SBI Growth
FEBRUARY 10, 2017
The ratio of Customer Acquisition Cost (CAC) to Customer Lifetime Value (CLTV) is the clearest indicator of how your go-to-market investment is creating shareholder returns. Companies with high CLTV:CAC ratios enjoy a robust sales and marketing ROI. Low-ratio companies spend.
Sales and Marketing Management
FEBRUARY 10, 2017
Issue Date: 2017-02-10. Author: Hila Nir. Teaser: Account-based marketing (ABM) is taking off, with major top-line benefits possible – thanks to growing collaboration between sales and marketing. Account-based marketing (ABM) is taking off, with major top-line benefits possible – thanks to growing collaboration between sales and marketing.
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Score More Sales
FEBRUARY 10, 2017
There is a lot to keep track of, plan around, organize, decide on, and execute in sales. When you work in a reactionary way, without a plan, things get forgotten.
The Sales Hunter
FEBRUARY 10, 2017
Is the leadership you practice impactful enough to make a difference on others? I see people passing themselves off as a “leader” when in reality they’re leading nobody, not even themselves. Oh they have people on their organizational chart they’re supposed to be leading, but when it comes down to it, they’re not. “Leadership is […].
Advertiser: ZoomInfo
Longer sales cycles. Increasingly discerning buyers. More meetings. Intensifying competition. Economic uncertainty. Go-to-market teams of every size, in every industry, are grappling with these challenges firsthand. Thankfully, there’s an answer. We’ve developed an entirely new way for GTM leaders to identify and execute proven, data-driven strategies that drive revenue.
Anthony Cole Training
FEBRUARY 10, 2017
When a new president of a company takes over a company or when a new sales manager takes over a sales team, you can imagine what happens, right? There were already people there as a result of the previous administration(s). Those people, inherited by the new leader, chose to stay based on the previous leadership and characteristics of that leadership. ( HBR book on leadership ).
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Increase Sales
FEBRUARY 10, 2017
Salespeople invest a lot of time lighting up sales prospects and yet it appears many are hiding those sales leads. We know this to be true given how few times on average salespeople follow-up with new sales leads. Sales Fact: 44% of salespeople give up after one follow-up (Source: Scripted). Does it make sense to do all that work especially if you are a SMB owner in a firm of fewer than 20 employees or a salesperson employed in a similar SMB?
A Sales Guy
FEBRUARY 10, 2017
You wanna be successful? Do this. Be the absolutely fuckin’ best at what you do and spend every day making sure you stay the best. It’s that simple. I know, it’s not what you were thinking. You were expecting some earth shattering, intriguingly simple, yet profound insight. Nope, that’s not what I’ve got for ya. It may not be earth-shattering or profound, but it is simple.
LevelEleven
FEBRUARY 10, 2017
[…] this is your first time utilizing KPIs, read these tips on rolling them out. Explain the purpose behind having KPIs (helping reps achieve high performance) […].
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SalesLoft
FEBRUARY 10, 2017
Sales operations roles are the glue that holds together any sales organization. They’re the keeper of all the data, technology, processes, and knowledge that enable everyone in a sales function. At Salesloft, we know first-hand how valuable a top notch sales operations team can be. That’s why we’ve built tools and functionality into the Salesloft platform to help sales operations do their job from the very beginning.
Sales Result
FEBRUARY 10, 2017
Studying wins and losses is a valuable sales and marketing activity that is often overlooked in sales organizations. The best way to improve your win rates, up to 50% according to Gartner , is to align your strategies with your prospect’s buying process, needs, and goals. This can be done through a post-sale interview with the new client or lost prospect, often called a Win/Loss Interview, Report or Analysis.
Engage Selling
FEBRUARY 10, 2017
We’ve already talked about how the more time you spend doing a thorough qualification means you’re going to win more business.
Sales Evangelist
FEBRUARY 10, 2017
Don’t just become a salesperson to your clients but become their trusted advisor or resource. In this world of competitive selling, you’ve got to set yourself apart and the best way to do that is to sell with authority and be the authority! Mike Saunders shares with us how you can sell with an authority […] The post TSE 506: Selling with Authority appeared first on The Sales Evangelist.
Advertiser: ZoomInfo
Even in today’s data-driven sales world, cold calling remains a fact of life for many go-to-market professionals. Fortunately, today’s sales leaders have a crucial advantage over their predecessors: market intelligence and outreach platforms that can warm up virtually any introduction.
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