Sales and Marketing Management

OCTOBER 17, 2016

Issue Date: 2016-10-17. Author: Lesek Demont and Cynthia Spraggs. Teaser: Landing a large, technical sale is like going deep-sea fishing and hooking a really big marlin.

Resources 120

Resources Enterprise Enterprise Company 120

Close.io

NOVEMBER 25, 2019

If you’re dealing with large buying committees or complex sales cycles, this can be especially effective. One way you can drive attendance is by sending a $5 digital gift card for coffee the morning of the meeting with a quick note that says you’re looking forward to speaking with them that day.

Scale 76

Scale Direct Mail How To Inside Sales 76

SalesFuel

APRIL 24, 2024

Sales Acceleration Group notes that reps often think a stalled sale is simply at a slow stage in the funnel. It’s a situation that needs addressed or else the deal may get too far out of reach. The Sales Acceleration Group points out a few ways to identify a truly stalled deal: The prospect has ghosted you for weeks.

Hiring 69

Hiring Top of Funnel Sales Qualified Lead Face-to-face 69

Sales 2.0

MAY 29, 2020

In the sales domain, this big change has accelerated the trend to digital selling. Progressing deals. The bigger the company, and the bigger the deal, the more people will be involved with your deal. Make sure you identify all the players in your deal. The good news is that some things will be better. than before.

Commission 511

Commission LinkedIn Webinar Metrics Up-Sell 511

Drift

NOVEMBER 8, 2021

It’s a no-brainer: Your sales team is there to sell your product. But that might be less true than you think. In fact, sales reps spend an astounding 64% of their time on non-revenue generating tasks. Shocking, right? So how can you make time for your sales reps to actually sell without massively increasing your headcount?

Revenue 62

Revenue Sales B2B 62

The Pipeline

JUNE 18, 2020

Careful what you wish for, creating the wrong sense of urgency may just accelerate unwanted outcomes, like losses. The real problem is the lack of time, but a lack of viable opportunities and deals. For a rep, one deal away from quota or being fired, it is real and palpable. Wrong Premise. Urgency Is Relative.

Discount 297

Discount Quota Face-to-face Margin 297

Sales Hacker

MARCH 11, 2019

The post 3 Ways to Accelerate Late Stage Deals and Increase Revenue (And the Tools to Use to Do It) appeared first on Sales Hacker.

Revenue 40

Revenue Tools Sales Sales Process 40

Marc Wayshak

APRIL 17, 2024

Successful salespeople accept the sales mindset that losing deals is inevitable and move on without dwelling on them. Focusing on sales process and activity is more important than obsessing over closing deals. This sales mindset is critical for consistently closing deals and achieving success in sales. I love what I do and sell.

Sports 102

Sports eBook Sales Goal Up-Sell 102

The Pipeline

SEPTEMBER 21, 2021

Everyone gets trained; buyers know what to say to shunt also-rans and reward the 20% they want to deal with. The two ideas in the video are a start, to accelerate your success, couple your language lessons with a 360 Degree Deal View. It is also spoken by most of your competitors, who find it as easy as your guys do to wait.

Buyer 345

Buyer Demographics Video Territories 345

Zoominfo

AUGUST 17, 2021

One of the many benefits of conversational marketing is its ability to accelerate your sales cycle. Seven Sales Acceleration Strategies Using Hubspot and Conversational Marketing. Your sales and marketing teams have been keeping track of these accounts for a while, waiting for the right time to flip them into closed deals.

Hubspot 195

Hubspot Conversion Webinar Metrics Sales Qualified Lead 195

Sales Hacker

MAY 4, 2023

Guests: Jacki Leahy , Fractional RevOps Advisor + Founder at Activate the Magic Matt Denouden , VP Sales at Onit Diego Torres , Director of Global Contracts and Legal Ops at Lenovo Jake Dunlap , CEO of Skaled What you’ll learn: Accelerating deal cycles by automating manual processes, reducing errors, and increasing accuracy.

Revenue 80

Revenue Negotiation Conversion Opportunity 80

Zoominfo

JUNE 28, 2021

Whether it’s a business deal or a personal connection, they are a driving force to solidify a foundation of trust. Enter conversational marketing — the new paradigm to tackling your business deals and converting prospects in minutes. Conversational marketing accelerates your lead capturing process.

Conversion 246

Conversion Marketing Lead Capture Face-to-face 246

Allego

AUGUST 24, 2021

B2B deals are high-cost, span multiple touchpoints, and take months to close. It falls on marketers to support their teams while ensuring salespeople are armed with content that captures buyer attention and closes deals. Sellers are facing one of the most difficult buying landscapes in recent memory—and they need your help.

Sales Enablement 171

Sales Enablement Top of Funnel Face-to-face Hiring 171

Mindtickle

DECEMBER 11, 2023

Sirion , a global leader in enterprise Contract Lifecycle Management (CLM) software, is demonstrating how proper alignment between revenue and enablement leaders, in combination with the right technology, can unlock new opportunities for deal acceleration and revenue growth. Nick Salas Sr.

Case Study 52

Case Study Groups Buyer Conference 52

Alice Heiman

APRIL 2, 2024

So he started project managing his deals, creating mutual action plans and spreadsheets and all of a sudden he was 150, 250, 300% of quota and those principles became the basis for Recapped. Scale with Caution: Ensure a solid foundation and clear processes are in place before accelerating growth to avoid potential pitfalls.

Scale 62

Scale Strategy Hiring Pivotal 62

Mindtickle

APRIL 10, 2024

0 Average number of new assets orgs published in 2023 But simply producing a large volume of sales content doesn’t mean it’ll be used – or that it’ll make a difference in deal outcomes. For example, let’s say an organization finds that its best sellers frequently use a specific piece of sales content to close deals.

Analytics 52

Analytics Top of Funnel Revenue Closing 52

Sales and Marketing Management

JUNE 27, 2019

Not only can AI accelerate and optimize the sales funnel, it can also bridge what’s often an organizational divide between sales and marketing at many enterprises. As qualifying leads and closing deals require more strategic alignment across sales and marketing, there’s an immediate opportunity for AI-powered solutions to bridge this gap.

Marketing 274

Marketing Lead Rank Lead Scoring Analytics 274

Highspot

JANUARY 4, 2024

BLOG POST: 5 Tips to Go Beyond What Good Looks Like With Enablement : This blog post examines five tips to go beyond what good looks like in enablement so you can drive world-class programs that empower your reps to win more deals. This blog post provides two ways that enablement can help expedite deal cycles to drive rep productivity.

Resources 52

Resources Sales Enablement Hiring Report 52

Smooth Sale

MARCH 27, 2024

Photo by Geralt via Pixabay Attract the right Job Or Clientele: How to Use Your Tech Skills to Accelerate Your Career If you want to take control of your job search and improve your chances of having a fulfilling career, improving your skills is one of the best places to start. Therefore, the option to expand your tech skills is vital.

How To 88

How To Hiring Course Workbooks 88

Sales Hacker

DECEMBER 21, 2023

Over the past year at Stytch, we saw a meaningful acceleration in paid customers and revenue. Each helped, but one “secret” weapon accelerated revenue and customers at an outsized rate: our highly technical Solutions Engineering team. Contracted $ARR quadrupled, win rates doubled, and ACV increased by 150%.

Engineering 97

Engineering Face-to-face Scale Proposal 97

Zoominfo

SEPTEMBER 7, 2021

Engagement scores based on the volume and frequency of inbound and outbound emails, meetings, and calls help to gauge deal velocity. By tracking and scoring this activity, you can identify deals that are slowing in velocity and re-engage with AEs and SDRs to get the deal moving again.

Face-to-face 100

Face-to-face Outbound Inbound CRM 100

PandaDoc

MARCH 29, 2024

A deal desk streamlines deal management and enhances win rates — if the process flow is set up correctly. This article outlines steps to establish and optimize a deal desk process flow with your team to help advance your sales strategy. What is the deal desk process?

Maximizer 52

Maximizer Proposal How To Negotiation 52

Highspot

OCTOBER 3, 2023

Accelerate Sales Outcomes With a Consolidated Tech Stack Don’t make your reps waste valuable time navigating between tools. TIP : Curate your tech stack to enable integrations, surface insights, and consolidate tools, so you can streamline your sales efforts and accelerate productivity.

How To 91

How To Sales Enablement Commission Report 91

Highspot

JUNE 15, 2023

To that point, reps who use Highspot experience 16% shorter deal cycles, a 14% increase in deal size, and a 16% increase in win rates. Every deal matters. However, by increasing the effectiveness and efficiency of every deal, you can improve the performance of each seller – and maximize revenue generated per rep.

Scale 59

Scale Buyer Maximizer Coaching 59

The Center for Sales Strategy

JANUARY 25, 2022

If you’re in sales, there’s a good chance that you will soon close another deal. First, you need to follow a logical process; ours is the Sales Accelerator , but today we’re going to look to Ancient Greece and what Aristotle believed were four main causes of how things come to be.

Sales 116

Sales Closing Sales Process 116

Pipeliner

FEBRUARY 3, 2024

Introducing the “Top Team Accelerator” Methodology She introduced her “Top Team Accelerator” approach for building cohesive, high-performing teams. It requires intentional training and development to cultivate the skills needed to overcome common leadership pitfalls.

Video 52

Video Intent Maximizer Lead Rank 52

Zoominfo

DECEMBER 7, 2022

Here are some specific examples of how accurate, rich hierarchy data can make businesses vastly more efficient: Territory assignment : Instead of assigning related accounts to different reps, you can assign territories to drive a better customer experience that leads to larger, more strategic deals.

Scale 130

Scale Territories Pivotal Lead Rank 130

Janek Performance Group

APRIL 17, 2024

They can be instrumental in accelerating revenue generation and fostering customer relationships. These include conducting product demonstrations, negotiating contracts, and closing deals. By leveraging BDRs in lead generation, relationship-building, and market insights, sales organizations can accelerate revenue generation.

Outsourcing Services 118

Outsourcing Services B2B Lead Rank Sales Qualified Lead 118

Force Management

MARCH 3, 2021

Many of the topics come from our own prospects and customers who are dealing with sales challenges as they look to accelerate growth, drive more pipeline and capture value throughout the sales process. We’re regularly updating our robust content library, focused on sales best practices.

Pipeline 134

Pipeline Resources Account Sales 134

criteria for success

MAY 17, 2022

Acceleration. The Acceleration phase consists of building on the foundation you created and taking the team’s performance to the next level. Use thought leaders as well as sales coaches, besides the sales manager, to coach salespeople on deals. We call this the volume of DEAL documents. Breakthrough. Download Now.

Training 98

Training Sales Methodology Follow-up Lead Rank 98

Hubspot Sales

DECEMBER 29, 2020

Sales acceleration helps you do both. What is sales acceleration? Sales acceleration enables teams to shorten their sales cycles and engage healthier and more bountiful prospects. How to Use Sales Acceleration. Let's look into how you can use sales acceleration to impact your sales process as it stands right now.

Lead Rank 111

Lead Rank Lead Scoring Sales Qualified Lead Hiring 111

Sales Hacker

AUGUST 16, 2022

And the burden of closing the rest of this year’s deals and boosting pipeline for next year is probably weighing heavy. . To help, we’ve assembled a group of sales veterans to share their insight on how to run a successful sales team and close the deals that matter most. Tactics to close deals as the year comes to a close.

Closing 82

Closing How To Quota Groups 82

Sales Hacker

MARCH 13, 2023

Join Andrew Arocha , CRO at Drift and Melton Littlepage at CMO, Outreach to learn how GTM teams working in synergy can: Create quality pipeline with qualified buyers Increase seller efficiency and productivity to deliver more revenue per seller Accelerate deal velocity and win rates – at the same time The post Live Replay: How to create and close (..)

Pipeline 74

Pipeline Closing How To Revenue 74

SalesLoft

NOVEMBER 16, 2023

Each time your team records a sales call, you gain access to critical insights that improve handoffs, progress deals faster, and upskill reps. This means you can get deeper context about every deal in your pipeline. It sits alongside Cadence, Deals, and Forecast in the complete Salesloft platform. But there’s a catch.

Sales Process 52

Sales Process Conversion GoldMine Infusion 52

Sales Hacker

JANUARY 4, 2023

In this masterclass, we’ll discuss how the best sales reps employ enablement content to move deals forward and accelerate pipeline. Do you feel like you have a hodgepodge of resources and don’t know when and how to deploy them?

Maximizer 82

Maximizer Campaigns Sales Enablement Exact 82

Pipeliner

FEBRUARY 15, 2022

Sales managers are quite familiar with the conversations that drive organizational decisions about whether to pursue major deals or to pass on them. Sales reps advocating pursuits will say, “It’s a big deal”, “It’s right in our power swing” or other similar reasons. Early exit or early acceleration. And what’s the business risk?

Ideal Customer Profile 98

Ideal Customer Profile Enterprise Enterprise Margin 98