Sales Benchmark Index

The Impact of Poor Data Quality on Sales and Marketing

Sales Benchmark Index

Data is becoming a core component of every business. As a result, the quality of the data being gathered, stored, and consumed is becoming increasingly important. We have all seen the impact that poor data quality can have on a.

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How Sales Leaders Are Prospecting in a COVID-19 World

Sales Benchmark Index

Waking up today, there is a lot of uncertainty in your world as sales leaders. The way you are interacting with customers and even your own sales team have changed overnight. As my colleague points out in his recent post, Article Sales Strategy Uncategorized

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Revenue Attribution: How Modern CMOs Measure and Communicate Marketing’s Value

Sales Benchmark Index

Let’s face it—if you don’t have revenue attribution in place, you’re behind the curve. B2B companies are realizing an average lift of 15 to 18 percent in revenue as a result of implementing closed-loop revenue attribution and optimizing investments across.

Optimize Your Data Strategy to Never Miss Another Sale

Sales Benchmark Index

Coulda, shouda, woulda. Often, sales teams whiff at deals that should have never been lost in hindsight. How does this happen? The data was bad. I didn’t know XYZ about this account/contact. I missed the trigger event. The dots were never connected. Revenue operations frequently.

Data 181

The Best Sales Forecasting Models for Weathering Your Goals

Every sales forecasting model has a different strength and predictability method. It’s recommended to test out which one is best for your team. This way, you’ll be able to further enhance – and optimize – your newly-developed pipeline. Your future sales forecast? Sunny skies (and success) are just ahead!

Survey Results: How Market Leading Companies Plan to Make the 2020 Number

Sales Benchmark Index

We recently wrote about the emergence of the Chief Customer Officer and took that opportunity to survey CCO’s about how they will make their 2020 number. We found that companies had initially been planning on nearly 31% of their 2020.

Survey 206

How a Digital Sales Culture Drives Revenue in Key Accounts

Sales Benchmark Index

There has been exponential growth in the amount of data generated since the start of the digital age. This has enabled almost every industry and business to become more productive, but a function like sales that is largely relationship-based (especially.

Retention is the New Growth – Why Customer Success Is Critical Today

Sales Benchmark Index

Going into 2020, Market Leaders were already counting on the majority of their revenue coming from their existing customer base. Most companies build their 2020 Revenue plans on an assumption of GDP growth, and this assumption has shifted. As my.

Revenue Multiplier, Not Cost Center: Why Sales Leaders Should Invest in Customer Success

Sales Benchmark Index

As a sales leader, you have most certainly heard the words “Customer Success,” especially if you are a sales leader for a subscription-based technology company. Some companies tout customer success as the critical driver of their growth.

4 Ways Inside Sales Can Enhance Customer Experience

Sales Benchmark Index

Whether you are about to go on a first date or preparing for a discovery call with a prospect – first impressions matter. Regardless if it is from their initial website visit to their first discovery call, the prospects’ experience.

Why Smoking Costs Employers More Than They Realize

Your employees are smoking, and at a cost of $7,000 per year for each employee who smokes, that adds up - fast! This free report will show you how an effective cessation program pays for itself.

CMOs: Use Your Revenue Marketing Strategy to Drive Sales and Marketing Alignment

Sales Benchmark Index

Any gap in alignment between the Sales and Marketing organization will endanger the commercial success of a company. The Revenue Marketing Strategy, when thoughtfully crafted, allows best-in-class marketing organizations to focus their energy on demonstrable revenue generation instead of debating.

Customer Experience Isn’t a Straight Line, It’s a Complex Ecosystem

Sales Benchmark Index

Customer Experience is more important now more than ever, as lockdown orders remain in place across the country, many companies are being forced to serve customers outside of traditional channels. Customer Experience is no longer a buzzword or the next.

How CMOs Can Increase Revenue by 40% by Leveraging Customer Experience

Sales Benchmark Index

Historically, discussions about “the customer experience” have been code for “let’s talk about some quick wins to improve our renewal rates before the end of the next quarter.” ” But more recently, CX has joined product, marketing, and sales as another.

How a CRO Balances Growth from Legacy and New Products

Sales Benchmark Index

For a CRO leading a transformation, one of the major challenges of evolving a product portfolio is preserving the core customer base while innovating. In his final interview segment, Steve King, CRO of Hexagon PPM, shares his experience in not only retaining.

Lead Generation Checklist to Get Better Results Now

You spend time, energy, and money to generate demand and get leads. It's how you manage them that makes the difference between success and failure. This checklist gives you an easy way to focus on the most critical tasks to get better results now.

The Makings of a World-Class Customer Experience Program

Sales Benchmark Index

Customer Experience is no longer just a buzz word that companies can throw around. It has become a megatrend that demands a complete mindset shift in not only executive teams, but it also requires buy-in from the board in order.

During a Crisis, CEOs Should Lead Internal Communications

Sales Benchmark Index

Market-leading CEOs work closely with their leadership teams to maintain strong and transparent communication with not only their customers but also their employees. Every employee is an ambassador of the brand, and without clear guidance and communication internally, external messages.

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Navigating the Biggest Growth Challenges of SaaS Companies

Sales Benchmark Index

Too often, SaaS companies that have enjoyed growth from expanding markets don’t have the commercial engine needed to withstand competition or weather an economic downturn. Those that lack a scalable framework for organic growth aren’t able to evolve fast enough.

The Secret to Unrivaled Customer Experience Isn’t Technology, It’s People

Sales Benchmark Index

In an increasingly commoditized marketplace, what are you doing to ensure one of your biggest differentiators is setting you apart from your competitor’s customer experience? Do you have a purposeful end to end strategy for acquiring, onboarding, and training this.

Want to Crush Your Competition? Read How to Build an AI-Powered Selling Roadmap

“If sales reps have the right AI tools and adoption, we see sellers easily closing 3 times as many sales each month.” Hear from 5 experts on steps you can take to reduce non-selling time and use conversational & sentiment analysis to transform how you sell.

What Virtual Selling Means for Your ‘Field’ Sellers

Sales Benchmark Index

Your field sellers are certainly not strangers to phone or web meetings, but until we’re clear of CoVid-10, that’s ALL they can do to continue selling. Does that mean your entire sales organization just shifted to an inside sales model?

How Marketing Can Drive Revenue Through an Optimized Channel Partner Program

Ben Redfield

Here’s a channel marketing problem that every revenue-focused marketing leader should have a plan to solve: A sustainable (read: profitable) channel sales strategy must require each partner to sign up for and then meet a revenue target. This is because your.

Become a Radically Agile Organization to Create Nimble, Sustainable Products

Sales Benchmark Index

The modern engineering organization is tooled, skilled, and increasingly experienced in delivering products using Agile methodology. This hard-won transformation required fundamental shifts in the processes by which product is designed, developed, and maintained. Yet the business impact of all this.

Are Your Marketing Campaigns Agile Enough?

Sales Benchmark Index

Many CEOs often ask us while planning for 2020, “what’s the secret marketing sauce? What’s worked for your other clients when it comes to the marketing mix? What isn’t working?” ” And as most CMOs can agree, there’s no such thing.

B2B Pocket Playbook: End-to-End Guide to Sales Enablement

Sales enablement is the strategic process of providing sales teams with the content, guidance, and mentorship needed to engage targeted buyers. It’s all about equipping sales professionals with the tools they need to put their best-selling foot forward. And if sales teams want to continuously sell better -- and faster -- their sales enablement process must have a game-winning strategy. It's time for you to start selling smarter - and hitting your sales number - with the best B2B database in the market. Get started today.

Why CMOs Are Continuing to Invest in Community

Sales Benchmark Index

At the beginning of stay-at-home orders, maintaining a connection with the customer base was a top priority for CMOs. Marketing teams worked quickly to stand up virtual communities and help customers in an authentic way. Now, as executives look to the.

How CMOs Are Identifying Shifting Customer Needs

Sales Benchmark Index

Why Are We Having a Hard Time Identifying Customer Needs? Just as social media platforms are constantly evolving, so is the way customers wish to interact with your company. Think of your new customer interactions as “TikTok”—it’s quick (less than 15.

Tiger Teams ? How Market Leaders Are Organizing Internal Talent for Revenue Growth

Sales Benchmark Index

The need for agility in the execution of customer pursuit efforts has never been greater. With revenues virtually falling to zero in many industries, CEOs and CROs (including your competitors) are working to maximize revenue from their customer base.

The Core 10 KPIs for Accelerating B2B Growth

Sales Benchmark Index

“What is the standard, and what is everybody else doing?” ” You’ve asked yourself this question individually in many different situations. What you choose to eat, how you decide what to wear to an important event, or even how often you.

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Pressure Points: How to Ensure Your B2B Pipeline Passes Inspection

This eBook highlights best practices for developing a pipeline management process that helps sales leaders and their team C.L.O.S.E (you’ll see what we mean in this eBook) more revenue through data-driven prospecting, stage analysis, and subsequent sales enablement.

How ‘A’ Players Win Bigger Deals Consistently

Sales Benchmark Index

Market-leading sales organizations are maniacal about designing and executing their processes. A well-oiled revenue-generating organization deploys a number of tactics to align their assets for maximum effectivity.

Leads 181

Now Is the Time for CEOs to Strengthen the 3-Year Plan, Not Abandon It

Sales Benchmark Index

We are living through a truly unique point in time. The impact of COVID-19 over a short two month period has thrown the global economy into complete peril and created unparalleled uncertainty and ambiguity. The core questions out of every. Article Go-To-Market Strategy Uncategorized

Enhance Your Partner Marketing ROI at Each Stage of the Partner Journey

Sales Benchmark Index

When it comes to Partner Marketing, the main focus, if there’s any focus at all, is often on making sure that your partners have the playbooks, tools, understanding, and marketing funds to sell your company’s products. But how much are.

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6 Coverage Models: Pros, Cons, and How They Affect CAC

Sales Benchmark Index

If you’ve spent the last quarter preparing for the remainder of the year by overhauling your Go-To-Market function and redesigning your coverage plan, you’re not alone. But how do you make sure your optimal coverage plan serves the needs of.

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Marketing-Led Post-COVID-19 Growth Strategies

Businesses are laying off workers, shutting their doors (some permanently), and struggling to react to the radical destruction that coronavirus (COVID-19) is doing to our society and communities. Most have already sustained massive damage, and we still have yet to see the scope of impact of the global pandemic that has upended the globe. Any return to normalcy may seem far-off, but sales and marketing are on the front lines of restarting the economy. When the dust settles, we have a responsibility to turn our shock and grief into fierce determination, and lead the charge of responsible, strategic, sustainable future growth. However, there’s no team better suited to lead that charge than the marketing department. Marketers are uniquely positioned to provide creative solutions to aid their organization in times of change and chart a course for navigating success.

How a CRO Mobilizes Teams for Transformative Change

Sales Benchmark Index

In today’s environment, where sales leaders are running accelerated transformations, it’s more important than ever that your team is bought in and well equipped to bring your vision to life. In a previous segment, Steve King, CRO of Hexagon PPM, shared.

The Business Case for Diversity & Inclusion

Sales Benchmark Index

The best leaders will tell you that they don’t want a bunch of “yes men” on their team. They encourage new ideas and debate because they understand that innovation happens not when people agree, but when there’s a difference of.

The Market Is Uncertain, But Your Demand Gen Strategy Shouldn’t Be

Sales Benchmark Index

There is no doubt that life is going to look a little bit different coming out of the COVID-19 pandemic. We have seen medical professionals turn to telemedicine, elementary school students begin eLearning, and even fine dining restaurants start.

How a Telecom CEO Is Navigating the Crisis

Sales Benchmark Index

In the last couple of months, CEOs from a variety of industries have found themselves in uniquely challenging situations. However, during this time, they have all exhibited a common trait — they have proven it has been imperative to uphold.

How ZoomInfo Helps Overcome the Top Pain Points of Inside Sales

Recent digital transformation has shifted the B2B landscape by ushering in the era of buyer empowerment. With more access to user reviews, analyst opinion, and industry research, decision-makers are more informed than ever while navigating what is now known as the “buyer’s journey.”