Sales and Marketing Management

MARCH 27, 2019

Author: Mike DeLeonardis, President, North America at beqom Seventy-nine percent of companies say that increasing sales productivity is a strategy they’re using to reach growth targets in 2019, but actually meeting this goal may be a challenge as only 35 percent of average-performing sales reps’ time actually goes to selling.

Strategy 223

Strategy Compensation Incentives Incentive 223

Igniting Sales Transformation

SEPTEMBER 5, 2018

For those women just starting out in sales or for those women who’ve not considered a career in selling, I started off by asking Mandy how she got started in a career in sales. Other questions we tackled: Being a woman of color in sales – have there been specific challenges that you’ve faced? Connect on LinkedIn.

Sales Leadership 86

Sales Leadership Microsoft Margin Face-to-face 86

Your Sales Management Guru

OCTOBER 6, 2015

11 Actions Sales Management Must Take Now! Sound investment portfolio-management advice ranges from “hold firm with your existing stocks” to “take advantage of a great opportunity to buy at today’s basement prices”. This also is an opportunity to build a better sales team that will increase your market share as competitors lag.

Sales Management 40

Sales Management Ideal Customer Profile Hiring Lead Rank 40

Crunchbase

JANUARY 26, 2021

To help companies of all sizes approach the new year in the right way, the team at Revenue Grid used data from over 550 cutting-edge B2B sales teams to help track down the most important trends in the future. Channels in the sales playbook are evolving. So, how do you speed things up for your team?

Trends 98

Trends Social Media Discount Decision Maker 98

Hubspot Sales

AUGUST 23, 2022

In a HelloSign study of 1000+ small and medium businesses , leaders were split when asked which areas of the sales cycle were the top priority for improvement in 2022. These included: Following up on sent contracts 35.92%. Following up cold prospects 33.25%. Sales Demo Tools. Prospecting 34.75%. Product demos 33.50%.

Data 84

Data Lead Rank Hubspot Top of Funnel 84

Sales Hacker

MAY 6, 2021

From B2C consumer-focused tech to the next B2B enterprise cloud giants, B2B, and B2C technology companies are springing up left and right and sprinting toward multi-billion dollar valuations (whether on the private or public markets) faster than ever. What’s the difference between a VP of Sales and a Chief Revenue Officer (CRO)?

Hiring 93

Hiring Retention B2C Demand Generation Targets 93

Pipeliner

MARCH 6, 2018

You’d be experiencing what I call “smooth selling.” To create an effective sales strategy that leads to smooth selling you need eight strategic components: Strategic Component One: Target Markets and Customer Segmentation. These are the groups that predictably buy more and at better prices (higher margins).

Strategy 45

Strategy Salary Margin Compensation 45

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. Meanwhile, the portion of ARR derived from expansion (upsells, cross-sells, etc.) has increased from 29% to 36.3% over that same time period ( source ).

Compensation 83

Compensation Incentives Incentive Commission 83

Zoominfo

OCTOBER 22, 2021

Highly active business development reps may produce more qualified leads than your sales team has time to follow up on, wasting your business development reps’ hard work. There are ways of dealing with surplus leads, such as lead scoring, funnel filters, and two-step sales.

Hiring 130

Hiring Sales Qualified Lead Buyer Persona Scale 130

Showpad

OCTOBER 28, 2020

A six- or seven-figure deal can make or break the entire year’s revenue, providing little margin for error. So it’s probably time to level up how your organization runs sales teams and integrates new B2B sales techniques into their repertoire. Here are a few sales methods to consider: 1. Social selling.

Top of Funnel 52

Top of Funnel B2B Sales Qualified Lead Lead Rank 52

Zoominfo

AUGUST 26, 2021

Highly active business development reps may produce more qualified leads than your sales team has time to follow up on, wasting your business development reps’ hard work. There are ways of dealing with a surplus of leads, such as lead scoring, funnel filters, and two-step sales. Adaptability. Adaptability.

Hiring 130

Hiring Sales Qualified Lead Buyer Persona Scale 130

Cincom Smart Selling

JUNE 30, 2020

Because CPQ solutions provide cross- and up-sell capabilities. Increased Margins. Because in addition to the traditional sales team and channel partner routes to market, the e-commerce route is becoming more important. Increased Deal Size. In this area, there is still considerable room for growth!

Benefit 62

Benefit Proposal Discount Vendor 62

LeadFuze

JANUARY 1, 2022

When an entrepreneur starts a business, they often come up with the idea and then fall in love with it. Selling to individuals is usually much easier than selling for large enterprises because it takes less time and you can charge more. put together a sales go to market plan with clear objectives. What do you say?

Strategy 52

Strategy Lead Rank Outsourcing Services Marketing 52

Distribution Pricing Journal

NOVEMBER 30, 2023

There are many situations where in-stock discounts and rebates do not provide the distributor with enough margin to secure certain orders. Most importantly, they give distributors and manufacturers a structured way to work together to increase sales by supporting unique pricing strategies. Duration: Not all SPAs are evergreen.

Margin 52

Margin Distribution Discount Vendor 52

A Sales Guy

OCTOBER 16, 2012

What will the sales team be responsible for in the coming year including; revenue. margin/margin growth. It’s critical to be absolutely clear on what the sales organization will be responsible for in 2013. Is achieving the goals going to require partnerships and channels? revenue growth. partnerships.

Margin 117

Margin Territories Channels Sports 117

Chorus.ai

OCTOBER 27, 2020

The current market downturn has reduced the scope of available selling as well as the number of outreach techniques that are appropriate to use when stabilizing your pipeline. Sales ethics is when you use trustworthy sales practices, accurate information, and honest concern for customers’ needs when selling your product.

Lead Rank 62

Lead Rank Churn Lead Scoring Follow-up 62

Sales Hacker

JANUARY 6, 2020

I had only one candidate reach out to my previous sales hire before contacting me about the job. Only one candidate followed up with me across multiple channels, not just LinkedIn or email. These deeper questions were meant to uncover how they think about the sales process. This is a huge step people often fail on.

Hiring 70

Hiring Top of Funnel Marketo Conference 70

Tony Hughes

FEBRUARY 22, 2018

It is dangerous to implement basic social selling techniques. I wanted to take a moment to express a word of caution in applying a cure-all or over-simplified approach to strategic selling within social mediums. The folly of Sales 2.0 or Social Selling is it's often missing the context of the coming Web 3.0

Social Selling 66

Social Selling Call-back Up-Sell Ideal Customer Profile 66

PandaDoc

MAY 30, 2019

In today’s highly competitive business environment, it’s the fastest-growing technology companies that end up dominating the market. So, to be the best, you need to speed up your sales cycle. Here are 14 ways you can close deals faster and set up your entire company for sustained growth. Slow down to speed up.

Sales Cycle 75

Sales Cycle Hiring Sales Qualified Lead Top of Funnel 75

Your Sales Management Guru

MAY 25, 2010

The first scenario of holding firm for the long term assumes that your existing portfolio contains quality securities, is properly diversified and has been managed with an appropriate, long-term perspective. In the world of sales management and revenue generation we would like to make the same assumptions for taking a long-term perspective.

Ideal Customer Profile 62

Ideal Customer Profile Hiring Decision Maker Margin 62

Pipeliner

JUNE 11, 2018

More Profit, Less Time: Sales Enablement Strategy is Your Ticket to Successful Sales. It’s an intense time to be in sales these days. Time and energy used to get channeled into staying ahead of the market. But now, sales professionals are funneling that time into merely keeping up with it. Why the shift?

Sales Enablement 51

Sales Enablement Lead Rank Lead Scoring Top of Funnel 51

Chorus.ai

MARCH 5, 2021

Developing your sales strategy first requires that you diligently build up a concept of your target audience — otherwise known as your buyer personas — before setting goals and constructing your sales funnel. To do this, buff up your data bank by taking note of the search, content, sales, and behavioral data of your customers.

Top of Funnel 113

Top of Funnel Webinar Metrics Strategy Buyer Persona 113

The Spiff Blog

NOVEMBER 3, 2022

But this overly dramatized theme is rooted in a real-world truth: a sales leaderboard is an incredibly effective motivator. You’ll learn why in today’s blog post, as we explore the underlying psychology of sales motivation that makes the sales leaderboard a successful sales management tactic.

Motivation 69

Motivation Lead Rank Lead Scoring Cold Calling 69

The ROI Guy

MARCH 6, 2017

I had the opportunity to lead a Thought Leaders panel from the best business value solution providers, including our own, Mark Schlueter, who shared his great experience from decades of enterprise selling and team leadership at HPE, and business value tool development Microsoft, Intel, Dell and many other B2B firms.

Lead Rank 45

Lead Rank Lead Scoring ROI Microsoft 45

Pipeliner

JANUARY 17, 2018

On what she loves about SalesPOP and sales itself, why sales managers must collaborate with salespeople on quotas, selling in today’s (very different) economy, her own favorite buying experience, and her top selling lesson for 2018. If you can sell, and sell well, you will always have a job.

Quota 45

Quota Lead Rank Lead Scoring Consumer 45

Tenfold

NOVEMBER 29, 2017

On the flip side, respondents have seen share prices increase by up to 46 percent with forecasting that’s within a 5 percent accuracy rate. The same survey says that the executives observe a lack in the quality of their sales data. And, come to think of it, this is not a hard sell. Bad Data = Inaccurate Forecasting.

Forecasting 47

Forecasting Data Lead Rank Margin 47

Crunchbase

JANUARY 5, 2023

KPIs can focus on any aspect of your sales activities and be tied to the business’ overarching goals. For example, you may have the goal of upping your sales velocity by 30% over the next year. Countless KPI examples for sales demonstrate how you can use your raw data to measure and track sales performance.

Cost per Lead 52

Cost per Lead Top of Funnel Lead Rank Lead Scoring 52

Janek Performance Group

AUGUST 26, 2022

Here are several tips to develop a winning sales strategy: Define Goals. Of course, all sales organizations want to sell more. It’s often beneficial to start small and build up slowly. After all, they already know you, trust you, and want what you sell. Leverage relationships to upsell and cross sell.

Webinar Metrics 62

Webinar Metrics Strategy Outsourcing Services Sports 62

Jonathan Farrington

JUNE 10, 2012

Even companies that enjoy the luxury of clearly superior products, realize that those products will not sell themselves. But even all these elements together are not sufficient to ensure optimum performance levels and profitable sales. In this scenario, the customer has complete control.

Webinar Metrics 35

Webinar Metrics InsideView Margin Quota 35

Sales Hacker

MARCH 2, 2020

And for leveling up your sales skills, nothing beats a good sales book. So what are the best sales books for helping you reach peak performance? There are only about 10–15 books in each discipline, so you can easily read up on the books you’re likely to need or want. Sales Models and Fundamentals.

Top of Funnel 141

Top of Funnel Lead Rank Hiring Handbook 141

The Digital Sales Institute

FEBRUARY 24, 2021

Today is that time to develop a plan for business transformation with new approaches to management, workforce deployment, customer engagement and leadership. Every B2B sales strategy must now be able to answer these questions: NOW. How do we enable virtual selling that drives sales? Virtual Selling.

B2B 59

B2B Strategy Margin Negotiation 59

Mindtickle

JUNE 21, 2023

This invaluable resource will equip you with the knowledge and confidence to navigate sales conversations with ease, impress prospects, and elevate your selling game. B2B activities can include selling goods to other businesses, providing services, forming partnerships, or collaborating on projects.

Lead Rank 52

Lead Rank Top of Funnel Lead Scoring Sales Qualified Lead 52

Hubspot Sales

AUGUST 8, 2019

Percentage of revenue from existing customers (cross-selling, upselling, repeat orders, expanded contracts, etc.). Percentage of sales reps attaining 100% quota. Cost of selling as a percentage of revenue generated. Activity metrics are “manageable,” meaning sales managers can directly influence them.

Cost per Acquisition 135

Cost per Acquisition Lead Rank Churn Webinar Metrics 135

Close.io

MAY 20, 2019

Unlike revenue, more isn’t always better when it comes to sales data. And instead of empowering your team to sell more, all those numbers and charts and just slowing them down. You don’t need more sales metrics and data to wade through. Announcement: We've just released a new set of sales reporting tools in Close!

Lead Rank 88

Lead Rank Top of Funnel Lead Scoring Churn 88

Crunchbase

MAY 5, 2022

What is sales forecasting? In addition to providing your team with the right sales prospecting tools , it’s crucial to take proactive action with sales forecasting in order to set them up for success. Every business that sells products and services must have a way of forecasting for products when data is unavailable.

Lead Rank 52

Lead Rank Sales Forecasts Forecasting Revenue 52

Close.io

FEBRUARY 24, 2020

Sales enablement is what it sounds like: enabling your sales team to do their job better. This involves giving your sales team the processes, information, technology, and training they need to sell more effectively. Sales enablement vs. sales operations: what’s the difference?

Sales Enablement 85

Sales Enablement Top of Funnel Hiring Face-to-face 85

Sales Hacker

OCTOBER 7, 2021

Women in sales often have a polarizing experience. We’re often encouraged to hide, toughen up, and bury our emotions. Your sales career project has ups and downs. Every industry needs sales so the education you receive working in this role can be immense. The expectation is that we can “do it all.”

Hiring 130

Hiring Ideal Customer Profile Top of Funnel Lead Rank 130