Sales and Marketing Management

MAY 14, 2018

In 2017, they unveiled a significant update that added “Target Demand” as the first stage of the revenue management process. This stage shows the foundational need to define a potential market before doing anything else since all of the efficient and creative demand generation in the world will be wasted if the initial targeting is off.

Ideal Customer Profile 204

Ideal Customer Profile Account Based Marketing InsideView Lead Rank 204

Green Lead's B2B

MARCH 29, 2010

So here is what typically happens if we hire four reps, train them, get them on the floor and keep coaching them. How do you train your inside sales recruits? Us, well, here's our modified training plan. It's focused on skills, performance and retention. It's focused on skills, performance and retention.

Demand Generation 31

Demand Generation Demand Generation Targets Inside Sales Hoovers 31

Corporate Visions

MAY 22, 2019

Tap into the Potential of Customer Retention and Expansion. Most sales and marketing teams spend the majority of their budgets and effort on customer acquisition and demand generation. Clearly, customer retention and expansion are highly underrated yet powerful growth engines within your company.

Strategy 103

Strategy Ideal Customer Profile Lead Rank Lead Scoring 103

Gong.io

JANUARY 1, 2021

Train continuously: recommend quarterly. SALES STRATEGY STEP 5: REVERSE ENGINEER A DEMAND ENGINE. Demand generation: Getting leads in the pipeline. Building that demand “engine” is critical to moving the sales train (see what I did there?). SALES STRATEGY STEP 6: STANDARDIZE TRAINING & CERTIFICATION.

Buyer Persona 118

Buyer Persona Strategy Ideal Customer Profile Hiring 118

Corporate Visions

AUGUST 16, 2018

New customer acquisition and demand generation just seem to get all the love when it comes to commercial spend and resources. Customer success does require a distinct messaging and customer conversation approach, because the demands of the key customer success situations are radically different from that of new customer acquisition.

eBook 40

eBook Demand Generation Demand Generation Targets Retention 40

Corporate Visions

OCTOBER 13, 2018

With that in mind, I’m going to look at one key moment you need to train for during the deal, and two key moments your reps need to master with customers that are already in the fold. As a result, salespeople need to be trained to understand the unique buyer psychology germane to this critical moment. As for keeping current ones?

Meeting 67

Meeting Demand Generation Agencies Maximizer Top of Funnel 67

Corporate Visions

JULY 18, 2019

If you’re like most companies, you focus the lion’s share of your growth budget on-demand generation and customer acquisition. Train Customer Success for Sales Opportunities. The post How to Drive More Growth from Customer Expansion Conversations by Anton Rius appeared first on Corporate Visions. Not customer expansion.

Conversion 80

Conversion Customer Demand Generation Agencies How To 80

Partners in Excellence

OCTOBER 27, 2014

While there’s some variance, I tend to see the following: Sales Training. Demand Generation/Lead Gen/Content Marketing/Nurturing. Account Planning/Growth/Retention. The lists are all interesting, but not, at the same time. Sales Process/Methodology. Systems/Processes/Tools. Recruiting/Onboarding. Analytics/Big Data.

Fashion 89

Fashion Face-to-face Analytics Social Media 89

Pointclear

OCTOBER 6, 2015

In fact, I would argue that all the broad-based demand generation work many companies are doing is the real distraction if their sales model and growth targets focus on a defined universe of accounts. ABM is “RAD” (helps with Retention, Acquisition and Development)! It's not a distraction.

Account Based Marketing 100

Account Based Marketing Lead Generation Lead Rank Account 100

Product Management University

FEBRUARY 25, 2020

Sales Training on Customers vs. Products. When it comes to sales training, products play a supporting role, not a leading role. The goal of training your salespeople on the business value of the portfolio is to make them more comfortable having “product-free” business conversations during the discovery phase. Demand Generation.

Lead Rank 52

Lead Rank Marketing Segment Face-to-face 52

InsideSales.com

MARCH 31, 2020

Here are a few examples of roles and questions you can ask: Demand Generation: How many different lead sources do you have, and what are they? Here is our numbers question: What is the average retention percentage per rep? Since there’s a new set of metrics in place, the entire sales team needs to be re-trained.

Sales Process 65

Sales Process Sales Methodology Lead Rank Government 65

Sales Hacker

JUNE 12, 2018

1) Training SDRs as if they were Account Executives. Mistake #1: Training SDRs as If They Were Account Executives. No product training, so let’s just give them a phone, a computer and off we go, right?” You don’t hire a kid out of college and make him a pilot for Delta Airlines without training.

Scale 74

Scale Hiring Ideal Customer Profile How To 74

The Pipeline

SEPTEMBER 25, 2012

Hanging Out with @GlobeSmallBiz : How to develop a Winning Sales strategy. Last week I had the opportunity to participate in The Globe and Mail’s Report on Business’ Small Business interview series on Google+ Hangout. As the title suggests, we discussed a number of topics relating to sales, and sales challenges important for small business owners.

Strategy 266

Strategy Small Business Small Business How To 266

Sales Hacker

DECEMBER 8, 2017

Top Sales Trends & Predictions of 2018: Buyer Side Technology Continues to Disrupt Sales Development & Demand Generation. – John Barrows , Owner, JBarrows Sales Training. – Morgan J Ingram , Director of Sales Execution & Evolution, JBarrows Sales Training Host, The SDR Chronicles.

Trends 96

Trends Outsourcing Services Top of Funnel Account Based Marketing 96

Hubspot Sales

AUGUST 21, 2023

Ultimately, you want to create a plan that sets the product apart from the competition and generates leads and customer retention. This model is easy to build, but harder to scale, because it takes time and money to hire and train a full sales organization. Find ways to optimize your pipeline and increase conversion rates.

Paid Content 98

Paid Content Top of Funnel Lead Rank Webinar Metrics 98

Sales Hacker

OCTOBER 7, 2021

Lori speaks, writes, coaches and trains company leaders on ways to find, recruit, retain, and promote more women in sales and helps women become part of the best profession – B2B sales. Early in my AE career, the company I worked for was acquired and we were all told we had to go to another state for an entire month of training.

Hiring 130

Hiring Ideal Customer Profile Top of Funnel Lead Rank 130

The ROI Guy

OCTOBER 22, 2013

But to make it really part of a thoughtful selling strategy, we carried it into the sales organization and trained salespeople on how to have conversations that carried this unique perspective into their prospect base. Salespeople were trained to share with their prospects the results of the study.

Lead Rank 40

Lead Rank Ideal Customer Profile ROI Study 40