Sales Hacker

FEBRUARY 12, 2021

Here are just a few features that are specific to enterprise-level CRMs: Custom objects. Use custom objects to create complex reports. Track your recurring revenue, upgrades, downgrades, and churn. Competitors, sales goals and territory management. Analytics and forecasting. Sales enablement. Advanced permissions.

Enterprise 84

Enterprise Enterprise CRM NetSuite 84

Chorus.ai

MARCH 5, 2021

By the end of a successful persona build, you should have a very clear picture of your ideal customer(s): their ages, lifestyle attributes, territories, and pain points. Churn rate target: Are you keeping your churn rate at or below 1%? Step 4: Collate your info and define your buyer personas. Step 1: Set clear goals.

Top of Funnel 113

Top of Funnel Webinar Metrics Strategy Buyer Persona 113

Crunchbase

FEBRUARY 9, 2021

How often do we start analyzing sales and end up in the wrong financial or market territory? To empower your team to “make it happen,” be sure they are engaged around one objective at a time and focused on being the best in class. Forecasting starts with one line of data at a time. Drive success by anticipating failure .

Data 98

Data Forecasting Ideal Customer Profile ACT 98

Mereo

APRIL 2, 2020

With this in place, uniting your leadership and teams, go-to-market activities become more streamlined and successful, pursuing new territory or different markets becomes achievable. With too many salespeople assigned to a territory, you set your team up for missed individual quotas and an inundated market.

Sales Operations 45

Sales Operations Revenue Territories Compensation 45

BrainShark

MAY 31, 2023

Using a more holistic or arbitrary metric such as time to competency naturally compensates for variables across organizations such as territory, products, and customer base (enterprise vs. mid-market,etc.). You should also consider different competencies or levels of competency for each stage of onboarding and the Sales Talent Lifecycle.

Hiring 62

Hiring Sales Talent Scale Sales Enablement 62

Hubspot Sales

OCTOBER 16, 2017

If you want them to stop selling to poor fit customers, institute a clawback so they lose their commission if the customer churns or returns the product within a set window of time. So before you can craft or adjust your sales compensation plan, you must know your business objectives for the next year. Relative commission plan.

Compensation 124

Compensation Hiring Salary Commission 124

Pointclear

SEPTEMBER 24, 2015

It supposes that your core objective is to continually reach a broader and broader audience. Rather than having an SDR churning through volumes of purchased lists, why not have them focus breaking into the most important accounts. However ABM is the Holy Grail for those doing it right. Lead generation is at its core a numbers game.

Account Based Marketing 100

Account Based Marketing Lead Generation Cost per Lead Sales Qualified Lead 100

Partners in Excellence

MARCH 29, 2012

We started measuring the impact of that employee churn, we discovered between open territories, customer confusion about who their sales person was, and a few other things—the impact of this churn was costing them over $300M a year in lost revenue.

Hiring 92

Hiring Churn Maximizer Quota 92

Chorus.ai

FEBRUARY 4, 2020

Your benchmarks — for revenue, churn rate, and customer lifetime value — will have changed accordingly, and you’ll need to adapt to the pace of your new competitors. Your objective here is to come up with a sales process that is easy for all of your reps to replicate. Is there a spike in interest during the trial, or a loss of it?

Scale 73

Scale Hiring Top of Funnel How To 73

The Pipeline

MARCH 18, 2011

Instead of being thought-leaders we’ve become frenetic, selfish territory managers. We’ve become a craft of neurotic protagonists all running around spouting the latest “closing lines” and hoping again hope that we have the luck to churn out a respectable quota this quarter. Objection Handling. Territory Alignment.

Pipeline 322

Pipeline Twitter Top of Funnel Hiring 322

Close.io

OCTOBER 8, 2019

Enterprise sales can be a treacherous territory if you’re an inexperienced startup founder. We didn't ask her what her objectives were, and how we could help her achieve them. Organizational Churn. What are major objections different stakeholders have? Here’s the story of how it made my first startup go belly-up.

Oracle 53

Oracle Enterprise Enterprise Google 53

Mereo

JULY 19, 2018

Beyond the gap in leadership, salespeople are also tuned-in to budget cuts, gaps in financial expectations, shuffling of client territories and other red flags related to CSO turnover. The same mentor can cast an objective view on other factors too. KEEP SALES CYCLES CHURNING. Insecurity heightens as productivity dips.

Ideal Customer Profile 38

Ideal Customer Profile Salary Insurance Insurance 38

Sales Hacker

JANUARY 20, 2021

Account-based sales and marketing is about aligning resources, websites, profiles, content, messaging, and social/email/live selling conversations and all interactions to impact sales cycle time, win rates, deal sizes, buying behavior, churn rates, and lifetime value. Issues with one-to-many and one-to-few ABS and marketing programs.

Account Based Marketing 67

Account Based Marketing Top of Funnel Account Lead Rank 67

OpenSymmetry

AUGUST 3, 2016

Each salesperson is assigned a territory, a quota, and they “go forth and sell”, right? Their business strategy and objectives were clearly defined; however, they faced a number of challenges, including their ability to cover the market, resourcing, and “juggling” multiple products.

Compensation 40

Compensation Account Incentives Incentive 40

Sales Hacker

APRIL 16, 2018

9) Territory planning and territory creation [33:30]. It begins with a phone call or an email and you move into that first meeting, the sales deck , the demo, the discovery call, objection handling, negotiation, closing, etc. This leads to churn and there are all sorts of problems that come as a result.

Hiring 40

Hiring Territories Scale Top of Funnel 40

Hubspot Sales

OCTOBER 20, 2021

Overpopulating Territories. That means more room for error — particularly when it comes to misallocating staff or accidentally overpopulating your existing territories. Well, you start by looking at three key factors: A territory's potential, its existing accounts, and your reps' broader workload. Hiring Out of Desperation.

Scale 123

Scale Hiring Compensation Territories 123

Chorus.ai

SEPTEMBER 12, 2019

By the end of a successful persona build, you should have a very clear picture of your buyers: their ages, lifestyle attributes, territories, and pain points. Whatever objectives you decide to set for your new sales strategy, they should fulfill your company’s growth expectations while remaining realistic. Step 1: Set clear goals.

Ideal Customer Profile 62

Ideal Customer Profile Top of Funnel Webinar Metrics Strategy 62

Sales Hacker

MARCH 10, 2021

Key principles: Align with strategy: Quotas should be calculated and determined in a way that aligns with high level corporate objectives. equitably distributing the growth rate based on territory/rep characteristics. territory-specific data points. Pros: Ensures quotas are deployed equitably across a variety of territories.

Quota 94

Quota Territories Churn Scale 94

SugarCRM

OCTOBER 4, 2021

Perhaps the objective is to increase the average revenue per salesperson or caseload per support rep so that you can scale the business without scaling costs. Maybe the goal is to increase customer satisfaction and reduce customer churn. New territories? New product line? No problem. No problem. New competition? No problem!

CRM 26

CRM Scale System Policies 26

SugarCRM

MARCH 5, 2019

Maybe the objective is to increase the average revenue per salesperson or case load per support rep so that you can scale the business without scaling costs. Maybe the goal is to increase customer satisfaction and reduce customer churn. New territories? New product line? No problem. No problem. New competition? No problem!

CRM 47

CRM Scale Lead Rank Lead Scoring 47

Xactly

JUNE 14, 2018

Ultimately, the success of your sales plan starts with your territory planning. If a company suffers from poor territory planning, it can create a domino effect of poor performance. Poor territory planning leads to incorrect quota setting and management of workforce. Data-driven SPM solutions enable profitable growth.

Webinar Metrics 10

Webinar Metrics Enterprise Enterprise Data 10

Hubspot Sales

SEPTEMBER 27, 2019

First, set your business objective(s). Next, make a note of what questions arise from your objective. Now your sales team should know which specific sales metrics to leverage as you work to meet your objective. Over time, as your objectives change, you may need to add or remove various data points based on need.

Data 109

Data Lead Rank Lead Scoring Energy 109

Sales Hacker

DECEMBER 5, 2022

Having this in place will enable your org to make the proper investments in reps to drive sales excellence and decrease rep churn. Ask yourselves these questions when looking for gap in analytics and reporting across the top of your sales funnel: Are our territories clearly defined? Do you have one? Are you using it?

Analysis 98

Analysis Top of Funnel Lead Rank Lead Scoring 98

Hubspot Sales

AUGUST 13, 2018

An accurate sales forecast requires the following elements: Individual and team quotas: To gauge performance, you need an objective definition of “success.”. However, in a quarter when far fewer customers churn, your profits will increase. What You Need for a Sales Forecast.

Sales Forecasts 130

Sales Forecasts Forecasting Hiring Lead Rank 130

Gong.io

JULY 21, 2021

Revenue Operations Manager : They use data (a lot of data) to determine which business objectives and strategies will drive revenue, based on the new strategic vision. That results in customer churn. . Churn and upsell : Are your customers leaving you for other pastures or spending money to move deeper into your product offerings?

Revenue 62

Revenue Forecasting Top of Funnel Churn 62

Zoominfo

NOVEMBER 28, 2018

But, today we’re venturing into uncharted territory to discuss a recent—and necessary—trend in business data. Consider these statistics: 40% of business objectives fail due to inaccurate data ( source ). Here on The Pipeline, we regularly cover topics related to business data and business data management. Bad data costs U.S.

Data 100

Data B2B Buyer Persona Ideal Customer Profile 100

Bigtincan

SEPTEMBER 8, 2021

These KPIs can range from an increase in average contract value, increases in average deal velocity, a reduction in SaaS churn rate, or less dollars spent in litigation due to the use of non-compliant presentations. Truth #3: The customer must be at the center of your sales enablement efforts.

Sales Enablement 111

Sales Enablement Strategy Enterprise Enterprise 111

Close.io

AUGUST 11, 2019

This includes generating leads, outlining sales territories, setting up incentive programs, managing sales analytics, and more. Addressing objections. This team can do things like creating sales territories, structuring pay plans, monitoring analytics, developing sales strategies, and a whole lot more. What is sales operations?

Sales Operations 91

Sales Operations Hiring Top of Funnel Lead Rank 91

Sales Hacker

MAY 9, 2019

It ties payment to the achievement of specific objectives that have been pre-determined and communicated to the employees that are on the incentive plan. A recoverable draw makes more sense if your sales rep is taking over an established territory where brand name helps close 80% of the business. Bookings vs. Cash collections.

Face-to-face 102

Face-to-face Compensation Commission Lead Rank 102

Sales Hacker

APRIL 22, 2022

Losses: Talk through the areas of improvement for each rep, territory, or product: what is causing lost deals? Here, you also look at the customer churn rate and get to the bottom of where the team fell short in retaining the customer. How is each rep’s target playing into the company’s objectives? Have a coaching mindset.

Top of Funnel 90

Top of Funnel Hiring Forecasting Quota 90

Salesmate

MARCH 17, 2020

Or maybe you are planning to expand your startup and are gearing up to explore the unknown territory. Your sales process is a template that guides you towards achieving your sales objectives. Handling Objections. Well, I never said you won’t face objections, did I! Okay, you have overcome the objections of your prospects.

Sales Process 125

Sales Process Top of Funnel Buyer Persona Lead Rank 125

Chorus.ai

MARCH 13, 2020

Setting good quotas is about steering your ship of sales toward your wider objective — and there’s a quota appropriate for every kind of destination. Forecast Revenue Quota The forecast revenue quota uses historical precedents — for a territory, market share, or prior product — for its foundation.

Quota 65

Quota Penetration Buyer Persona Sales Qualified Lead 65

Sales Hacker Training

APRIL 30, 2018

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. 1) Set clear objectives for your sales enablement program.

Sales Enablement 103

Sales Enablement Top of Funnel Sales Qualified Lead Lead Rank 103

Sales Hacker

MAY 15, 2019

How do you objectively make the decision on who should stay and who should go? ” A good environment for success includes a viable territory, training, resources, alignment, intrinsic value in what you actually offer the market, the right tools and support. The question, then, is what to do about it. Which brings us to Lesson #3.

Hiring 69

Hiring Lead Rank Lead Scoring Churn 69

Zoominfo

NOVEMBER 28, 2018

But, today we’re venturing into uncharted territory to discuss a recent—and necessary—trend in business data. Consider these statistics: 40% of business objectives fail due to inaccurate data ( source ). Here on the ZoomInfo blog, we regularly cover topics related to business data and business data management. Bad data costs U.S.

Data 145

Data B2B Buyer Persona Ideal Customer Profile 145

Sales Hacker

OCTOBER 29, 2020

I saw an instance for myself once where I took over a sales territory from someone else, and a company had not let us bid on a huge project because they didn’t like the rep. And the other advantage to having diversity inclusion on a sales team of all types is that you have different answers to problems. The rep was a guy.

Call-back 58

Call-back Hiring Pivotal Face-to-face 58