Bernadette McClelland

DECEMBER 31, 2018

Make a difference. Faith is a winner’s game. Fear is a survival game. Fragility is a losing game. Winners, high achievers, go-getters. Have more than belief. They have faith. A knowing … that everything will be OK. That taking both leaps and baby steps. Is always about innovation. About whether you can, or can’t. Pick up the phone.

Conference 299

Conference Lead Generation Groups System 299

Mindtickle

JULY 21, 2023

In a recent Q&A session with Teri Long , VP of Revenue Enablement at Mindtickle, we talked sales enablement , onboarding , and the power of AI in shaping the future of the industry. Q: Tell us a little about your background before you got into an enablement role. I was in the trenches as a BDR, AE, and a CS rep.

Data 52

Data Hiring Face-to-face Sales Enablement 52

Sales and Marketing Management

DECEMBER 22, 2019

Sellers need these insights in order to be agile in conversation and adjust their talking points as needed to address the motivations of different executives. When sellers can see things from a customer’s perspective, they become trusted advisors. Customer-Centric Sales. Business acumen brings credibility. Competitors?

Decision Maker 240

Decision Maker Demographics Face-to-face Call-back 240

Sales and Marketing Management

JUNE 29, 2020

Being well-prepared and truly understanding how to get your people, your operations and your sales back and running at full bore will be essential for survival. — shifting and aligning priorities (support), implementing new, more impactful channel strategies (enable) and leveraging the right solutions (engage). Reinforce channel support.

Engineering 156

Engineering Revenue Incentives Incentive 156

Showpad

SEPTEMBER 1, 2020

Measuring the ROI of sales enablement is truly the master discipline. You learned about the three critical success factors of enablement , how to l everage sales enablement for digital transformation and how your leadership is required to lead through change. For instance, sales enablement creates an ROI of up to 15.3%

ROI 132

ROI Sales Enablement Forecasting Hiring 132

Sales Hacker

DECEMBER 29, 2023

Just like last week, we’ve got something special for you: a compilation of perspectives from some of the best go-to-market (GTM) leaders out there. 20 GTM leaders answer the question: What is one widely held belief that revenue leaders have that you think is bull$ or no longer serving us? This week, however, is full of hot takes.

Hiring 71

Hiring Call-back Cold Calling Scale 71

Sales and Marketing Management

JUNE 19, 2017

All sales organizations can leverage the following five imperatives as landmarks on their path to long-term account planning success and more predictable revenue growth. Set an effective revenue goal. The revenue goal for the account is the foundation for the account plan. But it’s not impossible, and it’s well worth the effort.

Account 214

Account Ideal Customer Profile Revenue Forecasting 214

Bernadette McClelland

DECEMBER 27, 2018

And some won’t for many different excuses reasons. With the New Year about to kick off again we may do one, or both, of two things. We may reflect on the year just gone or project on the year ahead. Others, meanwhile, will pat themselves on the back, high-five and with hearts filled with ‘yeah, I did THAT!’ Then we look forward. Some won’t.

Comparison 363

Comparison Discount Conference Lead Generation 363

BuzzBoard

JANUARY 23, 2024

Picture this: your sales team harnesses AI-driven analytics to predict market trends, enabling them to tailor products and services to customer needs before they arise. Artificial intelligence (AI) coming to the forefront has stirred both intrigue and worry. Yet, its true strength lies in its partnership with human expertise.

Lead Rank 105

Lead Rank Analytics Analysis Trends 105

SalesFuel

FEBRUARY 29, 2024

In 2023, industry revenue climbed about 3% to reach $381 billion. Currently, to think of a law firm as different from other enterprises is ludicrous. Communicating trust and credibility while centering on client needs and perspectives is crucial. There are just under a half-million law firms in the U.S.

Advertising 84

Advertising Advertising Hiring How To 84

Sales Hacker

FEBRUARY 9, 2024

Wiza’s accuracy-obsessed B2B contact database offers 99% coverage of LinkedIn profiles as well as a powerful Chrome extension that enables you to access contact data while browsing LinkedIn profiles and when exporting from Sales Nav. Optimism is surely a necessity. But contrary to what may seem natural, so is pessimism. So, Wiza was built.

Top of Funnel 67

Top of Funnel Real Estate Ideal Customer Profile B2B 67

Mindtickle

DECEMBER 7, 2023

And that’s the chaos that we’re seeing in the revenue technology space. However, market valuation and investor pressures often drive vendors to create capabilities in many different areas. We’re excited to launch a new video series focused on reducing chaos in your seller tech stack. You have, of course, your CRM.

Revenue 52

Revenue Hiring Analytics Vendor 52

Janek Performance Group

MARCH 2, 2022

Unless your product is revolutionary, like the first smart phone, it’s only marginally different from the competition. Unless your product is revolutionary, like the first smart phone, it’s only marginally different from the competition. The things that encourage and motivate them are different.

Strategy 117

Strategy Incentives Incentive Coaching 117

Sell Integrity

MAY 12, 2020

With leaner sales organizations, your sales enablement strategy has to step up and be a valuable contributor to the organization. In many organizations, revenue has “fallen off a cliff,” as one sales leader put it, and companies are looking at where they can make cuts and recapture lost momentum. Start With Defining Sales Enablement.

Sales Enablement 124

Sales Enablement Webinar Metrics Strategy Coaching 124

SBI Growth

SEPTEMBER 6, 2013

Provide the right processes, tools, structure and guidance to best deliver revenue. Your goal is to best enable sales. But is that the same as enabling the buyer to buy? Today’s post is about flipping your perspective in all you do. Learn how to more closely align with your buyers and enable them to buy.

Buyer 288

Buyer Telemarketing Cold Calling Buyer Persona 288

Allego

NOVEMBER 5, 2020

Instead of rolling over revenue and expenditures from the previous accounting period, every function within an organization must take a fresh look at future needs and costs. The advantages of zero-based budgeting from an overall organizational perspective are long-term growth and a positive balance sheet. Doing More With Less.

Meeting 133

Meeting Face-to-face Hiring ROI 133

Showpad

NOVEMBER 21, 2021

Meet Jaclyn D’Arcy, Director of Revenue Enablement at GHX. In this interview, Jaclyn provides a unique perspective on why her role is important and you can build a revenue enablement team. . Tell us about your role as Director of Revenue Enablement at GHX and how it’s changed in the last year. .

Face-to-face 98

Face-to-face Revenue Training Data 98

Bernadette McClelland

JANUARY 31, 2019

Not from a creepy, stalking way, but more an observational perspective. I do what I do because I know I make a difference. But the point I am making is you never know who is watching you. Things you say, things you write, things you share, all add up because these are the ways we all show up in today’s interconnected world.

Call-back 308

Call-back Ideal Customer Profile Face-to-face Conference 308

Steven Rosen

MARCH 25, 2021

YPO is a wonderful network that enables professionals to learn and become better leaders. Sales Executive Leadership Forum. Build a Bigger Network and Increase Your Market Value. Every sales leader needs to consider their market value. Sales leaders should regularly evaluate and determine areas for growth for their staff and themselves.

Networking 245

Networking Groups Hiring Travel 245

Hubspot Sales

NOVEMBER 28, 2023

In this article, we discuss how sales and marketing collaboration makes a difference and provide tips and tools for making this collaboration more efficient. Enablement Content Enablement content sits at the crux of successful sales and marketing alignment. Marketing and sales teams rely heavily on one another to drive business.

Lead Rank 103

Lead Rank Top of Funnel Marketing Qualified Lead Ideal Customer Profile 103

Janek Performance Group

MARCH 6, 2024

It brings together individuals with varied perspectives, experiences, and problem-solving approaches. When team members come from different cultural, educational, and professional backgrounds, they bring unique insights. These concepts foster environments where individuals from all backgrounds can thrive. percent of B2B salespeople.

Hiring 62

Hiring Demographics Lead Rank Lead Scoring 62

Force Management

OCTOBER 13, 2022

Each week, we will cover a different essential area of sales effectiveness. Dig deeper on getting customer focused and effective strategies leaders are using to drive revenue in the current economy. This mindset will enable sellers to not just sell a product, but to sell a vision of the desired outcome.

Strategy 107

Strategy Customer Discount Decision Maker 107

Allego

OCTOBER 17, 2023

An effective everboarding process provides sales teams with revenue enablement capabilities by employing several approaches, which may include (but are not limited to): Microlearning The significant paperwork and long learning sessions in traditional onboarding often overwhelm new hires. Probably not much. What Is Everboarding?

Hiring 71

Hiring Training Retention Coaching 71

Smooth Sale

AUGUST 25, 2022

Attract The Right Job Or Clientele: Are You Building Client Loyalty and Revenue? Typically, companies provide comprehensive training for their new representatives on how to acquire the initial sale, but omit building client loyalty and revenue. Now consider another representative having a different territory.

Loyalty 78

Loyalty Revenue Hiring Vendor 78

SBI Growth

JANUARY 10, 2013

Use the Expense to Revenue Reality Check tool to do this. Expense to Revenue. Expense to Revenue. The first thing you want to benchmark is called expense to revenue. Expense to revenue is typically defined as total sales expense as a percent of total revenue. Are my existing reps producing enough?

Top of Funnel 282

Top of Funnel Hiring Channels Funnel 282

Showpad

OCTOBER 21, 2022

That can only mean one thing: Showpad’s TRANSFORM 22, the world’s largest sales enablement event, is just around the corner. On November 8, over 1,000 sales, marketing, and enablement professionals worldwide will gather (virtually) for inspiring keynotes, informative breakouts, and networking sessions. TRANSFORM 22 is coming!

Customer 52

Customer Sales Enablement Revenue Networking 52

Sales Hacker

SEPTEMBER 18, 2020

Revenue Operations is at the forefront of a paradigm shift — to view the buyer’s journey as a seamless thread across multiple people, systems, and value propositions. This involves driving more new logo and renewal revenue, lowering customer acquisition cost, and increasing forecasting predictability.

Engineering 121

Engineering Revenue Lead Rank Hiring 121

BuzzBoard

FEBRUARY 5, 2024

When applied to sales, generative AI becomes a powerful tool for personalization, enabling salespeople to create highly tailored and relevant content for their outreach and engagement with prospects. Read our detailed perspective. But what is generative AI? With GenAI or generative AI, this entire process accelerates.

Competition 52

Competition Scale Social Media Trends 52

Hubspot Sales

MAY 3, 2021

Create Togetherness: Transform Sales and Marketing to Exceed Modern Buyers' Expectations and Increase Revenue. First-hand experience is helpful when it comes to improving your sales performance. In this post, discover books written by BIPOC authors that will help you learn more about yourself and how to unleash your full sales potential.

Scale 128

Scale Sales Enablement Face-to-face Margin 128

Sales Hacker

JUNE 6, 2022

Kristina and Will look at common email mistakes (using real examples) and rewrite them so that you can learn what to do differently. Manager, Outbound Growth Marketing at Greenhouse) and Will Allred (Co-Founder & COO at Lavender) to get TWO perspectives and TWO approaches on real sales emails, every week on Sales Hacker.

Scale 82

Scale Referrals Incentives Incentive 82

Zoominfo

APRIL 2, 2018

To put it simply, sales reps are only as effective as their managers enable them to be. The benefit of direct dials is obvious– they enable your team to get in touch with the exact contacts they’re looking for, faster. Every sales manager wants their team to be successful– but sometimes, that’s easier said than done.

Sales Qualified Lead 207

Sales Qualified Lead Penetration B2B Face-to-face 207

Highspot

JULY 2, 2021

Over the last year, many companies pivoted to focus on nurturing existing customers, making it more important than ever to enable your post-sales teams, from customer success to services. Driving Revenue With Product Enablement. We have that holistic view on how we can help enable the field later on.”

Customer 98

Customer Churn Sales Enablement Pivotal 98

Highspot

FEBRUARY 14, 2024

In this guide, we’ll dig into the differences between sales and marketing plans, how to create your plan, and templates to get the ball rolling. It enables companies to understand their market position, competitive landscape, and customer needs. What is a Sales and Marketing Plan?

Paid Content 52

Paid Content Lead Rank Top of Funnel Marketing 52

Highspot

FEBRUARY 14, 2024

In this guide, we’ll dig into the differences between sales and marketing plans, how to create your plan, and templates to get the ball rolling. It enables companies to understand their market position, competitive landscape, and customer needs. What is a Sales and Marketing Plan?

Paid Content 52

Paid Content Lead Rank Top of Funnel Marketing 52

The Spiff Blog

OCTOBER 19, 2023

Many companies are zeroing in on gross profit margin and other efficiency indicators as they seek to offset previous slowdowns in revenue growth. 2023 saw an extended slowdown in new business revenue for many SaaS organizations. Don’t worry, we’re here to help! Don’t worry, we’re here to help! in 2020 to 52.9%

Compensation 83

Compensation Incentives Incentive Commission 83

Mindtickle

APRIL 3, 2023

Revenue productivity is a new and emerging discipline, but it can be overwhelming to understand how it fits into your organization. When executed properly, revenue productivity can help organizations improve the participation rate of each seller and put more of them on a path to attain 100% of their quota.

Revenue 52

Revenue Forecasting Remedy Sales Forecasts 52

Crunchbase

MARCH 1, 2023

She also spearheaded the creation of an inbound revenue generation engine, which has accounted for over 80% of Latana’s revenue for the past three years. As a leader, she has focused on building strong and diverse teams from the ground up that put people first, while also increasing revenue year over year.

Hiring 130

Hiring Lead Rank Lead Scoring Enterprise 130