What is a Territory Plan? A territory plan is a strategic roadmap to achieve your sales quota. Traditionally, territory plans were based on geographical regions. However, modern territory plans now include target industry verticals and organisation sizes (e.g., enterprise, mid-market, SMB).…
What is relationship mapping? Relationship mapping involves the creation of a visual chart depicting the stakeholders, roles, motivations and biases within a project. Different symbols, colour codes and lines are used to indicate relationship types, strengths and directions. Relationship maps are visual illustrations…
What is Account-Based Selling (ABS)? Account-based selling (ABS) is a targeted B2B sales strategy where specific companies, referred to as “accounts,” are the primary focus. Often, these accounts already have some pre-existing relationship with your business. ABS emphasizes understanding and catering…
What is org chart builder? Org chart builder lets you create org charts. Org charts or organisation charts are visual illustrations that show the internal structure of an organisation. These illustrations show the distribution of rank across the structure of the organisation…
As a B2B sales professional, you may have come across the term ‘buyer center’ at some point in your career. But, what does it really mean? Are you familiar with all of the unique roles that reside within it? How important…
From the many sales qualification frameworks in use across the sales profession, we think these 5 are the best. First though, let’s make sure we understand what sales qualification is and why it’s essential. What is sales qualification? Before a customer…
Address book apps helps you manage the contacts stored on your mobile device. They store a common file format called vCard (.vcf) which allows you to share contacts between devices. Contacts within the address book are usually sorted alphabetically by Second Name. Users can scroll…