Do more with less. This is the mantra for all sales and marketing teams as we head into the new year. Even given the current economic climate, GTM leaders are still on the hook to hit their goals. But with less budget, people, and resources than ever before, how is it possible? Here are 10 things you can do today that will help you do more with less.

The problem is that many sales leaders make the mistake of dividing territories based on company size, revenue, or industry — and then distribute by location. But if you want to create healthy, productive territories that will set your reps up for success and help you hit your revenue goals, you need to start with a better way of segmenting and prioritizing your accounts.

When put into the right context, not only are buying signals strong indicators that an account is poised to buy, they’re also often early indicators that let you get in front of buyers before your competitors do. So how can you pick up on a more diverse range of buying signals? Look for key events that drive buying behavior, like these ones here.

For anything that makes you think twice about opening your wallet, you probably do some research like going to a website or looking at reviews. But even then, you might not be ready. Because the truth is, it's never that simple. There needs to be a driver behind how and when you buy.

The best sales people are prepping for more than 15 minutes before discovery calls. Everyone else, especially those that are overwhelmed, are either skipping this step or conducting very minimal research to make sure they aren’t getting the industry wrong. Generally speaking, this means that the sales people are asking general questions and not getting to the prospect’s real pain on the discovery call.

The art of sales isn’t about finding people to sell to, it’s about finding the right people who are ready to buy. With a lot of machine learning and automation, one can even say that this former art can be turned into an extremely data driven scientific process - a trend catalyzed by the CloseFactor team.

The Talent Cloud tech unicorn leverages CloseFactor’s platform to automate customer account prioritization and more efficiently convert sales opportunities with unmatched contextual insights

CloseFactor today announced a $4.5M seed funding round led by Sequoia Capital to reimagine the business to business sales process, bringing the benefits of greater automation and precision targeting to sales teams.