DiscoverOrg Sales

FEBRUARY 10, 2017

This piece was originally posted February 6th, 2017 on Smart Selling Tool’s blog and written by its founder Nancy Nardin. Smart Selling Tools was also a co-sponsor of DiscoverOrg’s 2017 Growth Drivers Report. Smart Selling Tools, Inc.,

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Customer Centric Selling

DECEMBER 20, 2016

Sales Tips: How to Plan Your 2017 for Success. I remember my first year as a salesperson, the only thing that changed for me on January 1 st was the date, my sales compensation plan, and the amount of revenue I was being asked to generate over the next twelve months. The time to begin developing your 2017 Territory Sales Plan is NOW.

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Revenue Territories How To InsideView 40

Understanding the Sales Force

DECEMBER 10, 2018

I remember it well as revenue at Objective Management Group dropped by more than 30%, almost overnight. But during a slow crawl back to respectability between 2010 and 2016, and soaring revenue during 2017-2018, the percentage of reps making quota has not only remained flat, but the percentage hasn't even returned to pre 2008 rates.

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InsightSquared

OCTOBER 11, 2017

Last week, our CMO Joe Chernov explained why InsightSquared is going “all-in” at Dreamforce 2017. How to Shift the Sales Ops Function from a Reporting Factory to Revenue Driver — Tuesday, November 7 at 11:30 a.m. Avra will deliver a case study on how Bazaarvoice’s sales ops function turned into a revenue driver.

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Sales Operations SalesForce Case Study Analytics 66

SalesLoft

DECEMBER 28, 2016

From new advances in product and technology, to exciting sales events on the horizon, 2017 is sure to be abuzz with innovation, collaboration, and thought-leadership across the board. Rainmaker 2017 will provide attendees with each of these in spades. Revenue Summit. Visit the event site here. “We

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InsightSquared

JANUARY 29, 2018

During a recent analysis of the available “operations” jobs on LinkedIn, we discovered a significant number of “revenue operations” jobs — 59,110 to be exact. It sparked the question, “Is revenue operations just another word for sales operations, or are the roles fundamentally different?”.

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Sales Operations Revenue Scale Demand Generation Agencies 109

The Sales Hunter

DECEMBER 6, 2016

More Sales Less Time: Surprisingly Simple Strategies for Today’s Crazy-Busy Sellers The last couple of months, I’ve been on a mission to try and make as much of my time focused on “RPA” as possible. “RPA” stands for Revenue Producing Activity.

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SBI Growth

SEPTEMBER 1, 2016

Having the right people in the right roles is critical to hitting your revenue growth objectives. SBI was recently joined by Todd Skiles, senior vice president of sales and solutions at Ryder to discuss how he recently implemented a hunter.

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Objections Revenue Sales Video 120

Mereo

JUNE 24, 2021

in 2017 to 32.4% As strategic business consultants — focused on supporting clients’ in improving revenue performance — we at Mereo have witnessed this first and foremost in recent years. Consider these points during each planning cycle: Sales volume, revenue, and profitability performance. in 2018 to 31% in 2019.

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Government ROI Revenue Remedy 93

Product Management University

NOVEMBER 2, 2017

The B2B Product Manager Magazine October 2017 is now available. We also examine product usability and its impact on revenue, plus sales demo tips. Product Usability & Its Impact on Revenue. In this issue we discuss the value of listening as one of the most overlooked sales skills, and the value of business conversations.

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Buyer Revenue B2B Training 80

Your Sales Management Guru

JUNE 6, 2017

A Sales Manager’s Recipe: What’s Cooking in 2017? The last three years have been tough and she was looking for new ideas for 2017 to excite her team and also to simply change up the routine. So if 2016 left a bad taste in your mouth, use the following ingredients to create a new recipe to make 2017 your best year ever.

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Sales Management Hiring Call-back System 52

DiscoverOrg Sales

MARCH 3, 2017

In our 2017 Growth Drivers Report we asked 200 Sales and Marketing professionals to rate their teams on a scale of 1-5 across 15 different attributes. Download the 2017 Growth Drivers Report to find out. In seeking strengths in certain areas, you accept weaknesses in others. But, what is the winning formula? Sales Team Attributes.

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Hiring Revenue Lead Rank Lead Scoring 120

InsightSquared

NOVEMBER 17, 2017

A Sales Ops Playground: Dreamforce 2017. I had a chance to learn about topics that were as varied as our role (sales operations) – from the tactical sessions about project management and Salesforce automation, to the strategic sessions that covered revenue operations and go-to-market strategies for a scaling business.

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SalesForce Sales Operations Scale Conference 54

The ROI Guy

JANUARY 11, 2017

As you and your team kickoff the New Year, there are some important research findings you should factor into your 2017 sales enablement and content strategy. Sources: 2017 – The Year B2B Sales Reps Can Finally Sell Value? What does a great “Value” program look like?

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Lead Rank Lead Scoring Quota Scale 45

Pointclear

NOVEMBER 17, 2017

While everyone agrees the two organizations must be in sync to meet revenue goals and scale, the finger pointing continues. The age-old issue of how Sales and Marketing work together (or not) is still on the table.

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SBI

MAY 7, 2019

Cirrus Insight Announces Sean Piket as VP of Revenue. Cirrus Insight is pleased to announce the appointment of Sean Piket as Vice President of Revenue. Sean Piket, VP of Revenue. and Knoxville, Tn. – May 7, 2019 — Cirrus Insight is pleased to announce the appointment of Sean Piket as Vice President of Revenue.

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Revenue SAP SalesForce Scale 83

A Sales Guy

MARCH 14, 2017

It’s 2017, and we’re failing our customers, prospects, the companies we work for and ourselves. It’s 2017. Your job is to help businesses increase revenue, reduce churn, improve customer loyalty, save money, improve processes, and more. Selling features isn’t being helpful. Rule 10: Do your homework.

Account Based Marketing 101

Account Based Marketing Promotion CRM Up-Sell 101

SBI Growth

MARCH 7, 2017

Our show today demonstrates how to balance customer requirements, company revenue expectations and sales rep workload to grow revenues. To follow along, download our 10th annual workbook, How to Make Your Number in 2017. Turn to the Sales Strategy section and flip.

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Territories Workbooks Resources Revenue 168

Sales 2.0

MAY 14, 2020

A couple pieces of research data: Xant (formerly InsideSales.com): in a 2017 study Xant found sales people spend an average of 36.6% of their time on revenue generating activities. Accenture: An Accenture study found roughly similar results, with 15% of a reps time allocated to research. Cost of data digging.

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Your Sales Management Guru

DECEMBER 20, 2016

First Quarter 2017. But as budget planning begins and business strategies begin to be set, it is your responsibility to be ready for 2017. What are your revenue objectives by each quarter for 2017? Have your business objectives changed and therefore your 2017 compensation plans may need to be altered. Sales skills.

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Hiring Scale Compensation Objections 40

Sales and Marketing Management

MARCH 2, 2017

Issue Date: 2017-03-03. Teaser: Is the current level of skill and attitude of your sales team good enough to exceed your 2017 revenue growth goals? Is the current level of skill and attitude of your sales team good enough to exceed your 2017 revenue growth goals? Author: Kevin F. read more

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Sales Management Revenue Sales Leads 120

SBI Growth

MARCH 13, 2017

Today we’re going to demonstrate how to drive revenue per sales head up, and time to productivity for new sales hires down. As a guide to the discussion, download our 10th annual workbook, How to Make Your Number in 2017.

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Workbooks Hiring Sales Enablement Revenue 184

Adaptive Business Services

OCTOBER 18, 2017

Case in point: An April 2017 study from Cornell University found in-person requests are 34 times more successful than those made over email. That’s a lot of lost revenue for your company. The post 2017 Social Selling App and Article Roundup #6 appeared first on Social Sales Training & Strategies. Step 9: Make an offer.

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Social Selling Hiring Face-to-face Google 59

Pointclear

JANUARY 27, 2017

During the last week of December I asked a panel of experts for feedback on our Leads to Revenue Calculator. The above graphic is a sample from our Lead to Revenue Calculator. I've never seen the nurture revenue. I'm confused with carrying a nurturing "revenue" in a current pipeline. Download it here.

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Lead Rank Marketing Qualified Lead Sales Qualified Lead Revenue 100

Sales and Marketing Management

FEBRUARY 5, 2017

Issue Date: 2017-02-06. Spotting these trends early gives managers the chance to provide coaching and training before revenue goals are at risk. Spotting these trends early gives managers the chance to provide coaching and training before revenue goals are at risk. Author: Matt Stanton. Here are the top 20 time management tips.

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Inside Sales Hiring Trends Coaching 189

InsideSales.com

APRIL 15, 2021

Since our last State of Sales Development study in 2017, we’ve seen a significant shift in the ratio of account executives (AE) to sales development reps (SDR). In 2017, 2018, and 2020, the ratio has declined from 3.0 In 2020, 75% of SD teams now report to sales, 15% report to marketing, and 10% report to revenue or sales ops.

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Trends Lead Rank Hiring Sales Qualified Lead 110

SBI

SEPTEMBER 5, 2019

Bigtincan Takes Aim at Revenue Enablement with AsdeqLabs Acquisition. The acquisition of AsdeqLabs expands Bigtincan’s capabilities in sales enablement as well as the growing field of revenue enablement across the enterprise. David Keane, Co-founder and CEO of Bigtincan. WALTHAM, Mass.–(BUSINESS

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Revenue SAP Sales Enablement Webinar Metrics 67

The Bridge Group

MARCH 23, 2017

In our 2017 SaaS AE Metrics & Compensation Report , we analyze the biggest shifts in recent years and provide core metrics to measure AE teams. We also break findings down by company revenue, ACV, and other factors. Median respondent revenue was $27M and median respondent ACV was $25K. Download the 2017 SaaS AE Report.

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Report Compensation SalesForce Retention 31

Your Sales Management Guru

JANUARY 2, 2017

Life Enrichment: Why 2017 Can Be Your Best Year Ever! A friend of my recently wrote a blog on the “ One Person That Impacted My Life in 2016” I think it was a fabulous idea, today is a good day for you to reflect on that thought, name that person and thank them, make them aware of your feelings and then go make 2017 Your Best Year Ever!

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Workbooks Lead Rank Lead Scoring Compensation 54

Sales Hacker

FEBRUARY 28, 2018

Evelyn Fayad – Revenue Operations Analyst, SalesLoft. The post 50 Must-Know Heavy Hitters: Winners of the Sales Hacker Top 50 Awards 2017! Kelly Piane – Manager of Success & Effectiveness, Global Inside Sales & Business Development, Infor. Matt Amadea – Manager of Sales Operations, Compeat.

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Demand Generation Demand Generation Targets Infor Sage 84

Understanding the Sales Force

JANUARY 23, 2019

That's right, when we compared the results of the 85,000 or so salespeople that were evaluated in 2018 to the 80,000 or so salespeople that were evaluated in 2017, there was a measurable improvement in overall scores! For the first time in recent memory, salespeople as a profession GOT BETTER! Let's review the two graphs below.

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Data Groups Objections Revenue 220

Your Sales Management Guru

NOVEMBER 28, 2016

Creating a Sales Compensation Plan for 2017. For a quick CoS ratio, simply take an individual’s salary plus commissions earned at 100 percent of quota and potential bonus opportunities, then divide by that person’s revenues to obtain the percentage.

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The Brooks Group

DECEMBER 27, 2017

2017 was a big year for The Brooks Group. 2017 was the year of the sales training revolution, with the world-renowned IMPACT Selling being released in an eLearning platform, IMPACT-U® ! We had a record-breaking year in sales revenue. 2017 heard quite a few gong rings! The award-winning IMPACT Selling® System goes online!

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No More Cold Calling

AUGUST 10, 2017

According to LinkedIn’s State of Sales 2017 US Report , 70 percent of the time that decision-makers respond to salespeople, it’s because those reps were introduced through a professional network. Activating the right peer to drive pipeline opportunities is a powerful revenue-accelerating strategy. Either way, it works.

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Referrals Decision Maker Cold Calling Networking 240

Mindtickle

APRIL 9, 2024

Why an inside sales strategy is important Inside sales teams are a critical part of the revenue organization. There are several reasons why revenue organizations are investing in these strategies. Consider that in 2017, 20% of industrial companies preferred digital interactions and purchases. But why is it so important?

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Inside Sales Face-to-face Hiring Outside Sales 52

Miller Heiman Group

JUNE 25, 2019

On the surface, sales organizations seem to be flying high: enjoying a third year of some notably good numbers, their revenue attainment is up to 101%, more than half of sellers made goal and win rates are on the rise. But as the Shakespearean proverb tells us, “All that glitters is not gold.”.

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Report Revenue Forecasting Study 75