Tony Hughes

FEBRUARY 22, 2018

Then viable territories and targets, the right levels of support, training and enablement tools, demand generation leadership, and remove internal roadblocks. The first boss I fired was good person and we remain friends today but he could not provide me with a viable territory. What more could you possibly ask for?

Sales Management 86

Sales Management Hiring Demand Generation Agencies Territories 86

Mereo

NOVEMBER 15, 2023

A poorly-structured organization threatens your revenue potential. But when you fine-tune your organization to be buyer-first in focus and to align to your current business model and market environment, you set it on the road to sustainable revenue performance. Do they align to a market program or a selling territory?

Lead Rank 41

Lead Rank Marketing Commission Retention 41

Zoominfo

FEBRUARY 23, 2021

Although buyer personas are typically considered marketing territory, they’re also critical to the prospecting process. Consider the following statistics ( source ): Companies who exceed lead and revenue goals are 4 times as likely to use personas for demand generation compared to those who missed lead and revenue goals.

Ideal Customer Profile 208

Ideal Customer Profile Prospecting Strategy Top of Funnel 208

The Pipeline

FEBRUARY 15, 2012

Stored in Business Acumen , Coaching , Demand Generation , Hiring Sales Talent , Planning , Sales Force Alignment , Sales Leadership , Sales Management , Sales Strategy , Sales Success , Sales eXchange , execution. Demand Generation. Territory Alignment. February 2008. January 2008. December 2007. Tibor Shanto.

Pipeline 223

Pipeline Hiring Demand Generation Demand Generation Targets 223

The Pipeline

MARCH 28, 2011

there is still a condition that plagues sales, causing grief and lost revenues to companies across the planet. Fearing that if they “lost” the rep they would somehow be behind, the vacant territory syndrome. Demand Generation. Territory Alignment. With all the advances in science, medicine, science 2.0,

Pipeline 220

Pipeline Twitter Hiring Territories 220

DiscoverOrg Sales

FEBRUARY 13, 2019

Company size (Employee Count and/or Revenue). Sales often uses Location data for territory planning, but Marketers love Location data because it has so many use cases: be more targeted with event promotion (like the Dreamforce happy hour example above). Seniority level. Industries. Employee count. Tech stack. NAICS code. NAICS code.

Ideal Customer Profile 202

Ideal Customer Profile Data Scale Marketing 202

Zoominfo

JUNE 6, 2019

Although buyer personas are typically considered marketing territory, they’re also critical to the prospecting process. Consider the following statistics ( source ): Companies who exceed lead and revenue goals are 4 times as likely to use personas for demand generation compared to those who missed lead and revenue goals.

B2B 100

B2B Top of Funnel Buyer Persona Prospecting 100

Partners in Excellence

MAY 27, 2014

Bluebirds are parts of what happens with every sales person and in every territory. As sales professionals it is our responsibility to maximize our revenue, share, and growth within the territory. We establish account and territory plans to help us do this. However, we can’t build a plan based on bluebirds.

Territories 88

Territories Forecasting Demand Generation Demand Generation Targets 88

Highspot

AUGUST 31, 2021

There is no one right sales model; each organization’s approach will vary depending on its product, industry, and revenue model. Choosing a sales model helps revenue leaders understand how and where they need to invest to grow their business. Why Do You Need a Sales Model? Types of Sales Models. Looking for more to explore?

Lead Rank 94

Lead Rank Top of Funnel Buyer Persona Hiring 94

The Pipeline

OCTOBER 14, 2011

Our mission as salespeople is simple, drive revenue. The nearsighted perspective presents quantitative information including the number of sales opportunities, the stages they are in, and the expected revenue from each sale. Expected Income Per Sale X Probability = Total Revenue. Demand Generation. About Gary Hart.

Pipeline 198

Pipeline Lead Rank Lead Scoring Top of Funnel 198

The Pipeline

AUGUST 24, 2011

A couple of weeks ago I posted the first in a series of conversations with Michael Bird, Chief Revenue Officer with NetProspex. Demand Generation. Territory Alignment. The primary focus of the conversation is on various aspects of and best practices in B2B selling. Book Notice. Book Review. Business Acumen. Cold calling.

Pipeline 241

Pipeline Top of Funnel Hiring Cold Calling 241

The Pipeline

AUGUST 10, 2011

Rather than taking the scripted approach, Michael Bird , Chief Revenue Officer at NetProspex , and I sat down (some distance apart, he in Boston, and I in Toronto), and had a discussion on various aspects of the subject. Demand Generation. Territory Alignment. Book Notice. Book Review. Business Acumen. Buying Process.

Sales Cycle 244

Sales Cycle Pipeline Conversion Webinar Metrics 244

The Pipeline

SEPTEMBER 9, 2011

If you are in sales and your mandate is to sell to companies within your geographical territory, you have probably faced a scenario similar to the one that follows. Their revenue is generated in traditional ways, they are able to create 1:1 relationships directly with their customers, they do not see the need for a social intermediary.

Pipeline 226

Pipeline Social Media Face-to-face Ideal Customer Profile 226

Sales Training Connection

AUGUST 24, 2011

Ride-Alongs – Marketing leadership, demand generation, product marketing, sales enablement, business development, and product management should each go on at least 6 sales calls a quarter. Make sure the sales calls are with different sales reps, in different territories and industries, and at different stages in the sales cycle. .

Marketing 67

Marketing Demand Generation Demand Generation Targets Territories 67

The Pipeline

FEBRUARY 24, 2012

As in the casino, financial success is the goal, in sales it is in the form of deals or revenue rather then the jackpot at the roulette table. Demand Generation. Territory Alignment. Book Notice. Book Review. Business Acumen. Buying Process. Cold calling. Communication. Communication Strategy. Customer Care. EDGE Selling.

Pipeline 240

Pipeline Hiring Top of Funnel Cold Calling 240

Sales Hacker

AUGUST 7, 2020

Senior Vice President, Strategic Sales & Revenue. Predictable Revenue Inc. Territory Account Manager. Territory Account Manager. President | Chief Revenue Officer. Chief Revenue Officer (CRO). Chief Revenue Officer. SVP | Chief Revenue Officer. Chief Revenue Officer. ShipBob, Inc.

Demand Generation Agencies 121

Demand Generation Agencies Hiring Enterprise Enterprise 121

The Pipeline

APRIL 27, 2011

Reviewing a pipeline report may not be your idea of fun, but effective sales meetings are well-planned, well-executed, and full of information highly relevant to making reps better and both extracting & sharing information that can help the entire organization accelerate sales, customer and revenue growth. Demand Generation.

Sales Meeting 251

Sales Meeting Pipeline Meeting Hiring 251

Hubspot Sales

JUNE 28, 2019

As you'll read below, sales operations includes everything from lead management, sales strategy, and territory structuring and alignment to process optimization, compensation plans, sales automation, training, and data analytics and reporting. Territory Definition. Sales Operations vs. Sales Enablement.

Sales Operations 95

Sales Operations Hiring Lead Rank Territories 95

The Pipeline

AUGUST 22, 2011

How much time will you save them, how much less downtime will they realize, how much increase in revenue or productivity will they see. Demand Generation. Territory Alignment. Which leads us to the second point, the value they want to hear about is the ones they can tangibly realize and you can deliver. Book Notice.

Pipeline 255

Pipeline Cold Calling Hiring Sales Qualified Lead 255

The Pipeline

AUGUST 26, 2011

If the goal is revenue growth then the resources should be effective and high quality to ensure maximum growth. He focuses on sales strategy and utilizing social media to increase corporate visibility and revenue. Demand Generation. Territory Alignment. Go ahead, do it , click here now! Book Notice. Book Review.

Pipeline 227

Pipeline Top of Funnel Hiring Webinar Metrics 227

The Pipeline

MARCH 31, 2011

Social Selling University : the industry’s first collaborative program designed to educate sales professionals on how to leverage social media technologies and methodologies to increase sales productivity and drive revenue throughout the entire sales cycle. Demand Generation. Territory Alignment. Book Notice.

Social Selling 216

Social Selling Webinar Metrics Pipeline Social Media 216

The Pipeline

MARCH 5, 2012

In the end the only measure that really counts is revenues, and I would argue a slightly better measure is earnings. Demand Generation. Territory Alignment. And so it is with sales, the very reason you want to have a process is to free you up to deal with the unexpected, and there is plenty of that in B2B selling.

Sales Process 238

Sales Process Pipeline Hiring Top of Funnel 238

The Pipeline

MARCH 18, 2011

We’ve become a generation of retarded under-performing sales semi-professionals. Instead of being thought-leaders we’ve become frenetic, selfish territory managers. And so what’s most important – increasing revenue – is something that never seems to happen. Demand Generation. Territory Alignment.

Pipeline 322

Pipeline Twitter Top of Funnel Hiring 322

Emissary

NOVEMBER 4, 2021

Where are the most revenues derived from? Most vertical marketing strategies start with content for demand generation and SEO activities. Sales operations (increasingly evolving into Revenue Operations or RevOps) is another group on the lookout for insights. This involves checking the CRM and other systems of record.

Marketing 52

Marketing Strategy Collateral Case Study 52

InsightSquared

APRIL 14, 2021

Today, the average Chief Revenue Officer’s (CRO) tenure is a shocking 16 months, according to Revenue Collective. How often do you ask your Revenue Operations team to pull a report? As revenue leaders, we often get caught up in the hectic, day-to-day challenges facing us. There are countless factors that lead to this.

Lead Rank 62

Lead Rank Ideal Customer Profile Lead Scoring Top of Funnel 62

The Pipeline

JULY 18, 2011

Some of the leadership threatened to withdraw the service, but not only did they lack the anatomical make up to do that; but they and the local rep had become addicted to the crack-revenue, and no one was going to suffer the withdrawal pains. Demand Generation. Territory Alignment. What’s in Your Pipeline?

Pipeline 271

Pipeline Lead Rank Lead Scoring Top of Funnel 271

The Pipeline

AUGUST 16, 2011

Having done the above work, I know that many sales leaders are looking for more prospects, more new revenue opportunities. But if instead the discussion unfolded like this: ME: George, I am curious, how much of your revenue comes from existing clients vs. new clients? Demand Generation. Territory Alignment.

Pipeline 267

Pipeline Lead Rank Lead Scoring Sales Qualified Lead 267

The Pipeline

MAY 23, 2011

After all, we in sales play a big role in driving revenues and profits, and ultimately cash flow. Demand Generation. Territory Alignment. There is nothing wrong with that, capitalism like socialism is not dead, even though it may smell funny over the last few years. Book Notice. Book Review. Business Acumen. Cold calling.

LinkedIn 241

LinkedIn Pipeline Meeting Social Media 241

The Pipeline

JANUARY 16, 2012

Once you have narrowed it down to the 10%, you can deal with it in specific terms, alternatives, plugins, professional services, all which should address the buyers need, and drive revenue for your company. Demand Generation. Territory Alignment. Book Notice. Book Review. Business Acumen. Buying Process. Cold calling.

Pipeline 214

Pipeline Hiring Cold Calling Lead Rank 214

Factor 8

AUGUST 8, 2019

Set the team up for efficiency with investments in demand-generation marketing, lead lists and data sources like ZoomInfo and Seamless + a quality dialer if it’s not already included in your toolset, and call recording for their ongoing coaching (I like Chorus , Gong , and ExecVision ).

Inside Sales 31

Inside Sales Hiring Lead Rank Top of Funnel 31

The Pipeline

JULY 29, 2011

Specialties in: • Establishing marketing & sales tools and process. • Finding your targets & territory mapping. • Finding client’s needs & developing messaging around them. • Growing interest to a purchasing level. • Finding partners. • Coaching Inside Sales. Demand Generation. Territory Alignment.

Sales Qualified Lead 266

Sales Qualified Lead Pipeline Lead Rank Lead Scoring 266

The Pipeline

JUNE 3, 2011

Specializing in the IT industry, KLA Group works with companies to break in and exceed revenue objectives in the Small and Midmarket Business (SMB) segment. Demand Generation. Territory Alignment. Lee is a frequent speaker at national sales meetings and association events. Book Notice. Book Review. Business Acumen.

Pipeline 286

Pipeline Prospecting Twitter B2B 286

The Bridge Group

MARCH 9, 2018

Those in the top right quadrant were deemed AB-appropriate, while those in the top left were better suited to traditional demand generation. They built three “swim lanes” for their AB-strategy with the AE playing the CEO role for their territory. Jamie offered a few general lessons learned along the way. Lessons Learned.

Top of Funnel 45

Top of Funnel Account Demand Generation Targets Sales Qualified Lead 45

The Pipeline

APRIL 15, 2011

Marketing and Sales become unified around one process, instead of each focusing only on their respective ends of the revenue pipeline. Demand Generation. Territory Alignment. As companies work to establish processes that embrace and support the buying journey from contact to close, an interesting result occurs.

Manticore 217

Manticore Pipeline Marketing Lead Rank 217

The Pipeline

JULY 11, 2011

There is always that foursome ahead of you have to wait for, there is the banter between players, well why not include a sales lesson on each whole, tie it to their game and presto: outdoor learning, better revenue, and not only should my game improve, but more importantly, their sales will. Demand Generation. Tibor Shanto.

Pipeline 225

Pipeline Twitter Hiring B2B 225

Zoominfo

MARCH 21, 2023

From increasing competition to unpredictable markets, revenue operations leaders face new hurdles seemingly every day. There’s no question ZoomInfo has significantly impacted our revenue. When the right decision-makers aren’t being targeted with a comprehensive sales approach, your deal loss rate increases and revenue suffers.

Demand Generation Targets 130

Demand Generation Targets Ideal Customer Profile Scale Lead Rank 130

Delicious Sales

MAY 2, 2012

Demand Generation (181). Revenue (1783). Channels (799). Advertising (694). Selling Skills (528). Incentives (379). Outside Sales (81). Customer (6670). Opportunity (3675). Closing (3085). Conversion (2818). Positioning (2599). Social Media (2543). Buyer (2086). Objections (1892). Sales Process (1775). Benefit (1692).

Lead Rank 99

Lead Rank Leads360 Lead Scoring Top of Funnel 99