Anthony Cole Training

JANUARY 14, 2015

Dave is truly a subject matter expert when it comes to hiring better sales people (link to our site), assessing sales organizations to answer 17 critical business questions (link to his site for download of sample) and he is an expert at helping sales managers get their sales professionals to sell more, more quickly at higher margins.

Face-to-face 120

Face-to-face Twitter Social Selling Hiring 120

The ROI Guy

MARCH 11, 2014

As a result of today’s more empowered buyer: SiriusDecisions reports that up to 67% of decision-makers already have a “clear picture” of the solution they want before Sales Reps are engaged. By a large margin, Financial Justification / ROI content was perceived as the most valuable in driving decisions.

Decision Maker 76

Decision Maker ROI Scale Case Study 76

SBI

MARCH 4, 2015

Budgets are suddenly open to re-tooling and even organizational responsibilities are reshaped, all in support of the new product’s promise for revenue, market share and higher margins. My favorite tools for this are LiveHive , ClearSlide , and Yesware. You might be dependent on more than one channel for acquisition.

Sales Enablement 50

Sales Enablement InsideView Engineering How To 50

The ROI Guy

MARCH 6, 2017

Second unnecessary complexity is a negative drag on tool adoption. Sales reps and channel partners will resist using a complex business case / ROI tool with customers. One of the keys to success is integration of the Business Value tools and programs into the workflow of both marketing and sales.

Lead Rank 45

Lead Rank Lead Scoring ROI Microsoft 45

Chorus.ai

MARCH 5, 2021

Step 4: Give your team the tools they need to succeed. Remember, it helps you to help your sales reps meet their targets with a minimum of difficulty, and having the right sales tools is an indispensable facet of a successful sales strategy. This means there’s a margin for error.

Top of Funnel 113

Top of Funnel Webinar Metrics Strategy Buyer Persona 113

Chorus.ai

SEPTEMBER 12, 2019

Step 4: Give your team the tools they need to succeed. Remember, it helps you to help your sales reps meet their targets with a minimum of difficulty, and having the right sales tools is an indispensable facet of a successful sales strategy. This means there’s margin for error.

Ideal Customer Profile 62

Ideal Customer Profile Top of Funnel Webinar Metrics Strategy 62

Crunchbase

JUNE 21, 2022

Inside sales strategies leverage technology to connect with leads and convert them into customers without the need for either party to travel or meet in person. Possible communication channels include: Email Phone calls Video calls CRM (Customer Relationship Management) tools Social media.

Outside Sales 97

Outside Sales Inside Sales Hiring Face-to-face 97

Mindtickle

JUNE 21, 2023

Business Development Representative (BDR) A Business Development Representative (BDR) is a sales professional responsible for prospecting, qualifying, and generating new business opportunities for a company. It involves the sale of products, services, or information directly to end-users or customers for their personal use or consumption.

Lead Rank 52

Lead Rank Top of Funnel Lead Scoring Sales Qualified Lead 52

SBI

DECEMBER 27, 2018

For many B2B companies, the creation, maintenance — in response to cost changes and low volume compliance — and renewal of customer specific price exceptions and agreements present an opportunity to either inadvertently give away margin or capture the fair and appropriate value of customer relationships. Continue Reading. 4 hours a week.

SAP 94

SAP Trade Show ROI Margin 94

Hubspot Sales

AUGUST 8, 2019

Channel Sales Metrics. These metrics will help you optimize your channel sales strategy. Margin by partner. Average number of sales tools used daily. Your gross margin is 95%. Average number of conversations for won opportunities. Average number of conversations for lost opportunities.

Cost per Acquisition 137

Cost per Acquisition Lead Rank Churn Webinar Metrics 137

OnePageCRM

MARCH 8, 2017

A common complaint from sales teams is: we can outcompete and make more sales simply by reducing prices. But if you’re competing on the basis of having the lowest price, you’ll always be running on slim margins, putting pressure on the entire supply chain and putting your product (and your customers’ success) at risk.

Strategy 20

Strategy Discount Lead Rank Enterprise 20

Apptivo

OCTOBER 11, 2023

What is sales productivity? Why is sales productivity important? Key Considerations in Choosing the Ideal Sales Tools Software 4. Top 10 Tools to Boost Sales Productivity The Sales sector in businesses is ever-shifting with the newest trends and tactics that raise new challenges annually.

Tools 52

Tools Webinar Metrics Pivotal Software 52

Close.io

FEBRUARY 24, 2020

When companies practice an all-in sales enablement strategy that includes all of the essential elements, they see increases in important metrics like customer retention rate, profit margin, and total company revenue. Sales enablement content optimizations and training tactics you should be using. Automates approval workflows.

Sales Enablement 85

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

Vengreso

NOVEMBER 16, 2022

The number of sales emails sent. The number of sales tools utilized. Average sales cycle length. Gross margin. By tracking sales productivity metrics, you can identify areas where your sales teams may need more training or support to become more effective. The number of demos given. Cost per lead.

Outsourcing Services 59

Outsourcing Services Top of Funnel Ideal Customer Profile Hiring 59

Sales Hacker

MARCH 2, 2020

Shanks has trained and advised 100’s of companies on SPEAR Selling to increase sales pipeline in all types of sales functions (inside sales, field sales, customer success, channel sales). High-Profit Prospecting: Powerful Strategies to Find the Best Leads and Drive Breakthrough Sales Results.

Top of Funnel 141

Top of Funnel Lead Rank Hiring Handbook 141

Close.io

OCTOBER 28, 2019

The sales strategy you should use will depend on a number of variables, including the type of business you run, your average deal size, and how aware customers are about the solutions you offer. In the following paragraphs, we share a framework for determining which sales method is right for you. Pros & cons of outbound sales.

Paid Content 64

Paid Content Outbound Inbound Top of Funnel 64

Mindtickle

OCTOBER 16, 2020

Companies are pouring money into the inside sales channel. For example, Microsoft completely restructured its selling organization a few years ago to account for its cloud-based business; and ADP transferred a lot of its external sellers into an internal remote selling model, making it the company’s largest quota-carrying channel.

Networking 105

Networking Conversion Scale Face-to-face 105

Mindtickle

OCTOBER 16, 2020

Companies are pouring money into the inside sales channel. For example, Microsoft completely restructured its selling organization a few years ago to account for its cloud-based business; and ADP transferred a lot of its external sellers into an internal remote selling model, making it the company’s largest quota-carrying channel.

Networking 52

Networking Conversion Scale Face-to-face 52