DiscoverOrg Sales

JANUARY 2, 2019

Highlights include a contracting tech stack, increased emphasis on customer experience , and renewed focus on preventing churn. TOPO’s research suggests that, as Intent Data goes mainstream and becomes more integrated, it will become part of the prospect lifecycle. Prediction #2: B2B Intent Data will (start to) go mainstream.

Data 196

Data Intent Data Intent Customer 196

Salesmate

JULY 9, 2020

The metrics below will help you measure your success in attracting attention, getting prospects to consider your brand, and making customers choose you over your competitors. Maybe they’re targeting potential customers in the wrong industry or trying to sell in a territory that is a captive market for another brand. Customer Churn.

Pipeline 121

Pipeline Sales Qualified Lead Churn Lead Rank 121

Corporate Visions

JULY 2, 2020

But, just as the first wave of agricultural society gave way to the second wave of industrial society, so too Learning Paths transitioned to more situational, Territory Plan-based learning and enablement. The Second Wave: Territory Plans. Proposal and Deal Closing – Find the reps with “constipated pipelines.”

Sales Enablement 52

Sales Enablement Webinar Metrics Territories Top of Funnel 52

Sales Hacker

MARCH 27, 2018

Every business runs like a B2B sales prospecting operation. You head out to a territory (market) where you can mine (generate) something valuable, then sift (qualify) good finds from the bad. Keep your sales pipeline full by prospecting continuously. Why B2B Sales Prospecting Needs More Attention Than You Think.

B2B 87

B2B Ideal Customer Profile Sales Qualified Lead Lead Rank 87

InsightSquared

MAY 7, 2019

Customer churn or retention rates. Are certain types of customers, or certain geographies and sales territories meeting or beating the benchmark, or underperforming? A salesperson may send many emails to a prospect, the prospect may respond but the lead isn’t yet an opportunity. Customer lifetime value (CLV).

Sales Cycle 102

Sales Cycle Lead Rank Hiring Sales Qualified Lead 102

Chorus.ai

APRIL 11, 2022

Go-to-market teams have less control over when prospects are entering the sales cycle and how much information they bring to the process, and marketing attribution has gotten increasingly harder as the digital universe expands and privacy concerns multiply. Where do customer success teams stand with renewal rates and churn?

Cost per Acquisition 117

Cost per Acquisition Revenue Cost per Lead Lead Rank 117

SalesLoft

MARCH 20, 2020

We all know that expansion revenue and low churn are paramount for businesses to thrive and grow at scale. To me, it also feels a bit icky to the prospect right now. This is uncharted territory for us all. For now, I’ll be spending 100% of my business effort on helping and supporting my current clients and the greater community.

Scale 131

Scale Gatekeeper Churn Quota 131

Chorus.ai

MARCH 5, 2021

Good persona building will make prospecting and turning those prospects into qualified leads much easier. 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. Step 1: Find your data.

Top of Funnel 113

Top of Funnel Webinar Metrics Strategy Buyer Persona 113

Hubspot Sales

AUGUST 25, 2018

How Fast Are Salespeople Churning in 2018? Why are salespeople churning at such alarming rates? Lack of promotion might also be a reason reps churn quickly. of top performers spending four or more hours on sales related activities such as asking for referrals, prospecting, taking sales meetings, and following up.

Hiring 111

Hiring Churn Survey Promotion 111

Anthony Iannarino

AUGUST 15, 2020

There is no end to the problems you need to solve, starting with acquiring meetings with your prospective clients, a challenge you must solve to succeed. You solve the problem of incremental growth , which requires net new revenue after making up any churn in clients.

Hiring 113

Hiring Lead Rank eBook Churn 113

Emissary

APRIL 20, 2023

Add in increased employee churn (both on the sell side and the buy side), and the buying process is a thorny labyrinth these days. Only then can they piece together a reasonable perspective on markets, territories, and accounts. Regardless of economic factors, B2B buying has been getting more complex for years.

Hiring 52

Hiring Ideal Customer Profile Banking Territories 52

Sales Hacker

FEBRUARY 12, 2021

Track your recurring revenue, upgrades, downgrades, and churn. Chat with prospects in real-time using Conversations. This feature is designed to predict which sales leads are more likely to convert, churn risk, lifetime value, delayed payment, and more trends and patterns that managers can use to inform decisions. 282 reviews).

Enterprise 84

Enterprise Enterprise CRM NetSuite 84

Anthony Iannarino

AUGUST 16, 2020

There is no end to the problems you need to solve, starting with acquiring meetings with your prospective clients, a challenge you must solve to succeed. You solve the problem of incremental growth , which requires net new revenue after making up any churn in clients.

Hiring 102

Hiring Lead Rank eBook Churn 102

Zoominfo

DECEMBER 17, 2017

In the long-term, gift-giving can increase customer retention , improve ROI, reduce churn, and boost brand reputation. Corporate Gift Giving Best Practices Whether you’re in charge of choosing the company gift or just looking for a way to thank your team, corporate gift giving is tricky territory. What’s appropriate? Is this weird?

Guidelines 130

Guidelines Policies Handbook Government 130

Crunchbase

FEBRUARY 9, 2021

Find prospects that match your ICP with Crunchbase Pro – try it free. How often do we start analyzing sales and end up in the wrong financial or market territory? Don’t think you control your market or customers. Let the data reveal the reality of your surroundings. Make sure your team is ready to execute with you.

Data 98

Data Forecasting Ideal Customer Profile ACT 98

Highspot

FEBRUARY 14, 2024

It addresses how sales representatives engage with prospects, close deals, and meet revenue targets. Components Sales Plan: Includes sales tactics, prospecting strategies, target setting, and customer relationship management (CRM) activities. Churn Rate: Percentage of customers lost over a given period.

Paid Content 52

Paid Content Lead Rank Top of Funnel Marketing 52

Highspot

FEBRUARY 14, 2024

It addresses how sales representatives engage with prospects, close deals, and meet revenue targets. Components Sales Plan: Includes sales tactics, prospecting strategies, target setting, and customer relationship management (CRM) activities. Churn Rate: Percentage of customers lost over a given period.

Paid Content 52

Paid Content Lead Rank Top of Funnel Marketing 52

Hubspot Sales

MARCH 7, 2018

How are your salespeople contributing to the expansion of your business in their given territory? Of the new prospects your reps reach out to, how many convert to customers ? Are lower-performing reps approaching bad-fit prospects? Compare conversion rates to the number of prospects a rep reaches out to.

Lead Rank 144

Lead Rank Lead Scoring Sales Management Scale 144

Hubspot Sales

JANUARY 31, 2018

If you’re still cold calling prospects and think it’s a great way to generate new opportunities, stop selling now. Of course, you still need to do call prospecting, and in this scenario, warm calling is the way to go. As a result, salespeople had a bit more flexibility in what they could say to their prospects. Cold calling.

Cold Calling 145

Cold Calling Social Media Inbound Face-to-face 145

Partners in Excellence

JULY 18, 2019

Sales people know how to prospect and find the right opportunities. The sales person’s territory is open for 3 months. Buyers are still buying, we may have someone trying to cover the territory, but they were already fully occupied in their own territories. [So It takes longer for managerial jobs.

Hiring 76

Hiring Territories Buying Cycle Sales 76

Accent Technologies

APRIL 17, 2019

and the sales engagements that transpired with each of those prospects. And this is helpful as you embark down the path of identifying your ideal customer profile, setting territories, etc., but it still leaves the second gap: Prospect engagement data. Considering the state of technology at the time, this seemed logical.

Ideal Customer Profile 40

Ideal Customer Profile Data Closing Lead Rank 40

The Spiff Blog

JANUARY 25, 2022

What started as a manageable headache is now causing your organization to leak revenue— especially as you add more products, territories, and go-to-market strategies into the mix. Prospects aren’t in your funnel. Prospects can easily get lost in the shuffle— and valuable insights right along with them. Guess what?

Hiring 52

Hiring Scale Top of Funnel Funnel 52

Pointclear

SEPTEMBER 24, 2015

Marketing provides air cover by nurturing and educating their known universe of prospects. While sales is effectively utilizing the moments of attention that marketing is engendering with their target prospects. Don’t forget all of the additional channels beyond email, mobile, and social to communicate with your prospects.

Account Based Marketing 100

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

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

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. Prospecting. Territory Alignment. Negotiations.

Pipeline 322

Pipeline Twitter Top of Funnel Hiring 322

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. A clawback “takes back” the rep’s commission and kicks in if a customer churns before a specific benchmark. Quotas and OTE. No sales comp plan is perfect.

Compensation 129

Compensation Hiring Salary Commission 129

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. In other words, you can’t be sure exactly how broad the size of your prospective customer base is or what industries that base is centered in.

Scale 73

Scale Hiring Top of Funnel How To 73

Mindtickle

OCTOBER 24, 2016

Although it may seem like all of the territories in new hire onboarding has been fully explored and mapped out, the pre-join period is still uncharted territory that human resources professionals may be overlooking. Prospective employees feel valued and this gives the candidates the impetus and drive to excel post joining.”.

Hiring 52

Hiring Company Lead Rank Lead Scoring 52

Mindtickle

OCTOBER 24, 2016

Although it may seem like all of the territories in new hire onboarding has been fully explored and mapped out, the pre-join period is still uncharted territory that human resources professionals may be overlooking. Prospective employees feel valued and this gives the candidates the impetus and drive to excel post joining.”.

Hiring 52

Hiring Company Lead Rank Lead Scoring 52

Pipeliner

OCTOBER 13, 2020

With Sales Performance Insights a sales leader or sales representative can see, at a glance, how various leading and lagging indicators have been combined so far for a sales unit, for reps as compared with other reps, and for territories as compared with others. Not only can reps be compared, but so can various indicators for those reps.

Lead Rank 98

Lead Rank Lead Scoring Leads Marketing Qualified Lead 98

Sales Hacker

JANUARY 20, 2021

Marketing is responsible for campaigns that are focused on up to 500 industry accounts and on account clusters where prospects display similar intent signals, have similar characteristics, and are in the similar buying stage. After you gain interest and awareness, you need to challenge the status quo and then convince prospects to commit.

Account Based Marketing 67

Account Based Marketing Top of Funnel Account Lead Rank 67

InsightSquared

APRIL 14, 2021

Did the prospect stall on a specific page of the proposal? Once you have your number, put it to use to proactively identify prospects that are starting to lose momentum. Are my reps prioritizing the right prospects? How does this prospective company compare to other companies we’ve converted in the past?

Lead Rank 62

Lead Rank Ideal Customer Profile Lead Scoring Top of Funnel 62

Partners in Excellence

JUNE 23, 2015

How do we increase our prospecting effectiveness? OK, the last data point is just experimental—we can’t yet draw conclusions on sales performance based on phase of the moon. Why is our sales cycle increasing? What’s causing our average deal size to decrease? Why is our customer retention slipping?

Sales Cycle 48

Sales Cycle Retention Churn Distribution 48

Close.io

OCTOBER 8, 2019

Enterprise sales can be a treacherous territory if you’re an inexperienced startup founder. Organizational Churn. Do you manage the onboarding process and pilot yourself and are actively involved in making them work for your prospect? Do you have clear metrics to determine how the prospect defines “success”?

Oracle 53

Oracle Enterprise Enterprise Google 53

Close.io

SEPTEMBER 19, 2019

No joke, we’ve spoken to CEOs who want to make money on outbound prospecting in 90 days, but when asked how long their sales cycle is, they answer “four to six months.” Zuora looks to see if a prospect is pursuing one of the “eight growth initiatives.”. Reduce churn. Everyone feels the pressure, but how do you handle it?

Outbound 60

Outbound Case Study Ideal Customer Profile Account 60

Partners in Excellence

FEBRUARY 9, 2024

Customers don’t want to talk, we struggle to find enough qualified prospects to build healthy pipelines. And if the seller didn’t have a predecessor, they are developing their territory from scratch. Case 2, leadership churn: Now let’s move to the leadership side of this problem. It’s unsustainable!

Churn 110

Churn Ideal Customer Profile Loyalty Pipeline 110

Partners in Excellence

FEBRUARY 17, 2014

For example, I know that I have to have a certain number of prospecting conversations this week. We know how our weekly prospecting calls (sharply executed) impact our goals. We’ve done this by analyzing our funnel and prospecting performance over many years. We may have account and territory goals/metrics.

Quota 92

Quota Trends Churn Maximizer 92