Understanding three core challenges with traditional ‘sales’ driven territory coding
Is it the beginning of the end of the traditional territory-based sales model? The prominent geographic-driven sales segmentation is fading. While this began decades ago with the advent of the internet and the increasing prominence of inside sales, the current pandemic-driven market disruption will radically transform coverage and territory models. Traditional “hard-coded” territories by geography, while simple to operationalize, can lead to inefficient outcomes for revenue growth, including territory bumpiness and opportunity-context misalignment. This is particularly true in the SMB and Mid-Enterprise segments. As companies look to reboot sales effectiveness in the post-coronavirus era, augmenting geographic-centric planning with more industry and market-centric expertise and context will be critical.
Watch the 30-minute on-demand webinar as we cover how to optimize sales models in this new reality and how to apply data-driven sales motions for faster sales cycles and greater ROI.
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With over 40 years in consulting and working 1-on-1 with the most influential executives in technology, financial services, and more, Tim provides a unique perspective on the ever-changing business landscape in the midst of disruptive change. In 2000, Furey co-authored The Channel Advantage, the definitive book on multi-channel sales and marketing management, named one of the “20 Best Business Books of 2000” and over 10,000 copies printed. He is both CEO of MarketBridge, a sales and marketing solutions firm and the Director at Skyworks Solutions, a $4 billion semiconductor manufacturer.
As Vice President of Accounts, Brice works with client leads to deliver creative and effective go-to-market solutions and programs. Brice has spent the last 12+ years broadly in the commercial strategy and insights space. Within this space, Brice has a diverse background spanning analytics, consumer insights/research, commercial strategy, sales and marketing operations, and has worked across multiple B2B and B2C industries including software/technology, insurance, financial services, CPG, and Media.