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. Top 10 sales analysis metrics and KPIs.

Analysis 89

Analysis Top of Funnel How To Analytics 89

BuzzBoard

OCTOBER 28, 2024

Our data-driven approach to developing Ideal Customer Profiles (ICPs) and finding the best-fit prospects has helped thousands of sales teams tailor their outreach to address specific business pain points and close deals faster. Our customers rely on us to help identify and qualify their best-fit accounts.

Ideal Customer Profile 52

Ideal Customer Profile Buyer Decision Maker Prospecting 52

Steven Rosen

JANUARY 28, 2024

Helen Fanucci , a sales leader with 25+ years in the high-tech industry and author of “Love Your Team: A Survival Guide for Sales Managers in a Hybrid World.” discusses the importance of trust in sales, effective targeting strategies, and the role of collaboration in team selling. Collaboration is key to success in sales.

Intent 156

Intent Sales Leadership Account ACT 156

Hubspot Sales

DECEMBER 30, 2020

If sales is a journey, your strategic plan is the roadmap you'll provide your team to help them reach their destination. It is one of the most important activities you will ever do as a sales manager because, without it, your sales team will have no direction and no instruction manual to follow in order to achieve their targets.

Sales Management 113

Sales Management Hiring Buyer Persona Exercises 113

Hubspot Sales

JULY 9, 2019

Although factors like your product line, buyer personas, and brand awareness are important, sales managers are also critical to the success of any business as they have the potential to unlock huge returns that impact the business's bottom line. Onboarding and training new hires is another sales management responsibilities.

Sales Management 127

Sales Management Hiring Buyer Persona Compensation 127

Miller Heiman Group

APRIL 13, 2020

Sales managers normally face a trifecta of shifting demands from buyers, their direct reports and their organization. The COVID-19 pandemic gives sales managers the perfect opportunity to work toward transforming into more capable leaders. Shift From a Sales Manager’s Mindset to Sales Leader’s Mindset.

Top of Funnel 110

Top of Funnel Sales Management Strategy Funnel 110

Pipeliner

MAY 31, 2018

However, it’s not always smart to go after every sales opportunity, especially when it’s a sale that utilizes a lot of resources. Brian Sullivan, interviewed by John Golden, discusses sales opportunity analysis for enterprise selling. The ways to distinguish which sales to pursue.

Analysis 40

Analysis Opportunity Scale Enterprise 40

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

AUGUST 18, 2020

One route into the position of a sales manager is promotion from having been a highly successful salesperson. They are suddenly saddled with the responsibility of the entire sales team. Fortunately, though, sales management is a craft that can be learned. This will help a sales manager to get up and running.

Sales Management 92

Sales Management Quota Pipeline Top of Funnel 92

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

SalesFuel

AUGUST 21, 2024

Solution: Turn to AdMall’s multiple sales tools Flaten doesn’t have a specific favorite AdMall report because he loves to use them all. “My My favorite parts [of AdMall] have been the [Local Account Intelligence Report], the AudienceSCAN data, and the demographic reports that you can create for your individual markets,” said Flaten. “I

Banking 102

Banking Campaigns Media Closing 102

Pipeliner

MAY 8, 2018

Human nature in sales, of course, typically motivates rapid movement to the next deal and hopefully, the next win. But the most important reason that effective win-loss analysis rarely happens, if at all, isn’t about the selling psyche. In a team forum, accountable members of the selling organization assemble to provide input.

Analysis 40

Analysis Enterprise Enterprise Insurance 40

Miller Heiman Group

APRIL 9, 2019

According to CSO Insights research , only 29 percent of organizations report being effective at using a formal process for account engagement and development of relationships with key stakeholders. When managing large accounts, many sales teams struggle to access diverse stakeholders. Develop a Situation Appraisal.

Account 92

Account Incentives Incentive Decision Maker 92

BuzzBoard

DECEMBER 8, 2023

Such relatively primitive tracking methodology fails to account for the flood of crucial data pouring through the funnel. Institutional knowledge holes arise as reps receive limited continuous training and coaching, especially when managers chase quotas rather than develop skills. But top performers flip that equation.

Scale 89

Scale Infusion Face-to-face Analysis 89

SalesFuel

AUGUST 14, 2024

Challenge: How to create a unique event promoter ad campaign Nancy Nally, an account executive from Viamedia , has been using AdMall on and off for nearly 20 years. Nally knew that the sales tools provided would help her when it came to creating an event promoter ad campaign. “[The

Promotion 104

Promotion Campaigns Ideal Customer Profile Closing 104

Janek Performance Group

AUGUST 26, 2024

This includes top line revenue, margin, the cost per sale, revenue per rep, etc. At Janek, we see many sales teams that only focus on lagging indicators. Because reps and sales managers get paid based on these metrics. Measured over a specific timeframe, it is a crucial indicator of whether sales goals are being met.

Top of Funnel 62

Top of Funnel Coaching Sales Cycle Sales Coaching 62

Sales Training Connection

FEBRUARY 25, 2013

Sales Coaching. Front-line sales managers are the “pivotal job” for improving sales productivity. That means – if companies want to improve sales revenue and optimize sales profitability, they should do everything they can to make sure front-line sales managers are doing what they should be doing.

Sales Management 132

Sales Management Coaching Pivotal Sales Coaching 132

Close.io

OCTOBER 1, 2018

So you want to become a sales manager ? First you’ll need to make sure you’ve got the right skills, experience, drive and track record at the helm in both selling and at managing others—in order to back yourself up. Want to get a ready-made set of resources to manage a sales team effectively?

Sales Management 115

Sales Management Hiring Lead Rank Forecasting 115

Zoominfo

JANUARY 27, 2022

Whether it’s a list of web form submissions, event attendees, or target accounts, merging multiple data sets can be a time-consuming task prone to inconsistencies. To get the most out of their investment, sales and marketing operations leaders should ensure that any data they collect is normalized before it’s put into action.

Data 130

Data Segment Sales Qualified Lead Collateral 130

Your Sales Management Guru

AUGUST 12, 2013

Managing a Sales Manager . As a result of our one of my readers sending me an email comment regarding his personal situation, I have attached the sample of one our of a tools we have included in our “On Line Sales Manager Tool Kit ” www.AcumenManagement.com. . Acumen Management Group .

Sales Management 80

Sales Management Trade Show Lead Rank Lead Scoring 80

Pipeliner

MARCH 2, 2018

The job of a sales manager is to provide a succeeding environment for salespeople. I performed the analysis through sizing the market, finding the industry influencers and profiling potential clients. Pipeliner CRM empowers sales teams to succeed—with or without a great boss. I met with industry leaders.

Sales Management 94

Sales Management Hiring Demand Generation Agencies Territories 94

Sales Management Plus -- SMP

MARCH 5, 2024

This insightful visualization helps you identify “holes” or untapped opportunities to expand product sales into new categories within existing customer accounts. Your account manager can use the missing category as a springboard to understand the customer’s specific needs within that area.

Customer 52

Customer Distribution Analysis Discount 52

Partners in Excellence

OCTOBER 11, 2023

We had the idea that we would develop a comp plan that would both motivate sellers to do more; focus them on our strategic initiatives; drive new customer acquisition; assure their efforts were balanced across the entire product portfolio; drove key account growth; and a few other things. And, as you would expect, sellers were confused.

Pipeline 145

Pipeline Coaching Objections Account 145

Sales Result

SEPTEMBER 1, 2015

A thorough account plan provides many useful details about an account. A good sales manager will use each detail from the account plan to formulate a particular part of the strategy that results in more closed sales. Some common uses of the details from an account plan are as follows.

Account 40

Account Analysis Strategy Closing 40

Zoominfo

SEPTEMBER 14, 2021

More Time to Gather Insights Conversation intelligence provides reps with a deeper understanding of sales calls by recording, transcribing, and analyzing these meetings to deliver AI-based insights. Customers now can conveniently view this critical account relationship information directly in the ZoomInfo platform.

Data 130

Data Scale SalesForce Forecasting 130

Pipeliner

DECEMBER 20, 2023

This strategy, built on relationships, transcends the transactional approach and focuses on the long-term growth of existing accounts. Their role extends beyond closing deals ; it involves the delicate art of cross-selling and up-selling to existing accounts.

Commence 52

Commence Pivotal Decision Maker Lead Nurturing 52

Allego

AUGUST 20, 2024

A sales strategy is a carefully crafted plan that outlines how a business will sell its products or services to reach its revenue goals. It’s a dynamic blueprint that integrates market research, target audience identification, and competitor analysis to formulate effective sales tactics.

Ideal Customer Profile 62

Ideal Customer Profile Top of Funnel Strategy Sales Qualified Lead 62

Sales Management Plus -- SMP

AUGUST 20, 2024

Data Collection and Analysis To optimize your sales strategy, it is crucial to focus on data collection and analysis. SMP helps you watch valuable sales data such as customer demographics, purchasing history, and engagement metrics.

Analytics 52

Analytics Data Demand Generation Targets Segment 52

Nutshell

AUGUST 30, 2024

As a sales manager, you’re no stranger to reports and monitoring specific metrics to measure your team and company’s success. But what particular metrics are you focusing on, and are you leveraging the difference between net sales vs. gross sales to your advantage? FREE DOWNLOAD What is gross sales?

Discount 71

Discount Margin Report Revenue 71

Zoominfo

FEBRUARY 5, 2024

Sales representatives need strong communication skills to get potential leads’ attention, convey value quickly, and motivate action. Outbound success also depends on identifying high-intent accounts, building personalized messaging, and optimizing targeting. What is an Outbound Lead?

Lead Generation 130

Lead Generation Outbound Lead Rank Sales Qualified Lead 130

Pipeliner

FEBRUARY 22, 2018

Off the Cuff Instant Interview Question: “What are some tips for doing practical market, territory and account planning?”. While those of us in sales are usually viewed as not the best of planners, my experience is that we welcome practical, streamlined planning that helps win business.

Territories 40

Territories Outsourcing Services Account Ideal Customer Profile 40

Zoominfo

OCTOBER 8, 2019

Customer acquisitions often require a combined effort from sales, marketing, product leaders, and executives. For account-based selling to be successful, everyone must maintain a comprehensive understanding of the customer. We call this the “Last Mile of Pre-Sales Customer Analysis.” Use a little (a little!)

Report 130

Report Ideal Customer Profile Decision Maker Account Based Marketing 130

SBI Growth

NOVEMBER 30, 2012

78% of Sales VPs during our research tour asked us the same question. What is the optimal Span of Control for their sales managers and themselves?” Workload Analysis - This analysis measures the time managers take to complete all activities. SM’s work constant between sales people.

Maximizer 256

Maximizer Analysis Competition Sales 256

Zoominfo

OCTOBER 8, 2019

Customer acquisitions often require a combined effort from sales, marketing, product leaders, and executives. For account-based selling to be successful, everyone must maintain a comprehensive understanding of the customer. We call this the “Last Mile of Pre-Sales Customer Analysis.” Use a little (a little!)

Report 138

Report Ideal Customer Profile Decision Maker Account Based Marketing 138

CommercialTribe

JUNE 23, 2020

With June nearly over and the initial shock of the COVID-19 crisis behind us, sales management teams are focusing on building a plan to come out stronger on the other side. We recommend three main areas of focus for sales leaders: WHO they focus sales manager coaching effort against.

Top of Funnel 40

Top of Funnel Hiring Sales Management Face-to-face 40

Braveheart Sales

JANUARY 23, 2019

There are three main skill areas that indicate a sales leaders’ effectiveness at driving results through their team: Accountability, Motivating and Coaching. In fact, the best sales leaders spend 80% of their time on these three components. Let’s Focus on Accountability. What does this all mean? Stay tuned.

Account 40

Account Data Insurance Insurance 40

Tony Hughes

FEBRUARY 22, 2018

I did the analysis by sizing the market, profiling potential clients and finding the industry influencers. In one of my posts I provide guidance to sales managers on who belongs in their sales team and how do they decide who needs to be managed-out?

Sales Management 86

Sales Management Hiring Demand Generation Agencies Territories 86