to track successful aspects of your plan, in addition to what parts of the plan were not as effective. Using this information, you can adjust and optimize your sales territory plan as needed.

Entering meeting notes as you leave each appointment is extremely valuable, both from a time savings and organizational perspective. Often times you have multiple meeting blocks and forget valuable nuggets of information you learned from that meeting. With a sales enablement solution like SPOTIO, you can jot down your notes from your mobile device and sync them directly into Salesforce.

Now, not only are your client notes and meeting records full of fully recalled and valuable information, you just updated your CRM in real-time. As an added bonus, you don’t have to spend time after hours backtracking and manually entering notes from the days meetings.

Since no two territories and no two sales reps are alike, you can use a tool like the SPOTIO sales dashboard to track performance and adjust as required. Insights you may track include how the team is tracking against KPIs, the average number of attempts it is taking to establish contacts, or the number of leads closed.

8 Sales Territory Management Best Practices

1. How to handle territory conflict

This is a fickle subject. As a manager, how can you fairly assign territories? And once assigned, how do you ensure reps are not poaching accounts from fellow reps? To be fair with territory assignments, being mindful in how you go about dividing them up is where you’ll win:

Size. The reps who perform better with smaller businesses need to be assigned more accounts, while those who excel with large accounts should be assigned less. Although the number of accounts varies, the total possible revenue goal for each rep is equal.

Zip Code. Make sure rep assignments are in close proximity to on another to avoid them spending more time selling and less time in the car getting from one to the next.

Vertical. Some people connected better with specific industries. Once you identify each reps strong suit, give them more accounts with the business types they excel.

By understanding their strengths you can assign territories to match strong suits. When your sales team is excelling and closing business, territory conflict seems to disappear.

2. Mileage and expense tracking

What’s the company’s policy in terms of mileage reimbursement? Reps with a lot of ground to cover should receive some degree of compensation for their travel expenses (gas, oil changes and basic maintenance). When reps are reimbursed for their travel, they will be less likely to avoid meeting with a prospect or checking in with a current account in an effort to save money on travel.

Not sure what reimbursement plan is best? We’ve got you covered:

Mileage as a Tax Deduction

Employed and independent salespeople can claim mileage as a tax deduction. The mileage works as an expense, and those with intensive sales routes can write off the standard rate for every mile they drive for work.

Standard Mileage Reimbursement

Mileage rates are subject to change in each tax year. The standard rates are determined based on market research that determines normal expense ranges for using a vehicle. The rate increased from 2017 to 2018. The 2018 IRS rate for normal business use is 54.5 cents per mile. Additionally, you can write off 18 cents per mile for vehicle use relating to medical purposes. The standard 2018 rate for any charitable use is 14 cents per mile.

Reimbursement Based on Sales Routes

Salespeople are often reimbursed for mileage using the standard rates or a rate increase based on individual company policies.

Tracking Mileage

Diligent mileage tracking is critical for reimbursement. The ability to prove every mile to your employer and/or the IRS is imperative for you to receive the reimbursement or deduction. A spreadsheet that lists the date, starting mileage, ending mileage, total miles and notes is easy to store on a clipboard and log each day. Mileage-tracking phone apps are also convenient; they track trips and allow you to make notes and log those miles. For dedicated sales routes, a physical log is convenient and will not fail to record when your phone dies or loses service. (Source)

3. Create a rotating schedule for contacting customers

This will help to ensure you regularly communicate with prospects in a timely manner. It is important that your sales representatives not contact prospects too often, as this can be an annoyance. However, your reps should contact customers on a regular basis to ensure that their needs are being met.

4. Meet needs of current accounts while finding new leads

Your sales territory management plan should have a dual focus on providing services to high value accounts, and developing relationships with potential new accounts.

High value accounts are those guaranteed to bring in higher volume sales in shorter amounts of time when compared to other accounts. While high value accounts are extremely valuable to the stability of your business, it is also important to cultivate new accounts, as these will bring about business growth. You plan should prioritize both of these customer types.

5. Consider the seasonal needs of customers

Depending on the type of products or services your business provides, your customer base may have needs of a more seasonal nature. You should take care to recognize these seasonal needs when determining when to contact customers and prospects. Understanding their seasonality also helps you ensure that you can meet their needs in a timely and effective manner.

6. Ensure data can be updated and accessed synchronously

Synchronous data updates allow your sales representatives to update and access customer data in real time. This means all reps will always be able to view the most current customer information. This allows them to further expedite the sales process.

7. Keep thorough and up-to-date notes on customers

Any communication with customers should be documented and accessible to sales representatives. This should include personal information such as the customer’s favorite food, in addition to more sales-specific information such as the customer’s budget.

8. Think big picture

It is important to think big picture when it comes to your sales territory plan. You should always be seeking out ways to foster the growth and development of your business. Thinking long-term will help to ensure that your business does not stagnate, but instead continues to flourish and grow.

6 SPOTIO Features to Manage Sales Territories of Any Size

Tool Name: Customer Mapping

What it does: Customer mapping software allows you to create a map of your territories. You can drop pins on specific locations, which allows you to track routes within territories.

Why it is important for a manager or rep: Customer mapping software can help you to optimize sales routes. With a tool like Spotio’s Precise Location Tool, you can drop pins on a map, creating a visual way to design the most logical sales routes. This saves valuable time and money so that you can introduce more customers to your product or service.

Tool Name: Outside Sales Tracking

What it does: Outside sales tracking enhances the sales process by providing real-time updates about the locations and activities of sales representatives.

Why it is important for a manager or rep: This feature saves time for managers by providing a quick and easy method to map out and assign territories to sales reps. It also helps managers to quickly recognize any areas where sales reps may be struggling and in need of additional coaching or training.

Tool Name: Territory Manager

What it does: The territory manager enables managers to create custom maps of different territories for assignment to sales reps.

Why it is important for a manager or rep: The ease with which territories can be created, assigned, and viewed means that managers will no longer have to spend hours reviewing physical maps and drawing out territories for assignment by hand.

Tool Name: Sales Dashboard

What it does: The sales dashboard provides data in real time related to the performance of your sales representatives.

Why it is important for a manager or rep: The sales dashboard promotes organization and allows managers to easily track their teams’ activities.

Tool Name: Lead Management

What it does: Lead management software organizes information related to leads and provides it to users in an organized and easy-to-understand format.

Why it is important for a manager or rep: This software helps to generate more sales by ensuring that leads are organized and easily accessible for users.

Evaluating Sales Territory Performance

Key Performance Indicators (KPIs) are defined as, “a set of quantifiable measures that a company uses to gauge its performance over time. These metrics are used to determine a company’s progress in achieving its strategic and operational goals, and also to compare a company’s finances and performance against other businesses within its industry.”

KPIs are measured in different industry-specific ways. According to Steve Andersen, these measurements can include this such as the following:

Growth of current accounts
Development of new sales opportunities
Advancement of sales against a consistent set of criteria
Development and success of a high percentage of sales targeted
Ability to accurately predict sales within a given territory

Sales dashboards can help you to track KPIs to ensure that your business has a specific set of standards that can be used to measure its success. One such sales dashboard is Spotio.

Sales territory management can help your business to grow by collecting and organizing all information you need. This is beneficial to all team members at any level of your organization. Understanding and utilizing sales territory management software in an effective manner can ensure that your business will flourish in the modern sales market.

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Questions or comments? Contact SPOTIO at info@spotio.com.

SPOTIO is the #1 sales enablement and territory management app to increase your revenue, maximize your profitability, and increase your team’s productivity in just 2 weeks.

Want to see a product demonstration? Click here to see how SPOTIO can take your sales game to the next level.

Open-Ended Sales Questions: The Remarkable Importance of Qualifying Leads

Open ended questions are essential for sales success. They allow reps to get inside the head of your prospects and better understand their pain points.

The right open-ended questions help ensure that reps are building rapport, uncovering pain points, establishing need, and clearly articulating the value of their offering.

Below are 26 open-ended sales questions that will help you resonate with any potential buyer.

We’ll cover the difference between open and closed sales questions, talk about how to use them in your business, share examples, and highlight critical mistakes to avoid.

What Are Open-Ended Sales Questions?

Open-ended sales questions are part of consultative sales. Consultative sales is a style where the sales rep discovers problems and then helps the customer solve them with the sales rep’s products or services.

Open-ended sales questions are also called sales discovery questions because they are designed to get to know the prospect better. Core DNA says that open-ended questions begin a conversation with the prospect and are used both during the initial stages with a prospect as well as with the close.

Characteristics of Open-Ended Sales Questions:
They are conversational.

They usually involve Five W’s: Who, What, When, Where and Why; and also How (which some people call the Six Ws—even though How isn’t technically a W).

They don’t have a set pattern, meaning there is no formula or structure to them.

They usually require thought before someone answers.

They are subjective in nature rather than objective, meaning they are about personal feelings rather than facts and figures.

The Objective of Open-Ended Sales Questions:

Open-ended sales questions are designed to create a dialogue between the sales rep and the prospect. They are probing questions used to get a prospect to talk more about their business.

When used in a sales call, the questions enable the sales rep to learn more about the lead’s pain points and needs. The open nature means there isn’t a specific answer; they are designed to facilitate an exchange of ideas. They can also be used to build engagement and help create rapport between the rep and the prospect.

Open-Ended vs. Close-Ended Sales Questions

While open-ended questions seek more information from the source and are answered in the prospects own words, close-ended questions lead to specific answers, like a yes or no, or a multiple-choice option.

Richardson Sales Training distinguishes open-ended questions as those which allow the control of the conversation to flow between sales rep and prospect, while close-ended questions leave the control in the hands of the sales rep alone.

When Should Reps Ask Open-Ended Sales Questions?

Ideally, sales reps should ask as many open-ended sales questions as they can throughout the sales process. The more you learn about a prospect, the more consultative you can be to help them with their goals.

However, the obvious time to ask open-ended questions is in the qualifying stage with a prospect. Sales training organization The Brooks Group says, it gives you the opportunity to learn everything you possibly can about the prospect’s needs and wants. Through asking sales discovery questions, the sales rep can find how their product or service can help the prospect.

26 Examples of Open-Ended Sales Questions (By Category)

Different sales discovery questions are appropriate for different situations. Preparing ahead of time can be useful to help you cover all the areas you want to in the qualifying stages.

Remember, as Sam Parker, sales trainer and author of Just Sell.com says, you are asking the prospect to answer the question. You want to hear what they have to say, meaning no leading, no prompting, and no interrupting.

Qualifying Questions

When you first get a lead, you need to clarify where they are in the buying process. These questions can determine the interest level of your potential customers as well as what they think of the process so far. They can help you manage your sales funnel by letting you know what you need to do next—or whether you should move on for now.

Examples:

1. When do you need to get this issue resolved?
2. What’s your budget?
3. How are you currently solving this problem?
4. Who else needs to be involved in this purchase decision?

Needs-Based or Pain-Based Questions

When you want to discover the prospect’s wants or challenges with their current situation, try Needs-Based Questions, aka Pain-Based Questions. When you are preparing these, be cognizant of what needs your product or service typically serves. In other words, don’t ask about areas that your product or service does not address. Each of the following questions seeks to discover more about what is and isn’t working with the current system the prospect employs.

Examples:

5. When do these issues arise?
6. What is this problem costing you?
7. What would you change about your current solution?
8. Have you given up trying to fix the problem?

Impact or Benefit-Driven Questions

When you want to know how to close a customer, try Impact or Benefit-Driven Questions. Benefit-driven questions help you discover which features are the most vital to your prospect, so you can get right to what interests them most about your product or service. To prepare, review the features and benefits of your product or service so you can ask appropriate questions of potential customers.

Examples:

9. How important would you say solving this problem is to you?
10. What happens if you don’t fix it?
11. What would it mean to your business if you could rely on a trustworthy supplier?

New Future or New Reality Questions

These questions are constructed to help you show the potential customer arriving at their goal and how your product or service gets them to that point.

Examples:

12. How do you think changing this area could improve your day-to-day work?
13. What would you want to achieve in the next year by making this change?
14. If time and money were no object and you had full authority to do whatever you want, what would you change about your current system?

Objection-Based Questions

When you are faced with an objection to your product or service, respond with an Objection-Based Question. These questions are designed to uncover potential objections before they come up in the sales process.

Examples:

15. The common objection is, “I need to discuss this with my supervisor,” so the question could be: Who else is involved in making these types of decisions?
16. The common objection is, “I can’t afford this right now,” so the question could be: What budget do you have allocated for something like this?
17. The common objection is, “I am not interested in your product or service right now,” so the question could be: When are you intersted in learning how I can save you X% with this product/service?

Buyer History Questions

Use Buyer-History Questions to understand the potential customer’s past experiences or purchasing habits. These questions seek to determine their past experiences, and discover how often the prospect or organization makes these types of decisions.

Also, you can discover the state of their relationship with their current provider, which can have significant implications for your sales process.

Examples:

18. What has your past purchase experience been with [insert product/service]?
19. When was the last time you evaluated something like this?
20. Why or why not would you say you were satisfied with your past experiences with this vendor?
21. How would you describe the level of service with your current provider?

Rapport Building Questions

When you are working to establish a personal connection or build a relationship with the potential customer, you can use Rapport Building Questions. As Xactly.com explains, rapport-building requires you to get under the surface of the interaction and get to know the prospect. Without this relationship and information, you cannot consult the account. You have to know what they want and need so you can create a solution with your product or service.

Examples:

22. What can we do to earn your business?
23. What motivated you to take this call with me?
24. Which other vendors are you evaluating?
25. What concerns do you have about making changes?
26. What have I not covered that you would like to know more about?

5 Tips to Perfect Your Open-Ended Sales Questions Technique

Once you have prepared your sales discovery questions for the different areas of the sales call, you must consider how to ask open-ended questions. From what order you ask the questions to how you transition from one area to another, your technique should flow naturally while allowing for unstructured conversation with the potential customer.

The Sandler Pain Funnel is an excellent example of how to ask open-ended questions. Sales reps that have trained in the Sandler method use a series of needs-based questions to uncover the prospects pain.

Similar to a traditional funnel, the pain questions start broad; i.e., “What are some things you would like to change about your current system/provider/product line?;” and then move to more specific questions, i.e., “Can you give me an example?”

The best open-ended sales questions techniques progress to uncover the underlying reason a prospect is experiencing pain in their business.

Here are a few tips for perfecting your open-ended sales questions technique:

Invert the pyramid. A pyramid shape starts broad at the bottom and builds up to a point. In open-ended questions, it’s a good idea to invert the pyramid, so the broad part comes first, and you work your way down to a point (much like the Sandler Pain Funnel example above).

HubSpot suggests asking a broad, non-threatening question to start, e.g., What should I know about your business? Then, look for areas that you should explore in greater detail from their response, eventually drilling down to specific questions that will reveal any areas of opportunity for you.

Exude curiosity. A vital component of this open-ended questioning process is showing a sincere interest. As Core DNA says, “Good salespeople tend to be good listeners, and good listeners almost always tend to be curious.” Perhaps more importantly, you are asking about something that is often very near and dear to the prospect (their business or career) and sharing an interest in it will help form a bond between you.

Keep it personal. Preparation is vital for a sales call. However, too-prepared can be dangerous. It is crucial to keep the exchange personal if you want to build rapport or gain the trust of the prospect. Giving them a script does not elicit the emotional engagement that open-ended questions seek to facilitate.

Get comfortable with “dead air.” You learn more from listening than talking. In the qualifying or beginning stages of the sales cycle, keeping your mouth shut can help you get the information you need. As Leadership Guru Michael Hyatt says, “you will often find that people volunteer amazing amounts of information that you would have never obtained any other way.”

“What” is your friend. When in doubt how to ask a question, remember that the word “what” is your friend. Most questions that begin with what encourage the answerer to elaborate. As Arden Coaching puts it, “questions that start with ‘what’ will be open-ended.”

5 Critical Mistakes Reps Make When Asking Open-Ended Sales Questions:

1. Answering your own questions. It can feel natural to nudge a prospect with a suggested answer that you heard from a similar prospect in the past. However, when the prospect hears your suggestion, it could change what they were going to share. Since you want to listen to what the prospect has to say, ask the question and practice zipping you lip right afterward.

2. Forgetting to listen to the client. Similar to answering your own questions, forgetting to listen to the potential customer defeats the purpose of asking open-ended questions.

3. Interrogating clients. Rapid fire questions that dig a little deeper than a person wants feel more like a cross-examination or an interrogation than a conversation, which is not going to help you build rapport.

Be sure that you follow up enough that you have a better understanding of what your lead was saying, but not so much follow up people wonder if they should have a lawyer present.

4. Asking too many “why” questions. Why is one of the Five Ws, however it is tricky. Sometimes when you ask why, you sound accusatory. As Arden Coaching points out, “Why did you do that?” is more pointed than “What did you use as the basis for your actions?” You can ask why, of course, but be careful how many times and the tone of the query when you do.

5. Jumping straight to a solution. Remember, this part of the sales process is about learning more about the prospect, not pitching your product or services. If you hear a problem that your product or service can help with, resist the temptation to share that information at the moment. Good sales come to those who wait.

Ready. Set. Question.

Open-ended questions for sales are the tools you need to harvest qualified opportunities.

Open-ended sales questions differ from other types of queries. Probing questions for sales give you the opportunity to listen to your potential customer and take a consultative approach to your sales relationship with them.

The best open-ended sales questions help you identify areas of opportunity in potential accounts. Sales discovery questions also reveal pain-points and needs that are not currently being met by the prospects provider. Perhaps most importantly, however, open-ended sales questions allow you to prioritize your prospects to optimize your sales funnel for efficiency and success.

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Questions or comments? Contact SPOTIO at info@spotio.com or comment below.

Spotio is the #1 field sales enablement platform designed specifically for outside sales managers and reps to squeeze every drop out of their field sales efforts.

Want to see a product demonstration? Click here to see how SPOTIO can take your sales game to the next level.

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Sources:

Saltis, Sam. “87 Open-Ended Sales Questions Every Digital Agency Should Ask in Every Buying Cycle.” www.coredna.com. 6 November 2018. Web. 15 November 2018. < https://www.coredna.com/blogs/open-ended-sales-questions#>.

“Open-ended Questions Require and Answer Beyond “yes” or “no”!” richardson.com. Web. 16 November 2018. < https://www.richardson.com/sales-resources/open-ended-sales-questions/>.

Rose, Lisa. “Open-Ended Questions for Sales: How to Get Your Prospect Talking.” Brooksgroup.com. Web. 15 November 2018. < https://brooksgroup.com/sales-training-blog/open-ended-sales-questions-how-get-your-prospect-talking>

Parker, Sam. “Top 30 Open-Ended Questions.” www.justsell.com. Web. 16 November 2018. Web. < https://www.justsell.com/top-30-open-ended-questions/>

Schultz, Mike. “21 Powerful, Open-Ended Sales Questions.” www.rainsalestraining.com. Web. 16 November 2018. < https://www.rainsalestraining.com/blog/21-powerful-open-ended-sales-questions>.

Scott, Jordan. “24 Open-Ended Sales Questions Your Reps Should Be Asking.” Xactlycorp.com. Web. 26 February 2018. Web. 16 November 2018. < https://www.xactlycorp.com/blog/importance-open-ended-sales-questions/>.

Ledwein, Tim. “Sandler’s Pain Funnel: Getting Beneath the Surface.” I10.sandler.com. 24 February 2016. Web. 16 November 2018. < https://www.i10.sandler.com/blog/pain>.

Alessandra, Tony. “15 Tips For Asking More Effective Sales Questions.” Blog. Hubspot.com. Web. 16 November 2018. < https://blog.hubspot.com/sales/10-tips-ask-sales-questions-si>.

Hyatt, Michael. “7 Suggestions for Asking More Powerful Questions.” Michaelhyatt.com. Web. 16 November 2018. < https://michaelhyatt.com/asking-more-powerful-questions/>.

Perry, MA, PCC, Maren. “How (and Why) to ask open-ended questions.” Ardencoaching.com. Web. 16 November 2018. < https://ardencoaching.com/how-and-why-to-ask-open-ended-questions/>.

26 Most Valuable Open-Ended Sales Questions

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