Corporate Visions

JULY 2, 2020

As you move up the y-axis, those programs gain more executive altitude , becoming more strategic and immediately impactful to the company’s growth agenda. The Second Wave: Territory Plans. The second wave of sales enablement, moving up and to the right, is what we call the Territory Planning wave.

Sales Enablement 52

Sales Enablement Webinar Metrics Territories Top of Funnel 52

Salesmate

JULY 9, 2020

Your success rate for closing deals will depend on your target market, your niche, the products you sell, and the area you serve. 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. Opportunity Win Rate.

Pipeline 121

Pipeline Sales Qualified Lead Churn Lead Rank 121

SBI Growth

JUNE 26, 2013

Sales VP churn isn’t getting any better. An example could be low selling time. Territory Design / Structure Process. On-Boarding – Summary of process for onboarding, training modules, technology set-up, etc. Social Selling Guidelines. Help them catch-up quickly and hit the ground running. replies Dave. “OK,

Hiring 319

Hiring Lead Rank Compensation Guidelines 319

SBI Growth

SEPTEMBER 27, 2013

The idiots at that company just churn and burn people!". Now they are impatient to make up for the temporary career setback. Best-selling author and Gen-Y expert Dan Schawbel explains why. When new territories and quotas are assigned, other pastures look temptingly green. They change jobs after just 2-3 years.

Sales Talent 300

Sales Talent Conversion Survey Salary 300

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? The average sales cycle can be extended because the data includes new hires and new territories as well as established sales resources.

Sales Cycle 102

Sales Cycle Lead Rank Hiring Sales Qualified Lead 102

Gong.io

JULY 27, 2022

Follow up with questions like: How are you tracking toward those goals? Territory plans. When you’re fully aligned with your clients on their biggest objectives, you’re better positioned to help them meet them and identify relevant upsell and cross-sell opportunities. Identify churn signals and growth & upsell opportunities.

Examples 62

Examples How To Churn Lead Rank 62

A Sales Guy

NOVEMBER 27, 2013

The recurring revenue from the existing base can make up as much as 75% and more of your annual revenue. A key metric in SaaS is churn. The key, keep churn as low as possible. But, with that said, some churn is better than others. High risk to renewing, lots of up-sell opportunities.

Maximizer 114

Maximizer Revenue Churn Customer 114

SalesLoft

MARCH 20, 2020

” Follow up. Whether it’s selling, management, scaling, strategy, or whatever — now is a unique opportunity to get support. I’m not sure anybody is qualified to give advice on how to sell in a pandemic, least of all me. This is uncharted territory for us all. Don’t ask for advice then ghost people.

Scale 131

Scale Gatekeeper Churn Quota 131

Sales Hacker

FEBRUARY 12, 2021

More often than not, companies end up with overly complicated systems that actually add more friction and complexity to the company. If you can automate repetitive tasks, follow-ups , and manual data entry, then you can free up more of your team’s time so they can focus on the really important projects.

Enterprise 84

Enterprise Enterprise CRM NetSuite 84

Emissary

APRIL 20, 2023

The term found its way into the US Army War College by 1991 and ever since it has popped up in times of turmoil —the late 90’s dotcom bust, the 2008 financial services crisis, and the pandemic onset of 2020 to name a few. To illustrate, let’s apply VUCA to today’s selling environment: V olatility = a high rate of non-linear change.

Hiring 52

Hiring Ideal Customer Profile Banking Territories 52

Mereo

APRIL 2, 2020

Yet with a well-oiled revenue engine, any challenges you come up against will be mitigated or side-stepped altogether. Sales operations are not the glamorous side of selling, why most get into the business. Yet, you can guess it or perhaps you are living it: Many selling organizations lack formal sales operations.

Sales Operations 45

Sales Operations Revenue Territories Compensation 45

Chorus.ai

APRIL 11, 2022

What does building a truck factory have in common with selling software? RevOps works with sales and marketing teams to build accountability and alignment by developing metrics that ladder up to corporate goals. Where do customer success teams stand with renewal rates and churn? That’s how Scott Sutton sees it.

Cost per Acquisition 117

Cost per Acquisition Revenue Cost per Lead Lead Rank 117

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

Anthony Iannarino

AUGUST 15, 2020

What you are not responsible for are all the little transactional problems that show up along the way. You solve the problem of incremental growth , which requires net new revenue after making up any churn in clients. One of the primary obstacles that show up for sales leaders comes from their leadership team.

Hiring 113

Hiring Lead Rank eBook Churn 113

Anthony Iannarino

AUGUST 16, 2020

What you are not responsible for are all the little transactional problems that show up along the way. You solve the problem of incremental growth , which requires net new revenue after making up any churn in clients. One of the primary obstacles that show up for sales leaders comes from their leadership team.

Hiring 102

Hiring Lead Rank eBook Churn 102

Highspot

FEBRUARY 14, 2024

A comprehensive sales and marketing plan sets up organizations for long-term growth and success. And when teams are aligned, companies can generate up to 208% more revenue from their marketing efforts. Strategies for acquiring new customers, upselling, cross-selling, and customer retention. What is a Sales and Marketing Plan?

Paid Content 52

Paid Content Lead Rank Top of Funnel Marketing 52

Highspot

FEBRUARY 14, 2024

A comprehensive sales and marketing plan sets up organizations for long-term growth and success. And when teams are aligned, companies can generate up to 208% more revenue from their marketing efforts. Strategies for acquiring new customers, upselling, cross-selling, and customer retention. What is a Sales and Marketing Plan?

Paid Content 52

Paid Content Lead Rank Top of Funnel Marketing 52

Hubspot Sales

MARCH 7, 2018

Upsell/Cross-Sell Rates. How are your salespeople contributing to the expansion of your business in their given territory? Share this data with your team so they can see how they stack up against other reps. Upsell/Cross-Sell Rates. KPIs for Sales Managers. New Leads/Opportunities. Client Acquisition Rates.

Lead Rank 143

Lead Rank Lead Scoring Sales Management Scale 143

Hubspot Sales

JANUARY 31, 2018

I’ve been selling for over 30 years, and it’s been a blast. Although it’s arguably more difficult to sell effectively in 2018, it’s easier for top performers to differentiate themselves. If you’re still cold calling prospects and think it’s a great way to generate new opportunities, stop selling now. Drop the 18 tactics below.

Cold Calling 145

Cold Calling Social Media Inbound Face-to-face 145

BrainShark

MAY 31, 2023

If a seller leaves and there’s a spot open, that quota isn’t covered or it’s split up by others on the team halfheartedly.” According to Sales Enablement Pro, “Prioritizing competency is necessary for sellers to keep up with the pace of rapid change in the modern selling environment.”

Hiring 62

Hiring Sales Talent Scale Sales Enablement 62

Chorus.ai

FEBRUARY 4, 2020

Let’s say you’ve built a great sales team , built up a solid method for tracking your data , and nailed your sales strategy. As a result, your product sells like hotcakes. We’ve rounded them up for you, all in one place. Your sales team will have been accustomed to selling it as a narrower collection of features.

Scale 73

Scale Hiring Top of Funnel How To 73

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. Increase upsell/cross-sell rate. It doesn’t matter how much (or how little) they sell, their take-home earnings are set. Increase cash flow.

Compensation 124

Compensation Hiring Salary Commission 124

The Pipeline

MARCH 18, 2011

Sign up for our Email Newsletter. Stored in Attitude , EDGE Selling , Guest Post , Proactivity , Sales Strategy , Sales Tool , execution. Instead of being thought-leaders we’ve become frenetic, selfish territory managers. We should team up for the ultimate “outrageously irreverent” sales conference.

Pipeline 322

Pipeline Twitter Top of Funnel Hiring 322

Partners in Excellence

JULY 18, 2019

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 Some may move faster, some slower, but let’s say the average selling cycle is 9 months. But there’s a problem.

Hiring 76

Hiring Territories Buying Cycle Sales 76

Pointclear

SEPTEMBER 24, 2015

Is ABM the Holy Grail for lead generation or just another black box solution destined to cost a lot of money, distract marketing and end up getting more bad leads to sales faster than ever before? Maybe you traditionally sell to one line of business. Click here to read Part 1. ). Don’t target too many accounts or you’ll lose focus.

Account Based Marketing 100

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

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. Prioritize pipeline: If resources are limited, focus RevOps on top of funnel pipeline, and expand to post-sales renew or cross-sell/upsell later. Guess what?

Hiring 52

Hiring Scale Top of Funnel Funnel 52

Accent Technologies

APRIL 17, 2019

And this is helpful as you embark down the path of identifying your ideal customer profile, setting territories, etc., Continue selling at the same rate and take time out of their leisure to enter CRM data (becoming less happy and more likely to churn). but it still leaves the second gap: Prospect engagement data.

Ideal Customer Profile 40

Ideal Customer Profile Data Closing Lead Rank 40

PandaDoc

OCTOBER 14, 2020

A good sales territory plan and an understanding of your sales channel strategies will help you write your next sales success story. Chances are you’ll be up against at least several (potentially dozens or hundreds depending on your field) of other brands. It’s up to you to find out exactly what your customer’s looking for.

Strategy 111

Strategy Face-to-face Research Google 111

Pipeliner

OCTOBER 13, 2020

For example, if you add up the value of your opportunities in the pipeline, the percentage chances of their making it through, the rankings of each deal, and other leading factors, you see that, if all goes according to plan, you’ll have $1.5 million for the quarter. Sales Performance Insights. Deeper Meaning. Opportunity Cost.

Lead Rank 98

Lead Rank Lead Scoring Leads Marketing Qualified Lead 98

Partners in Excellence

DECEMBER 1, 2011

As sales people, we want to make sure we are “in control,” that we are pursuing enough opportunities to make our numbers, that we are expanding our presence in the territory, that we are satisfying our customers or whatever. Everyone knows the challenges of selling and how things may change.

Sales Management 88

Sales Management Top of Funnel Territories Funnel 88

Sales Hacker

MARCH 27, 2018

You head out to a territory (market) where you can mine (generate) something valuable, then sift (qualify) good finds from the bad. You then focus on refining (nurturing) the good finds and attempt to make a hefty profit by selling value to the best buyers. 4) Cold meetings don’t end up as sales wins. 7) Social selling.

B2B 87

B2B Ideal Customer Profile Sales Qualified Lead Lead Rank 87

InsightSquared

APRIL 14, 2021

If your organization isn’t taking advantage of automated activity capture, you, along with every report that relies on the data within your CRM, are set up to fail. . As revenue leaders, we often get caught up in the hectic, day-to-day challenges facing us. Are we overlooking up-selling and cross-selling to this high-value customer?

Lead Rank 62

Lead Rank Ideal Customer Profile Lead Scoring Top of Funnel 62

Close.io

OCTOBER 8, 2019

Enterprise sales can be a treacherous territory if you’re an inexperienced startup founder. Here’s the story of how it made my first startup go belly-up. We set up meetings with Google, and more and more high level executives got involved: they loved our product and vision! You have to sell to ALL the stakeholders.

Oracle 53

Oracle Enterprise Enterprise Google 53

Sales Hacker

JANUARY 20, 2021

Selling into mid-market and enterprise accounts and consistently winning requires collaboration, shared goals, and joint execution. However, many ABM organizations are not setting up their ABM programs in a way where collaboration is required. You can expand your market share within territories, accounts, and divisions.

Account Based Marketing 67

Account Based Marketing Top of Funnel Account Lead Rank 67

Partners in Excellence

FEBRUARY 9, 2024

Case 1, Individual contributors: For all but the most transactional selling processes, it takes time to ramp, build a pipeline, and achieving success. In complex B2B, it can take 3-9 months to ramp up to where you can take on the job and start producing. Then, we have the buying/selling cycle. It’s unsustainable!

Churn 109

Churn Ideal Customer Profile Loyalty Pipeline 109

Sales Hacker

DECEMBER 29, 2020

Guided selling with Revenue Grid allows you to guide reps step by step through every deal, reducing guesswork and increasing consistency so your teams have the best odds with every opportunity in the pipeline. It’s a big selling point. Now, before we bring you this conversation, we want to thank our sponsors. Is it remote work?

Customer 65

Customer Segment Top of Funnel Lead Rank 65

Sales Hacker

APRIL 16, 2018

4) Going up the sales career ladder [9:00]. 9) Territory planning and territory creation [33:30]. The sales team is set up in two teams, we’ve got a team that’s responsible for selling into the buy side and sell side, and a team responsible for selling into big corporations.

Hiring 40

Hiring Territories Scale Top of Funnel 40