SBI Growth

JULY 23, 2013

Sales cycles that begin with an online referral are closing more rapidly. You can avoid commoditization and grow your margins. Corporate Communications sees inherent risk in mobilizing a social sales force. A social sales organization could have prevented this. The problem is the rest of the company doesn’t get it.

Social Selling 323

Social Selling Benefit Top of Funnel Guidelines 323

Sales Hacker

AUGUST 12, 2021

When the selling is good, it’s all about scaling, but when there’s less margin for error, it’s easier to pinpoint where your organization isn’t up to snuff and make improvements. Start by making sure that your team has access to robust buyer personas built out by sales enablement and marketing, using data from historical deals.

Decision Maker 119

Decision Maker Buyer Persona Collateral Case Study 119

Sales Hacker

MAY 6, 2021

The mandate of a VP of Sales is to maximize the organization’s revenue bookings, renewals, and retention by maintaining control of the entire deal pipeline, from SQL to proposal to negotiation, to commit, to close. Hands-on coaching of sales leadership and individual contributors. Staying in their lane.

Hiring 93

Hiring Retention B2C Demand Generation 93

Crunchbase

MAY 13, 2021

This article is part of the Crunchbase Community Contributor Series. Please note that the author is not employed by Crunchbase and the opinions expressed in this article do not necessarily reflect official views or opinions of Crunchbase, Inc. Sales enablement has two customers: the rep and the manager.

Hiring 64

Hiring Scale Education Margin 64

Babette Ten Haken

MARCH 24, 2017

For starters, you do not implicitly assume your marketing communications or sales enablement materials are relevant and valuable to clients. Alternatively, you implicitly assume that there are new engineering and scientific articles which are not to be overlooked when designing today’s and tomorrow’s solutions.

Engineering 58

Engineering Hiring Margin Retention 58

The ROI Guy

JANUARY 15, 2013

Executives continually point to the need for Sales and Marketing to align, with 90% of Senior Marketers indicating to Forrester that indeed alignment is a high or very high priority. It’s not on Enablement. Enablement ranked fifth in priorities for the incremental spend, with only 1 in 10 indicating that this would be their priority.

Lead Rank 73

Lead Rank Lead Scoring Marketing Marketing Qualified Lead 73

Babette Ten Haken

JULY 20, 2017

By the way, her article on the subject is recommended reading. Instead, ask questions that are not necessarily included in scripted sales conversations or standard sales enablement materials. Does that data science colleague sling around professional lingo, marginalizing you from the technical conversation?

Data 73

Data Retention Engineering Analytics 73

Sales Hacker

APRIL 24, 2018

2) Streamline Your Sales Process. Your initiative will likely not improve sales success overnight, but there will be marginal gains day-after-day once you incorporate prioritization. I saw companies discover “data jewels” that had a big impact on their sales success. You’ll also find opportunities to help your sales team.

Data 53

Data Hiring Margin Demand Generation Targets 53

Janek Performance Group

JANUARY 17, 2023

” the sales rep said. Whether you are selling lumber, shingles, or wire, this article explores how building material sales reps can improve their sales performance. Early in my sales training career, I worked with an electronic distributor.

Hiring 62

Hiring Construction Exercises Face-to-face 62

Janek Performance Group

MARCH 27, 2023

With other organizations, improving the sales process is the best way to drive significant sales improvement. In this article, we will provide insights and directions to help you decide where to focus your resource for the most significant sales improvement.

Sales Process 48

Sales Process Ideal Customer Profile Hiring Face-to-face 48

Jonathan Farrington

JULY 10, 2013

Also in this issue we have guest articles from Dr. Tony Alessandra, Gerhard Gschwandtner, Dan McDade, Diane Helbig and Jason Dobbs. Our regular feature writers, Barb Giamanco, Nancy Nardin, Babette Ten Haken and Tamara Schenk are joined by sales management guru Keith Rosen. “How to Make Sales Enablement a Strategic Discipline?”

Margin 41

Margin Policies Coaching Sales Enablement 41

Corporate Visions

OCTOBER 13, 2018

The 3 Moments Of Truth To Address At Your 2019 Sales Kickoff Meeting. McKinsey & Company found that a one percent increase in pricing equates to a nine percent increase in operating margin. That’s not good for your growth plans, according to an interesting stat cited in a Harvard Business Review article.

Meeting 67

Meeting Demand Generation Agencies Maximizer Top of Funnel 67

Sales Hacker

SEPTEMBER 23, 2021

Their margins are high on your product and you’ll end up paying frequent recurring commissions to sell your product. If your product doesn’t work, you’ll lose out on potential clients and be the talk of the town – and not in a good way. Think of it as a domino effect.

Channels 101

Channels Scale How To Commission 101

Lessonly

JUNE 2, 2020

These modern technologies, along with effective sales strategies and sales training, are the recipe for boosting sales and, subsequently, your company’s profit margin. Sales-Force Automation. CRM’s and other sales enablement software empowers teams to sell at a higher and more efficient level.

Prospecting 26

Prospecting Demographics Ideal Customer Profile How To 26

Corporate Visions

MAY 31, 2018

Threat to a dominant product or service – What if a competitor launches a broadside on one of your highest share, highest margin product lines and you need to defend, retain and protect your position? This article originally published in Sales and Marketing Management Magazine.

Territories 40

Territories Margin Training Pipeline 40

Lessonly

OCTOBER 2, 2019

Science proves that’s not true.” — Shawn Fowler, VP of Sales Enablement, SalesLoft. The margin of getting better is small. —Rachelle Streetman, Global Talent Development Manager, Rackspace. People think they are limited by their talent, that it’s fixed. It can cause people to quit. Bryan Neale, CEO, Blind Zebra Enterprises.

Margin 22

Margin ACT Engineering Enterprise 22

Sales Hacker

SEPTEMBER 16, 2019

Because outside sales reps typically deal with larger and more expensive accounts and products than inside sales reps do, they’re often seen as their company’s superstars. Armed with today’s sales enablement tools, Skype, and Zoom, a large portion of the job can be done from the office. The focus is on volume.

Outside Sales 81

Outside Sales Inside Sales Hiring Top of Funnel 81

The ROI Guy

FEBRUARY 15, 2013

A recent article by Drew Zarges from Sales Benchmark Index opines, "Are ROI Calculators Dead?". With B2B sales teams generating hundreds of millions in incremental deals each year directly attributable to Alinean ROI Sales Tools, we clearly think not. Are ROI Calculators Dead? and “Are Personas Dead?”.

ROI 69

ROI Ideal Customer Profile Analysis Proposal 69

Sales Hacker

SEPTEMBER 13, 2021

So far, so good as with an average deal size of $1150 and a 25% gross margin; the total investment of $235,000 will be recovered with a ROI of 29%. Seventy-five percent will receive a spot-on proposal with a closing rate of 80%, leading to 1055 deals. Your senior management demands for a hurdle rate of 25%, so you’re good to go.

ROI 93

ROI Account Marketing Lead Rank 93

Sales Hacker

JUNE 11, 2019

Command of the Sale. The idea at the core of this methodology is that you should customize your company’s sales enablement tools and activities based on solutions that are already in place. If you want to read more about Sales metrics, especially those specific to SaaS, check out this other article I wrote.

Sales Methodology 77

Sales Methodology Inbound Lead Rank Consultative Selling 77

Sales Hacker Training

APRIL 30, 2018

To see what selling on steroids looks like, check out companies with the best sales enablement strategies. You’ll discover a lively place, with a lot of things — like revenue, productivity, and win rate s — going up, and a lot of things — like speed to revenue, sale cycle period, customer churn, and staff attrition rate — going down.

Sales Enablement 103

Sales Enablement Top of Funnel Sales Qualified Lead Lead Rank 103

Nutshell

JANUARY 14, 2020

You need a method of qualifying leads so sales reps can follow-up with the best prospects. Common commissions in the SaaS industry tend to be around 7-10% of new revenue, but renewal commissions and bonuses/accelerators can make a SaaS salesperson’s total compensation even more lucrative. Qualifying.

Paid Content 127

Paid Content Lead Rank Commission Lead Scoring 127

SBI

DECEMBER 27, 2018

If you’ve been watching from afar – or heck – even if you’ve been watching up close, the top 10 SalesTech articles of 2018 will be of interest. Flash forward to the present, and the number of companies with dedicated sales enablement functions has more than tripled since 2013, reports CSO Insights.

SAP 94

SAP Trade Show ROI Margin 94

Sales Hacker

NOVEMBER 16, 2023

Chances are they will be able to shed some light on deal dynamics that they’re struggling with, or that there are areas to focus your sales enablement to satisfy the requirements of an underserved stakeholder. Specifically, we missed our forecasted revenue by a> 20% margin and our win rate was sub 12%.

Ideal Customer Profile 87

Ideal Customer Profile Collateral Forecasting Face-to-face 87

Sales Hacker

MARCH 2, 2020

Sales Differentiation. Sales Engagement. Sales Engagement. Sales Enablement. The Sales Enablement Playbook. Enablement Mastery. Coaching Salespeople into Sales Champions. Sales Manager Survival Guide. The Ultimate Sales Machine. Sales Enablement. Elay Cohen.

Top of Funnel 141

Top of Funnel Lead Rank Hiring Handbook 141

Vengreso

NOVEMBER 16, 2022

To help you speed up the process, in today’s article, we will share 16 tips to help you boost productivity and explain how FlyMSG helps you as an individual, your inside-outside sales reps, or your sales enablement team along the way. Let’s first explain what sales productivity is. Gross margin.

Outsourcing Services 59

Outsourcing Services Top of Funnel Ideal Customer Profile Hiring 59

Janek Performance Group

APRIL 11, 2023

The sales training market is producing a ton of content. There’s been a market for sales training since John Henry Patterson, George Eastman, and Andrew Carnegie built their empires in the 1800s. In this article, we will separate fact from fiction and explore the science of sales training in the modern age.

Training 62

Training Intent Sales Qualified Lead Margin 62

The ROI Guy

OCTOBER 22, 2013

There’s a new article just published in the Harvard Business Review about CEB’s approach. They have big budgets they can spend on marketing and demand gen, and sales enablement. How do you see these organizations solving the sales and marketing alignment challenge? You work with a lot of world-class companies.

Lead Rank 40

Lead Rank Ideal Customer Profile ROI Study 40

Sales Hacker

OCTOBER 7, 2021

Understanding how various decisions impact the company’s margin (e.g. What is one a-ha moment you’ve had in your sales career? That sales is truly all about problem solving. At TripActions we pride ourselves on offering world class sales enablement which I am hugely proud to be a part of. Maria Tribble.

Hiring 130

Hiring Ideal Customer Profile Top of Funnel Lead Rank 130

Sales Hacker

MAY 4, 2020

She might even leave a copy on her CEO’s desk with margin notes. Pro tip: if your customers sell to others, tell them about this article. If you really want to provide structure and control, you can read the Sales Hacker article on mutual action plans. That can’t happen when everyone is at home.

Prospecting 68

Prospecting Decision Maker Vendor Face-to-face 68