Sales and Marketing Management

SEPTEMBER 12, 2017

Smart sales managers rely on good data to make decisions about successes and failures in their territory. What was the ultimate ROI for the program? Measure what works best in your culture, in your competitive environment and in your territories. The same rigor must be applied to your incentives. What worked and what didn’t?

Incentives 168

Incentives Incentive Commission Territories 168

Sales and Marketing Management

SEPTEMBER 12, 2017

Smart sales managers rely on good data to make decisions about successes and failures in their territory. What was the ultimate ROI for the program? Measure what works best in your culture, in your competitive environment and in your territories. The same rigor must be applied to your incentives. What worked and what didn’t?

Incentives 136

Incentives Incentive Commission Territories 136

Zoominfo

SEPTEMBER 7, 2022

The alternative is measuring ROI by aiming for a better overall conversion rate. While there isn’t one surefire way to measure lead routing performance, a good start is checking if the most common lead routing problems were solved. As you measure performance, consider the intangible benefits that are worth including in your assessment.

Lead Rank 130

Lead Rank Lead Scoring Software Software 130

The Pipeline

FEBRUARY 27, 2018

They are rarely as desperate as a manager is to fill a vacancy in a territory. BTW, ROI, is not an impact, and impact is what leads to the ROI. And while it may be easy to get a sales job with little experience, it is harder to convince an experienced buyer to give you the same break. Why Are You Calling?

Prospecting 215

Prospecting Skype ROI Face-to-face 215

SBI Growth

AUGUST 24, 2012

Demonstrate changing territory penetration rates. Return - What will the ROI on “Future Structure” be? To articulate his recommendation, Bold Brutus presented three structure options and the associated ROI of each. Bold Brutus was able to: Compare the ROI across multiple structure options across multiple years (X-Y-Z analysis).

Strategy 257

Strategy Google Analytics ROI Penetration 257

Sales and Marketing Management

FEBRUARY 22, 2021

Costs and ROI: Since we already had an ongoing BrightTalk subscription to host the webinars, we leveraged the platform by producing webinars weekly, at no additional cost to us. Still, virtual events were unchartered territory.

Webinar Metrics 177

Webinar Metrics Lead Rank Marketing Qualified Lead Cancellation 177

Janek Performance Group

APRIL 2, 2024

When measuring yours, consider the following: Quantitative analysis Qualitative feedback ROI analysis Competitive benchmarks Quantitative data is information from your CRM. Analyze trends over time and segment data by customer or territories. It also includes marketing automation platforms and financial records.

Webinar Metrics 62

Webinar Metrics Top of Funnel Strategy Analysis 62

SBI

MAY 7, 2014

Territory & Account Planning. Value Selling & ROI. Sales Effectiveness account planning contract management deal flow esigning Inside Sales marketing automation mobile selling performance and compensation pipeline management power prospecting quoting and pricing Sales Enablement territory planning value selling'

Sales Tools 139

Sales Tools Tools Revenue InsideSales 139

InsideSales.com

MAY 13, 2021

All of the same steps that happened in the field through emailed spreadsheets and word documents need to take place digitally in real-time: information security review, legal review, design review, sign-off from finance on ROI, etc. Embracing Change and Changing Biases. The book many seasoned reps swore by has now been thrown out.

Outside Sales 99

Outside Sales Conference Inside Sales Territories 99

Crunchbase

MAY 18, 2023

It’s not enough to list product features that promise productivity and time savings; your solution needs to deliver true ROI out of the gate. Today it can take RevOps teams weeks to analyze results, build scoring models and distribute accounts or territories based on both firmographic and proprietary data (i.e.

Sales Cycle 98

Sales Cycle Lead Rank Lead Scoring Sales Qualified Lead 98

InsideSales.com

JULY 24, 2020

While we rely on CRM software to build territories, track our funnel, and record deals, we do not rely on it to guide reps to the right prospects or the right activities. At this point, the ROI for SEPs is well documented. Forrester estimates a 3-year, 329% ROI on implementing a Sales Engagement Platform. CRM is fine.

CRM 96

CRM Scale ROI Territories 96

SBI

MAY 10, 2018

OpsPanda integrates with CRM and other sources systems and can pull in data such as pipe and closed deals together with rep assignments and territories to provide a comprehensive view of an enterprise’s critical asset, its sales organization. Nancy: How have companies determined the ROI of your solution?

Forecasting 139

Forecasting Sales Forecasts Hiring Territories 139

SBI Growth

AUGUST 6, 2012

You need to focus efforts on companies that maximize your ROI. Is a territory mapping program the answer? Is it time to re-align territories again? Which companies offer the highest propensity to buy your products? What criteria do you use to identify profitable companies? Pipeline: Know what is coming up in the near future.

Opportunity 316

Opportunity Strategy Banking Territories 316

SBI Growth

NOVEMBER 22, 2012

How do you operationalize this to make sure that resource allocation has solid ROI? Deliver the estimated up-sell potential for all customers by territory. Provide all prospects with estimated opportunity value by territory. What is the revenue opportunity from prospects? Slice the data down to a rep level.

Segment 288

Segment Customer Territories Penetration 288

SBI

NOVEMBER 13, 2018

TimeTrade can then route inbound leads to the most relevant resource based on prospect requirements or business rules (such as territory/geo, product interest, or rep expertise). NANCY: HOW HAVE COMPANIES DETERMINED THE ROI OF YOUR SOLUTION?

SalesForce 139

SalesForce Lead Capture Sales Cycle Lead Rank 139

MarketJoy

AUGUST 22, 2023

Why your current efforts are not producing ROI In the rapidly evolving business landscape, companies are constantly grappling with the challenge of customer acquisition. They are experts in their respective fields, but when it comes to branding, sales, marketing, and CRM automation, they often find themselves in uncharted territory.

Outsourcing Services 52

Outsourcing Services Customer Buyer Intent Intent Data 52

Highspot

FEBRUARY 14, 2024

Marketing Plan: Metrics include brand awareness, lead generation, website traffic, social media engagement, customer acquisition costs, and marketing ROI. Cost projections and expected return on investment (ROI). Sales Territories and Distribution Channels Definition of sales territories and distribution channels.

Paid Content 52

Paid Content Lead Rank Top of Funnel Marketing 52

Highspot

FEBRUARY 14, 2024

Marketing Plan: Metrics include brand awareness, lead generation, website traffic, social media engagement, customer acquisition costs, and marketing ROI. Cost projections and expected return on investment (ROI). Sales Territories and Distribution Channels Definition of sales territories and distribution channels.

Paid Content 52

Paid Content Lead Rank Top of Funnel Marketing 52

Hubspot Sales

JUNE 7, 2018

A pilot project is a small-scale test designed to look at feasibility, cost, and the ROI of a product or service. Unclear ROI: If the customer has expressed interest but is unsure about the exact benefit the offering will provide (common with newer products and markets). Turning Your Pilot into a Lucrative Deal.

ROI 81

ROI How To Scale Software 81

Mindtickle

APRIL 10, 2024

Key metrics include things like: Sales content views Sales content downloads Sales content edits Sales content shares You can track sales content usage metrics across the whole revenue team, as well as by region, territory, or individual rep. Sales content performance and ROI You want to invest in content that improves sales outcomes.

Analytics 52

Analytics Top of Funnel Revenue Closing 52

Chorus.ai

MAY 8, 2020

if you’re trying to sell something, and you can’t prove extreme value - I’m talking 10x or 20x ROI - then it’s not worth it for them to make the change. Extreme value and ROI As deals come under more scrutiny, revenue teams need to level up their conversations to match the leaders who will inevitably join their calls.

Outbound 62

Outbound ROI Follow-up Call-back 62

BrainShark

AUGUST 24, 2022

Territory Management. Salespeople should use business-level information (like financial statements) to move a conversation forward around relevant pain points and ROI. Territory Management. Reps’ ability to understand the market factors affecting their target accounts is critical to maximizing a high-potential territory.

Social Media 62

Social Media Territories Face-to-face Negotiation 62

Sales Hacker

FEBRUARY 17, 2022

With revenue intelligence technology working for them, companies have a much more complete picture of their customers, which always boosts ROI on any sales initiatives. SSE tools may look good on paper, but it’s difficult for B2B companies to gauge the ROI on these investments. Sales force automation (SFA).

Top of Funnel 89

Top of Funnel Lead Rank Lead Scoring Forecasting 89

The ROI Guy

MAY 10, 2013

2) Tangible value / ROI must be communicated earlier in the buyer’s journey – more prospects than ever, some 60% or more in a typical pipeline, are choosing to “Do Nothing” versus saying “Yes”. TCO Calculator Value Actualization Tools SiriusDecisions Buyer Personas Diagnostic Assessment Frugalnomics ROI Calculator'

Buyer Persona 92

Buyer Persona ROI Travel Licensing 92

Xactly

OCTOBER 1, 2018

Are we assigning effective territories? Having a “heads up” on performance dips and issues helps sales leaders retain top talent and improve their sales planning, whether that means reassessing territories , adjusting training and career development, providing more enablement opportunities, or offering additional incentives.

Analysis 90

Analysis Data Incentives Incentive 90

Pointclear

JULY 20, 2015

Everybody wanted to get out, hit the lobby bar and trade stories about high prices, the lack of new products, how their new quotas were too high and their territories too small. She had a big territory, but there were small cities, far apart and with fewer buyers. Of course she didn’t totally back down.

Sales Qualified Lead 100

Sales Qualified Lead Leads Marketing Qualified Lead Territories 100

OpenSymmetry

MAY 23, 2016

While, incentive compensation administration is still a main piece, the broader SPM technology concept is expanding more holistically to include other key aspects which directly impacts how a sales team might perform, including talent development, sales enablement, and territory and quota management. Steps to Success.

Territories 40

Territories Vendor Incentives Incentive 40

InsideSales.com

MAY 13, 2021

All of the same steps that happened in the field through emailed spreadsheets and word documents need to take place digitally in real-time: information security review, legal review, design review, sign-off from finance on ROI, etc. Embracing Change and Changing Biases. The book many seasoned reps swore by has now been thrown out.

Outside Sales 52

Outside Sales InsideSales Conference Inside Sales 52

DiscoverOrg Sales

DECEMBER 18, 2018

And they don’t publish press releases proclaiming strategic expansions into a new sales territory, and they need new headcount to work that new territory. In large companies, with the budget and willingness to spend to in order to achieve higher ROI, hunting for the right person is not practical. In B2B sales, it’s time.

Company 156

Company Prospecting Oracle Transportation 156

Zoominfo

JUNE 8, 2021

But ZoomInfo and Insent can continuously monitor your entire total addressable market across all territories and account lists, mine your website and first-party data for signals, and trigger automated sales and marketing workflows, plays, and alerts to create informed, serendipitous, personalized engagement. Want to learn more about Insent?

Ideal Customer Profile 100

Ideal Customer Profile Sales Qualified Lead Scale Lead Rank 100

SBI

MARCH 29, 2018

Deal Identification and Management: Node will provide contextually-relevant information about the people and companies in your sales cycle to enable you to figure out the best path to drive ROI from your sales efforts. Build data-driven sales territories. Nancy: How have companies determined the ROI of your solution?

Campaigns 66

Campaigns Pipeline Ideal Customer Profile Conversion 66

Mindtickle

AUGUST 28, 2020

For example, at SecurityScorecard, we use Slack to send out daily selling tips, a new piece of content or a new top track that a sales rep used to communicate ROI. Reps can provide insight into how demand has changed in their territory, what the most frequent objections are, which channels perform best and the ideal customer profile.

Sales Enablement 105

Sales Enablement Ideal Customer Profile Webinar Metrics Face-to-face 105

Alice Heiman

NOVEMBER 14, 2018

Faster ROI expectations. If you want to target the best and most profitable customers in your territory and take them from your competition, let this book be your guide. The Modern Seller: Sell More and Increase Your Impact In The New Sales Economy by Amy Franko . Left-field competition. Commoditization. Less loyalty.

Decision Maker 126

Decision Maker Handbook Lead Rank Lead Scoring 126

Hubspot Sales

AUGUST 6, 2019

Create vertical-, role- or territory-specific trainings. And train your reps on specific verticals or territories they’ll be targeting (i.e., But if you do it right, you’ll see huge ROI on the time and efforts you invest in new hires early on. Ramp up for salespeople is tough.

Hiring 119

Hiring Training Hubspot Inbound 119

Apptivo

MARCH 9, 2023

Automation tools are available for sending emails to people across time zones and territories at various times of the day. Automation tools assign leads and opportunities generated by territory, availability, round-robin and even other affinities about the prospect like language preference, medium of engagement etc.

Sales Automation 64

Sales Automation Lead Rank Lead Scoring Campaigns 64

SBI

MAY 6, 2014

Territory & Account Planning. Value Selling & ROI. Performance and Compensation. Pipeline Management & Deal Flow. Power Prospecting. Quoting & Pricing. Sales & Marketing Content. Sales Enablement.

Sales Tools 57

Sales Tools Tools Revenue InsideSales 57

SBI

MARCH 15, 2018

You can log in every day and get a quick debrief on the news that impacts your territory and prospects. Nancy: How have companies determined the ROI of your solution? For example, our customizable desktop is a hub for monitoring important accounts and lists. Nancy: Describe the first 30 days after a company purchases your solution.

Hoovers 139

Hoovers Pipeline Data B2B 139