Navigating the Biggest Growth Challenges of SaaS Companies

Sales Benchmark Index

Too often, SaaS companies that have enjoyed growth from expanding markets don’t have the commercial engine needed to withstand competition or weather an economic downturn.

How Do I Brand an Acquired Company?

Sales Benchmark Index

Corporate Strategy Marketing Strategy Video acquired company acquisition b2b acquisition b2b brand b2b brand positioning b2b branding brand house of brands how to rebrand rebrand acquired company rebrand acquisition company

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Benchmarking Marketing Performance for your Portfolio Companies

Sales Benchmark Index

If past performance is not indicative of future returns, then why waste marketing dollars by employing tactics that used to work yesterday but will put you out of business today? If marketing is becoming more agile and personalized, how can.

Three Reasons Companies Struggle to Execute Value-Based Pricing Strategies

Sales Benchmark Index

Most companies acknowledge the merits of value-based pricing as an ideal. Why then, do so many companies struggle to execute it in practice? There are three reasons we frequently encounter: Confusing Product Value with Customer Value. Back in the early.

Why B2B Contact and Account Data Management Is Critical to Your ROI

64% of successful data-driven marketers say improving data quality is the most challenging obstacle to achieving success. Given data’s direct impact on marketing campaigns, reporting, and sales follow up, maintaining an accurate and consistent database is a top priority for B2B organizations. This latest eBook aims to help marketing leaders understand the impact of data management on their company’s ROI.

If the Whole Company Supported Revenue Generation

Score More Sales

If the whole, entire company supported revenue generation, how strong would your customer care or customer service team be? sales strategy company successWould nothing ever slip through the cracks?

How Emerging Companies Attract ‘A’ Player Talent

Sales Benchmark Index

Corporate Strategy Sales Strategy SBI for SMB Video "A-Player" attract talent build sales force build sales team chief revenue officer cro emerging growth emerging tech emerging technology eric janssen hire sales reps hire talent intellitix onboard talent people plan retain talent sales talent talent acquisition tech company

Are Your Portfolio Companies Optimizing Their GTM Resources?

Sales Benchmark Index

Imagine turning on Monday Night Football, and watching your favorite team break the first huddle with 3 Quarterbacks, 2 Offensive Linemen, and 6 Wide Receivers. Besides looking strange, you would immediately recognize this strategy is going to fail before they.

How Companies Choose Sales Training Companies is Backwards

Understanding the Sales Force

Do you partake of dessert prior to eating your appetizer? Do you eat your dinner in the morning and have breakfast at night? Would you prefer to have the builder complete the finish work on your new house prior to framing it and installing the roof?

How T&L Companies Are Shifting GTM Strategy in a COVID-19 World

Sales Benchmark Index

While businesses world-wide have been grappling with the effects of the COVID-19 crisis, few industries have been seeing a surge in demand. Among those who have an opportunity to thrive are industrial markets like transportation and logistics. While market leaders.

How to Overcome the Pain Points of Your CRM

When used effectively, a CRM can be the life blood of your sales team – keeping everyone organized, efficient, and at peak productivity. However, as a company, sales stack, and database grow, it becomes difficult to uphold structure and governance to keep a CRM up-to-date. The result? Less organization, more confusion, and fewer deals closed. Leveraging leading industry research from industry analysts, this eBook explores how your sales team can gain back valuable time.

Companies Surprised by Unexpected Remote Selling Challenges

Understanding the Sales Force

For most salespeople and companies, the last three weeks has been an absolute roller coaster. Forget Consultative Selling, Value Selling and Sales Process - the things I talk about most often.

How a CRO Overcame Market Headwinds by Transforming a Legacy Company

Sales Benchmark Index

Digital is transforming the market as companies like Apple and Amazon reign supreme. There are a variety of ideas and definitions that surround “digital,” and Scott addresses common issues that companies run into when undergoing their own digital transformation.

What Is Your Company’s Prospecting Culture?

The Sales Hunter

Too many companies are missing on their plan because of a failure to properly prospect. Quit blaming salespeople for bad prospecting habits when you as the sales manager are the one with the bad prospecting habits! Culture starts at the top.

The Role of Tribe in Company Culture

The Center for Sales Strategy

Not long ago, I spoke with two leaders from a top-notch company enrolled in our Up Your Culture program. company cultureThe purpose of our conversation was to help them find ways to create a strong sense of unification employee engagement across their multiple markets.

Forrester Research Report: How Sales and Marketing Intelligence Drive Improved Business Outcomes

In 2019, DiscoverOrg commissioned Forrester Consulting to evaluate sales and marketing intelligence practices in the B2B space. The primary takeaway? Forrester found only 1.2% of companies achieved a score indicating maturity in data management practices. However, organizations are fighting back - and winning.

Selling To Big Companies

Fill the Funnel

The post Selling To Big Companies appeared first on Fill the Funnel. Sales Selling to big companiesWhen you sell to big clients… Like Nike, Amazon, Porsche, Starbucks or similar, You don’t talk to them about saving money. You don’t sell them on saving time.

3 Revenue Growth Tips to Accelerate Company Valuation

Sales Benchmark Index

Corporate Strategy Podcast company valuation inorganic growth organic growth organic vs. acquisition organic vs. inorganic revenue growth

The One Thing the Best Customer Experience Companies Do Differently

Sales and Marketing Management

The way to tell which companies are the pretenders and which are legit is by asking just one simple question: “Who is in charge of your company’s customer experience?” This entails having a leader who oversees the entire company’s customer service across every department.

Sales Reps are CRITICAL to Company Success

Score More Sales

B2B Sales Productivity company successYour sales reps – be they inside sellers, field sales, or otherwise are critically important to the success of your planned revenue growth for a very simple reason: A significant portion of the buying journey is done without sales involved and that won’t change.

Best Practices for a Marketing Database Cleanse

As frustrating as contact and account data management can be, this is still your database – a massive asset to your organization, even if it is rife with holes and inaccurate information. Entrusting a vendor to help maintain its accuracy and completeness is no ordinary engagement. Download ZoomInfo’s latest data-driven eBook aimed to help marketing leaders understand the best practices around choosing a B2B contact data provider.

Survey Results: How Market Leading Companies Plan to Make the 2020 Number

Sales Benchmark Index

We found that companies had initially been planning on nearly 31% of their 2020. We recently wrote about the emergence of the Chief Customer Officer and took that opportunity to survey CCO’s about how they will make their 2020 number.

Survey 206

Navigate Your Company to Rapidly Developing Markets

Sales Benchmark Index

Hassane’s mission is to establish Cypress as the global supplier of choice for innovative companies in high-growth markets. Joining us for today’s show is Hassane El-Khoury, the CEO of Cypress, the leader of the semiconductor industry.

What 84% of Companies Get Wrong About Annual Planning

Sales Benchmark Index

You see it all the time. An executive leader is scared to make bold decisions required to grow the firm. We call it “Incrementalism.” ” They quickly review minor successes of the past year and re-up. The meagerly reallocate funds towards.

How Operating Partners Can Kickstart Growth for their Portfolio Companies with Six Steps

Sales Benchmark Index

Download our Cross-Industry Benchmark Assessment Tool to help identify areas that need to be strengthened in your own company, to isolate what industries you should look to for cross-industry benchmarks, and for a step-by-step guide of who to engage at.

The Impact of Direct Dials on Sales Productivity

Leveraging the latest industry research, this eBook highlights the impact of direct dial phone numbers on sales productivity with the goal of empowering reps to have more conversations with prospects, and consequently, schedule more meetings, increase opportunities, and close more business - fast.

How High Growth Companies Conduct Market Research

Sales Benchmark Index

Corporate Strategy Podcast Account Segmentation Buyer Segmentation Market Research market segmentation sales strategy

Clients Deal With Companies

The Pipeline

We have seen companies hire sales reps less for their superior selling skills, and more for their “book”. What it also highlights is that savvy buyers will usually put more stock in the company they deal with than the person parked in the territory at the time of the deal.

Sales Ops Inside Big Companies

Sales Benchmark Index

Here is a 30 minute podcast for sales ops leaders inside of big companies. Sales Operations Strategy Forecasting sales operations sales forecasting sales planning Podcast

Company Seeks Sales Superstar

Score More Sales

Having been in sales for a number of years, I’m surprised that I haven’t put a matrix together already that helps a sales professional find the best fit next job as possible, and which would help companies decipher who their perfect candidate would be.

From Sales Enablement to Sales Performance: Moving the Needle on the Metrics That Matter

Speaker: Mike Kunkle, Founder & Sales Transformation Architect, Transforming Sales Results LLC

Want to step up, separate yourself from the pack, and maximize your company’s investment in Sales Enablement? More than 8 analyst firms, the Association for Talent Development, and the Sales Enablement Society have all defined “sales enablement” – each slightly differently.

Is Your Company Arrogant?

Score More Sales

He went on to talk about how many companies are doing the same things over and over – not changing on behalf of our ever-changing customers. Is your company arrogant? Some companies think they know best and do what they do because it always worked before.

Salesperson leaving the company? Commissions due?

Jeffrey Gitomer

Some companies have pay problems with departing salespeople. Know your company's policy. Compliment your old company or say nothing. Copies of my Company and Personal Mission Statements. Changing jobs? Get fired? Are you owed money for commissions?

100 Most Prospected-to Companies of 2018

DiscoverOrg Sales

You might recognize the most-prospected-to companies of 2018, according to DiscoverOrg’s database, as household names – but that’s not why savvy sales and marketing professionals have been pitching to them. Check out the top 100 companies at the end of this post. Company.

Your Portfolio Companies’ Forecasts Are Unbelievable, But Maybe Not In A Good Way

Sales Benchmark Index

Sample output of multi-method forecasting: Some say that forecasting is an art and others say it’s a science. The indecisive say that it is a combination, and many board members and PE deal teams say it’s a disaster. In some.

Staying Relevant in Sales as AI and Technology Continue to Take Over

Speaker: John Barrows, CEO, JBarrows Sales Training

As technology and AI advance, and as companies and reps continue to look for technical solutions to increase efficiency throughout the sales process, the human element of sales is being lost.The question we need to ask ourselves is – what can we do that a computer can’t? The answer lies in context; if we as sales professionals are not adding any context to our content, then we bring no additional value to what marketing and technology are already doing. Learn about the importance of context, and where and how to add it throughout the sales process!

How You Know It Is Time to Leave Your Company

Anthony Iannarino

How do you know it’s time to leave your company? Every company and every work environment has positives and negatives. A company might pay every well but demand more from you than you are willing to give.

Creating a Company Culture that Your Employees Will Buy Into

The Center for Sales Strategy

Over the last few years, company culture has been a hot topic in corporate America. Companies geared towards Millennials tout game rooms and espresso machines, and most companies are having serious discussions about how to create the right atmosphere. company culture

DiscoverOrg’s Tech Transformation: How a Data Company Became a Tech Company

DiscoverOrg Sales

When DiscoverOrg started out in 2007, it was a data company. But at some point a few years out, as our database and features continued to grow – we realized that it was a technology company, too. That’s a very hard change for a company to navigate. We are a data company.

Customer Experience – How to Benchmark Yourself to Best In Class Companies

Sales Benchmark Index

If you have invested the time to collecting this information, your next step is comparing yourself to other companies. In a recent article, we defined the right Key Performance Indicators for Customer Experience. Before we compare your Customer Experience to other.

How COVID-19 is Impacting B2B Marketing Plans

Speaker: Tom Pick, Chief Digital Marketing Consultant, Webbiquity

B2B Marketing Zone and Tom Pick, a well-known B2B Marketing expert, recently conducted a survey of over 450 senior B2B marketing professionals about the impact of COVID-19 on their B2B marketing plans. The results were not surprising in some areas, but were very surprising in others. Don’t miss this webinar, where Tom will share findings from the survey, from additional market input, and from the audience. By registering, you will get access to the full survey report.