Partners in Excellence

JANUARY 17, 2022

I wrote, Win/Loss Analysis–Are You Learning As Much As You Should? As I mentioned in that article, I continue to be amazed by how casually we treat win rates and how little we understand what causes us to win and lose. This is math we all do, or should do.

Analysis 67

Analysis Quota Maximizer Relationals 67

Gong.io

JUNE 25, 2021

Hard-hitting sales stats. ” Our product gives sales leaders data-backed insights into their sales team. And our Gong Labs team pores through stats from millions of sales interactions to uncover actionable sales tips. How do they do it? Sales Stats for Prospecting. Hello reality.”

Cold Calling 93

Cold Calling ROI Call-back Negotiation 93

Pipeliner

DECEMBER 2, 2022

In my last blog, I introduced Piperliner’s new Revenue Intelligence Loop. Let’s now take a deeper look at this loop, and the powerful functionality it can provide for you. First of all, what can revenue intelligence do for your organization? The rapid road to a closed sale is only through revenue intelligence.

Revenue 98

Revenue Forecasting Lead Rank Quota 98

Zoominfo

APRIL 2, 2018

Every sales manager wants their team to be successful– but sometimes, that’s easier said than done. Sales reps face a number of obstacles that can keep them from their goals and it’s your job as their manager to help them overcome these challenges. To put it simply, sales reps are only as effective as their managers enable them to be.

Sales Qualified Lead 207

Sales Qualified Lead Penetration B2B Face-to-face 207

The Spiff Blog

SEPTEMBER 7, 2023

As a sales leader, you already know that effective sales performance management isn’t just setting lofty sales targets and then pushing your team to achieve them. These pillars include organizational alignment, robust reporting, ongoing professional development, incentive compensation, and sales enablement.

Incentives 83

Incentives Incentive Scale Compensation 83

Showpad

JULY 21, 2020

Welcome to the third post of this blog series for executives. In this edition, I’ll be discussing why you as an executive in a sales, marketing or CX leadership role play a mission-critical part when it comes to making sales enablement successful in your organization. . And that requires adoption.

Sales Enablement 139

Sales Enablement Leads Marketing Qualified Lead CRM 139

The Spiff Blog

MARCH 8, 2023

Earlier this year, Whitney Sharpe , Vice President of Sales at Mindlance shared a TikTok that has since gone viral. Despite progress made toward a more diverse, inclusive workforce in recent years, this anecdote highlights just some of the challenges women in sales– and women in general– continue to face regularly.

Face-to-face 76

Face-to-face Incentives Incentive Commission 76

Gong.io

DECEMBER 19, 2019

There’s no shortage of sales tips online. In fact, Google returns 1,370,000,000 results when you search “sales tips”. Some of those results are Gong’s articles, and what sets them apart is our focus on data-backed sales tips. As you know, Gong lives — check that, thrives — on (big) data. BILLION articles.

Data 122

Data Insurance Insurance Cold Calling 122

Gong.io

JANUARY 2, 2023

This is why sales qualification is so important — it helps you identify and prioritize prospects more likely to become buyers. How do you know if a potential customer is a good fit for your solution? How do you know whether to move prospects through your sales funnel or disqualify them?

Ideal Customer Profile 149

Ideal Customer Profile Lead Rank Sales Qualified Lead Lead Scoring 149

InsightSquared

APRIL 14, 2021

Today, the average Chief Revenue Officer’s (CRO) tenure is a shocking 16 months, according to Revenue Collective. CROs, and sales leaders alike, often walk into their new role blind. They work tirelessly to assess the funnel quality, sales process adherence, and the overall go-to-market strategy. So, where do you start?

Lead Rank 62

Lead Rank Ideal Customer Profile Lead Scoring Top of Funnel 62

Smooth Sale

DECEMBER 27, 2021

NOTE: Mikkel Andreassen provides today’s guest Blog, ‘Customer Lifetime Value and Why It Matters. You may connect with Mikkel via Social media: LinkedIn and Twitter . __. It’s the foundation for making intelligent and feasible company-wide decisions designed to boost sales and increase profits. .

Lead Rank 78

Lead Rank Lead Scoring Customer Social Media 78

Zoominfo

MARCH 9, 2021

Learn more about how a successful demand generation strategy can help to nurture the long-term relationship between your brand and customers. You aren’t the only one to think so. Demand Gen = Sales + Marketing. Demand Gen = Sales + Marketing. Messaging, distribution, reach and optimization. What is Demand Generation?

Demand Generation Agencies 225

Demand Generation Agencies Demand Generation Demand Generation Targets Paid Content 225

Mindtickle

AUGUST 24, 2022

To measure the success of your sales enablement program, you need to study more than just revenue and the number of units sold. Measuring sales enablement is about correlating sales activities with tangible business outcomes to discover what works and what doesn’t. We’ll show you how each one works.

Sales Enablement 52

Sales Enablement Top of Funnel Lead Rank Lead Scoring 52

Showpad

JULY 7, 2020

Welcome to the second post of this blog series for executives. . In this edition, I’ll be discussing the three most critical success factors when it comes to sales enablement. Did sales enablement success factors change during COVID-19? . Effective sales enablement requires both. Let’s explore this a bit. .

Sales Enablement 137

Sales Enablement Hiring Forecasting Engineering 137

Zoominfo

JULY 25, 2023

In the not-so-distant past, a significant portion of a typical business-to-business (B2B) sales professional’s life revolved around in-person meetings with key prospects and high-value clients. Today, as much as 80% of B2B decision-makers prefer remote or even fully self-serve sales interactions. Why Invest in B2B Lead Generation?

Lead Generation 130

Lead Generation Lead Rank Ideal Customer Profile Lead Scoring 130

Nutshell

JANUARY 14, 2020

The SaaS industry has different selling techniques , key metrics , and sales process activities compared to the ones you’d encouter while selling a tangible physical product or a more traditional service like a marketing consultation package. By the end, you should have a clear roadmap for reaching your or your company’s sales goals.

Paid Content 127

Paid Content Lead Rank Commission Lead Scoring 127

Zoominfo

FEBRUARY 19, 2018

There’s no way around it: Social media has drastically changed the way modern companies do business. But, what do you really know about social selling? The truth is, most sales reps haven’t received any formal training in this area. 48 Social Selling Statistics to Help You Close More Deals.

Social Selling 184

Social Selling Social Media Decision Maker Ideal Customer Profile 184

Selling Essentials RapidLearning Center

SEPTEMBER 22, 2022

The prospect says, “To make this decision I need more information about the optimum throughput rate on this unit. And comparative data about running times.”. I can see how you might think that. Sending you 50 pages of data will only complicate your decision.”. Is that any way to win a sale?

Customer 59

Customer Analysis Buying Cycle B2B 59

Partners in Excellence

MARCH 17, 2022

Spoiler alert, this is a trick question, but probably not in the sense that you might think. ” This seems to be the mantra of too many pundits, and when one looks at key metrics for many sales organizations the bias is around quantity of activities. We know the more things we do in a period of time, we are more efficient.

Channels 73

Channels Social Media Maximizer Conversion 73

Hubspot Sales

SEPTEMBER 12, 2018

The more control and visibility you have into your sales pipeline, the more revenue you’ll bring in. The more opportunities in your pipeline, the more likely you are to reach or exceed your revenue goals. But what is a sales pipeline and why is it so instrumental to selling success? How to Build a Sales Pipeline.

Pipeline 142

Pipeline Top of Funnel Forecasting Sales Forecasts 142

Smooth Sale

JUNE 23, 2022

Our Collaborative blog offers insights into why ‘Looking good might be the key to business success.’ ’ If you’ve noticed that good-looking people occupy positions of power, you’re not alone. For business success, it is necessary to give due consideration to the demeanor you portray.

Face-to-face 78

Face-to-face Hiring Film Lead Rank 78

The Spiff Blog

MARCH 31, 2023

Welcome back to our Sell Like a Girl series– where we’ve spent recent weeks unpacking gender bias in sales. Today we’re continuing this conversation by sharing a preview of our latest research on sales commission. The Current State of Gender Bias in Sales Before we take a look at our newest findings, let’s level-set.

Commission 52

Commission Data Salary Face-to-face 52

InsightSquared

NOVEMBER 5, 2018

We recommend that every quarter you pick one thing to improve about your sales process. If you improve the conversion rate during each key moment in your sales process by just a small percentage, you can end up doubling your revenue or more. But how do you know what key moments or metrics to focus on?

Lead Rank 94

Lead Rank Marketing Qualified Lead Revenue Comparison 94

Smooth Sale

OCTOBER 8, 2022

Attract the Right Job Or Clientele: How to Take Charge and Improve Your Financial Situation. It can feel stressful to realize that you owe a lot of money or that you’re not quite earning as much as you like. But there are simple ways for you to be able to take charge of it all. You’re not alone.

Salary 78

Salary How To Hiring Negotiation 78

Smooth Sale

DECEMBER 14, 2021

Note: I an Moyse , Chief Revenue Officer, OneUp Sales provides today’s guest blog. ’ Ian Moyse is a long-time Sales Leader and has built many new business sales teams in small start-ups and large corporate organizations. Do You Sell Using Questions? . Ian Moyse States, ‘Sell with Questions!’

Hiring 78

Hiring Networking Call-back Follow-up 78

Zoominfo

MARCH 6, 2019

How do you convince someone to buy a product? But, regardless of the products you sell or the space you sell into, nothing sways a person’s buying decisions quite like a recommendation from their trusted peers. We touched on this phenomenon in a recent blog post about word-of-mouth marketing.

Referrals 130

Referrals Marketing Incentives Incentive 130

Zoominfo

OCTOBER 5, 2021

Learn more about how a successful demand generation strategy can help to nurture the long-term relationship between your brand and customers. ZoomInfo MarketingOS Finally, ABM with data you can trust. You aren’t the only one to think so. Messaging, distribution, reach, and optimization. What is Demand Generation?

Demand Generation Agencies 130

Demand Generation Agencies Demand Generation Targets Demand Generation Paid Content 130

SalesLoft

NOVEMBER 20, 2023

There’s so much quality information online — in blog posts and ebooks, on social media and review sites — sellers have a shortened opportunity to impact buying decisions. That means sales reps must make the most of every chance they get to interact with a prospect. Sales enablement, and sales enablement tools, help them do just that.

Sales Enablement 52

Sales Enablement Tools Customer Hiring 52

Hubspot Sales

JUNE 16, 2020

What is sales performance? It’s the measurement of sales activity and corresponding results compared to the sales expectations and quota. Good sales performance is highly valued but it can also be elusive to achieve for many salespeople and organizations. The key to good sales performance is consistency.

Hubspot 111

Hubspot Quota Lead Rank Lead Scoring 111

Zendesk Sell

JANUARY 17, 2019

The basic idea of sales pipeline management is to estimate the upcoming sales you’re aiming to close. Without proper management, you could be missing profitable opportunities. Do you know how many qualified leads are actually converting? Have you overlooked deals that are now lost?

Pipeline 102

Pipeline Decision Maker Sales Qualified Lead Lead Capture 102

PandaDoc

NOVEMBER 27, 2017

If you’re just winging it through your sales pipeline process without a steady stream of leads – and an understanding of how to move them through each stage – you’re leaving money on the table. But how do you create a sales pipeline that boosts revenue and makes a meaningful impact?

Pipeline 99

Pipeline Revenue Top of Funnel Funnel 99

Highspot

AUGUST 15, 2023

Sales analytics ultimately outlines where your strengths and weaknesses are in terms of your sales process and each individual rep, and does so in three key areas: productivity, proficiency, and performance. In this blog post, we will delve into sales analytics and how it relates to sales enablement.

Analytics 52

Analytics Top of Funnel Lead Rank Forecasting 52

Partners in Excellence

NOVEMBER 9, 2021

As timing would have it, the meeting was scheduled a few days after they had announced record growth, both in comparing YoY performance and current year growth. The CEO set the tone at the outset, “Why should we be meeting, didn’t you see our earnings announcement? We are doing great!” Could we be doing better?

Retention 59

Retention Competition Call-back Quota 59

Crunchbase

MAY 13, 2021

We are honored to feature and promote their contribution on the Crunchbase blog. Please note that the author is not employed by Crunchbase and the opinions expressed in this article do not necessarily reflect official views or opinions of Crunchbase, Inc. Sales has been, and always will be, the linchpin for many technology companies.

Hiring 64

Hiring Scale Education Margin 64

Sales Hacker

MAY 13, 2021

There comes a point when your focus shifts from getting enough leads to figuring out what to do with them. If you spend too much time on the wrong leads, you’ll push the wrong ones through your sales funnel and miss out on more valuable potential customers. What is lead scoring and how does it work?

Lead Rank 104

Lead Rank Lead Scoring Ideal Customer Profile Sales Qualified Lead 104

PandaDoc

APRIL 24, 2023

You’re probably here because you want to build a successful sales enablement strategy for your business. Read on to discover how to create effective sales strategies through the power of enablement and turn your team into an all-star performance machine. What is a sales enablement strategy?

Sales Enablement 52

Sales Enablement Webinar Metrics Strategy Top of Funnel 52

Smooth Sale

MARCH 22, 2022

NOTE: Our collaborative Blog provides insights on ‘Eight Actionable Strategies to Slash Your Fleet Costs.’. At first glance, you may think, ‘this doesn’t apply to my endeavors.’ The underlying theme is to be attentive to your expenses, current methods for conducting business, and what we may do to lower costs.

Strategy 78

Strategy Ideal Customer Profile Hiring Licensing 78