This article outlines a 10-step process for annual sales GTM planning. When approaching the process, it’s essential that you think customer-first by being mindful of how your plan will impact both internal and external customers. Some guiding principles for...
What is sales territory mapping? On its face the term “sales territory mapping” seems pretty straightforward. You have sales territories that you’re plotting out on a map. But to really appreciate the strategy involved in sales territory mapping, it’s important to...
When evaluating business decisions, just as when evaluating health decisions, the risk/benefit analysis is a tried and true approach. So, when you evaluate a territory mapping software, we’ll outline both the risks associated with not using a territory mapping...
How To Optimize Your Sales Territory Planning The territory plan is the backbone of a go-to-market strategy. When building a territory plan, it is key to look for ways to streamline sales activities, use data to inform decisions whenever possible, and define...
Introduction David Zwerin is currently the Senior Director of Sales Operations at Iterable. He’s been in sales operations leadership for over 10 years and he’s got a great wealth of knowledge on the topic of Capacity Planning and Headcount Optimization. In...
COVID-19 has dramatically impacted how we work and how we socialize, and GTM planning is no exception. Even as the world tentatively returns to the office, a lot of uncertainty remains, and organizations of all sizes are struggling to adapt their GTM plans and stay on...
