Nutshell

MAY 5, 2023

But one of the best tasks you can automate is data analysis. Data analysis is an excellent way to learn about your customers, but what does it look like to automate it? There are a few different ways your CRM can help with data analysis automation—at least if you get the right CRM. What are those ways? Keep reading to find out.

Analysis 62

Analysis Report Data Demographics 62

Zoominfo

MAY 8, 2020

When it comes to sales and marketing, building a prospecting list of target accounts and contacts may feel like a good place to start, but identifying and analyzing the total addressable market should come first. Basic Bottom-Up TAM calculation: TAM = (Total # of Accounts) x (Annual Contract Value [ACV]).

Analysis 273

Analysis Marketing Lead Rank How To 273

Gong.io

AUGUST 15, 2022

And how can the results of your churn analysis help you improve your business? What is customer churn and why is its analysis so important? . That’s why people use churn analysis tools to examine where they’re losing people so that corrective actions can be taken. . How to use churn analysis results to your advantage .

Churn 62

Churn Analysis Retention Lead Rank 62

Emissary

FEBRUARY 1, 2023

Sales account planning has been in practice for 30+ years. So most technology organizations have an account planner floating around somewhere. This guide is for sales and enablement leaders who are standing up, or refining, an account planning discipline. But whether these plans yield results varies broadly.

Enterprise 96

Enterprise Enterprise Account Decision Maker 96

Janek Performance Group

OCTOBER 25, 2023

In B2B selling, we often focus on new accounts. This makes account planning essential. More than upselling and cross-selling, account planning is partnering with existing clients. Altify notes account planning has increased from 36 percent of companies in 2013 to 50 percent today. This is a seller’s advantage.

Account 62

Account Survey Analysis Scale 62

No More Cold Calling

JULY 7, 2017

I’m a big baseball fan, and I’ve often pondered how much account based sales reps could learn from the game. Account based selling reps are responsible for scoring meetings, advancing the sales process, and winning deals. Account based selling reps are responsible for scoring meetings, advancing the sales process, and winning deals.

Account 179

Account Referrals Lead Rank Lead Scoring 179

SBI Growth

JANUARY 8, 2018

How do you determine the Key Accounts for a program? How often should you re-evaluate current Key Accounts? The answer for most is by simply taking your top few customers by annual revenue, and calling them “Key Accounts”. If your analysis.

Account 153

Account Strategy Analysis Revenue 153

Zoominfo

MARCH 10, 2021

billion doing so, according to new analysis from ZoomInfo. These figures account for a combination of companies installing CRMs for the first time and other organizations switching CRM vendors. market share in the CRM industry, according to prior analysis from Gartner. However, Q4 2020 CRM activity was similar to Q4 2019.

Analysis 130

Analysis CRM Remedy SalesForce 130

SBI Growth

MAY 18, 2014

Your firm recently lost a major account. There’s always a great deal of analysis and soul searching. CEO Account Management CEO Resources Buyer Mapping Customer Insight' Inevitably, sales leadership and the executive team will want to know what went wrong. Typical questions are: “what was missed?”,

Account 288

Account Analysis How To Sales Leadership 288

Zoominfo

JANUARY 23, 2021

Sales account management, like sales, is selling. For the sales account manager, getting processes down can mean the difference between achieving massive growth and losing customers to the competition. The lines between sales and account management get blurry — while they’re both revenue powerhouses, they’re different beasts.

Account 130

Account Lead Rank Ideal Customer Profile Decision Maker 130

MEDDIC

MARCH 28, 2024

If you are an enterprise B2B account executive, the beginning of a quarter is a critical time to set the stage for success and to crush your goals. Here’s what a strong review process entails: Three Whys from Sales Wins: Ask the champions within the accounts you closed: Why did they sign anything? Why did they sign now?

Enterprise 52

Enterprise Enterprise Account B2B 52

Zoominfo

OCTOBER 12, 2022

Unlock the Full Conversation with Integrated Sales Tech In a Forrester survey, 58% of respondents agreed that customer, prospect, and account data comes from too many sources. When you’re trying to manage many types of accounts in different regions, it can be challenging to make sense of it all,” Wing says.

Analysis 130

Analysis Territories Scale SalesForce 130

SBI Growth

JANUARY 11, 2013

One challenge is to close more key accounts. Here’s how: Add the " L ook-to-Book" ratio to your key account Win/Loss Analysis. We’ve modified the concept and included it in a Win/Loss Analysis template. He can ensure his top salespeople attend key account sales calls. Your key account close ratio will increase.

Account 297

Account Closing Analysis Coaching 297

Partners in Excellence

JUNE 30, 2022

We struggle to get a foothold in a large account. Winning that first deal in the account requires us to get the customer to change. Once we do win and get that foothold, we seek to expand that relationship, we want to grow within the account. Expansion: We’ve got some presence within an account, we want to grow that.

Account 68

Account Face-to-face Vendor Retention 68

Sales and Marketing Management

SEPTEMBER 11, 2023

Growing accounts by selling into the gaps between the solutions you provide and your customers' unmet needs requires a two-part process – analysis and strategic planning. The post Capitalizing on Your Customer’s ‘White Space’ appeared first on Sales & Marketing Management.

Analysis 156

Analysis Account Marketing Customer 156

SugarCRM

NOVEMBER 2, 2021

Our society experiences an empathy deficit due to cultural and environmental factors, so introducing sentiment analysis software to register positive and negative feelings might be the new challenge. Sentiment Analysis and the Sugar Platform. The future of sentiment analysis is encouraging. Closing Thoughts.

Analysis 46

Analysis Customer Service Customer Survey 46

Steven Rosen

NOVEMBER 14, 2021

By taking the time to do a SWOT analysis, you can objectively look at your territory/region. The goal of the SWOT analysis is to identify the two or three things that you need to do to be successful. Have your reps identified their top 10-20 accounts? Have you/your salespeople identified their Key Success Factors ?

Consumer 374

Consumer Analysis Territories Account 374

Close.io

JANUARY 28, 2020

To improve your sales effectiveness and make informed data-backed decisions, you need to conduct sales analysis regularly. As you’ll see in the article, sales data analysis provides intelligence about your sales strategy , the performance of your team , and much more. What is sales analysis and why is it key to your sales strategy?

Analysis 89

Analysis Top of Funnel How To Analytics 89

Sales and Marketing Management

MAY 14, 2017

Author: Senraj Soundar, ConnectLeader Founder and CEO ABM – account based marketing – is the most-talked-about strategy right now in the B2B world. It's not about how many leads you generate,” says Jon Miller, CEO of Engagio, “it’s about are you engaging and building relationships with the right people at the right accounts?”.

Account Based Marketing 176

Account Based Marketing Lead Rank Lead Scoring Account 176

Hubspot Sales

MAY 19, 2020

There’s no doubt that Account-Based Marketing (ABM) is hot right now. Of all the steps involved with starting an ABM strategy, the one that usually stops people in their tracks is picking the best target accounts. On the other hand, picking target accounts correctly is critical to the success of ABM campaigns. Let’s dive in!

Account Based Marketing 117

Account Based Marketing Ideal Customer Profile Hubspot Account 117

SBI Growth

JUNE 11, 2017

Some sales reps only make their revenue objectives by selling to the easy accounts. Others are spending too much time with accounts that do not fit the ideal customer profile. And yet, some sales reps have so many accounts to.

Ideal Customer Profile 149

Ideal Customer Profile Territories Analysis Account 149

Hubspot Sales

JULY 7, 2019

Are you a B2B account manager or sales executive who is serious about account-based sales or account-based marketing (ABM)? To win new business and grow key accounts, account managers and sales executives must become thoroughly invested in their customer’s challenges, goals, and competitive landscape.

Account 119

Account Account Based Marketing Decision Maker Analysis 119

DiscoverOrg Sales

OCTOBER 27, 2016

It wasn’t until after my own special brand of analysis, that I would begin full-on selling. I presented a process that looked something like this: Step one: Create a list of all accounts in my territory that currently did business with us. That resulted in a complete list of target accounts.

Territories 120

Territories Account Ideal Customer Profile Analysis 120

Hubspot Sales

SEPTEMBER 28, 2020

The answer to these questions is yes if your CRM and accounting software are working in tandem with one another. Why Integrate Accounting Tools with Your CRM. The easiest way to understand where revenue is coming from is to integrate your accounting software with your CRM. Best for: Robust accounting support.

CRM 112

CRM Account Tools Sage 112

BuzzBoard

NOVEMBER 24, 2023

With software consumption heavily skewing towards SaaS and subscription-based pricing, the lifetime value of enterprise accounts is tremendous for providers that can continually deliver ROI. Rather than transactional customer acquisition, ABM fosters meaningful relationships with accounts that snowball into renewal and growth opportunities.

Account Based Marketing 52

Account Based Marketing Ideal Customer Profile Account Infusion 52

Hubspot Sales

MARCH 18, 2019

At some point, most company leaders have looked at their list of best clients and thought, "It would be really bad if we lost any of these accounts." The answer: Key account management. In this comprehensive guide to key account management, you'll learn: The definition of key account management. Key Account Management.

Hiring 128

Hiring Account Analytics Sales Qualified Lead 128

Hubspot Sales

AUGUST 17, 2020

While closing a deal is important, taking a holistic approach to the sales process can unlock greater revenue potential, especially for account-based businesses such as service agencies or companies that sell to enterprise customers. This is where account development becomes a helpful function. Account Development Manager.

Ideal Customer Profile 96

Ideal Customer Profile Account Advertising Advertising 96

Crunchbase

MAY 18, 2022

That’s the premise behind account-based marketing (ABM). What is account-based marketing (ABM)? Simply stated, account-based marketing is a strategy that meticulously selects high-value accounts and targets them with personalized messaging. Targeting accounts. Competitive analysis. Growth and scalability.

Account Based Marketing 72

Account Based Marketing Account Marketing Sales Qualified Lead 72

Janek Performance Group

MAY 16, 2022

If that plan includes increasing revenue from your best clients, you will need a strategic account management plan. As companies grow, and their account base expands, different clients represent different potential future values for the organization. Do you really want to treat both accounts equally? All Customers Are Not Equal.

Account 62

Account Real Estate Maximizer Decision Maker 62

DiscoverOrg Sales

MARCH 27, 2017

Brandon is the Director of Growth at Engagio, the Account-Based Everything platform that orchestrates human connections. Account-Based Marketing. Account-Based Sales Development. Account-Based Customer Success. When you’re taking an account-based approach, you’re not so much focused on quantity as you are quality.

Account Based Marketing 120

Account Based Marketing Account Top of Funnel Webinar Metrics 120

Zoominfo

SEPTEMBER 5, 2023

With ZoomInfo B2B data and recurring updates — such as ZoomInfo’s WebSights, Intent, and Scoops data — analysts run sophisticated lead-scoring calculations that enable teams to prioritize their sales efforts by custom criteria, such as best-fit accounts.

Lead Rank 130

Lead Rank Data Marketing Segment 130

Pipeliner

MAY 31, 2018

Brian Sullivan, interviewed by John Golden, discusses sales opportunity analysis for enterprise selling. Proper win-loss analysis. Sale Selection and Win-Loss Analysis. Selecting deals can very much play into the win-loss analysis. Check out Enterprise Accounts: Early Acceleration or Early Exit?

Analysis 40

Analysis Opportunity Scale Enterprise 40

Hubspot Sales

SEPTEMBER 26, 2018

Beyond renewals, existing accounts present a great deal of new revenue and partnership opportunities for sales pros who understand their continued role as account manager. In this space, account managers identify and create opportunities by positioning solutions aligned with customer goals, challenges, and initiatives.

Account 83

Account How To Analysis Decision Maker 83

Sales Management Plus -- SMP

MARCH 21, 2023

As the focus shifts from growth of new accounts to maintaining and nurturing existing accounts, distributors must protect their turf and ensure that rivals don’t successfully steal away customers. Track your competitors SMP allows you to track the competitors who are involved in each of your accounts and deals.

Competition 52

Competition Account Loyalty Distribution 52

Pipeliner

MAY 17, 2018

Step 2: Next, create a matrix of what products you have sold to your accounts and how long, on average, it took to close these deals. The best analysis starts with some real honesty. The post An Effective Win-Loss Analysis of Your Deals appeared first on SalesPOP! in revenue. Getting to the WHY.

Analysis 69

Analysis Sales Qualified Lead Lead Rank Lead Scoring 69

The ROI Guy

MARCH 14, 2018

Many companies are implementing Account-Based Marketing (ABM), targeting their outreach campaigns to select personas at specific prospect organizations. Research indicates that once you have the right personas and targets identified, the key to successful ABM is being able to to cut through the noise.

Account Based Marketing 49

Account Based Marketing Account Ideal Customer Profile Marketing 49

Zoominfo

FEBRUARY 10, 2021

Specifically, you need the following data points to calculate CLV: Distinct time period(s) — or total tenure for an individual account Total number of orders placed in that time period or tenure Number of unique accounts Total revenue within your chosen time period or individual’s tenure Average retention period of all or multiple accounts.

Lead Rank 246

Lead Rank Lead Scoring Revenue Customer 246