Sales Hacker
MAY 6, 2021
They’ll rip apart your CRM and replace your opportunity fields with their proven-and-trusted sales methodologies and scoff if you try to rehearse Sandler, Challenger, or MEDDIC selling to them. This runs the full gamut of revenue and customer lifecycle from marketing and demand generation, to sales, to customer success, to renewal.
The Pipeline
MARCH 6, 2012
In these times of shrinking margins and diminishing returns, Mark’s insights will change the way you think about discounting, price, negotiating, and, above all, the all-important concept of value. Demand Generation. All sales aren’t created equal. Book Notice. Book Review. Business Acumen. Buying Process. Cold calling.
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The Pipeline
FEBRUARY 3, 2012
One approach that intrepid leaders can look to is too shrink the size of territories, based on a number of factors driven by deal size, length of cycle, nature of the offering (new or mature), is the focus margin or market share, is there opportunity for organic growth, or strictly competitive account growth, and others. Demand Generation.
The Pipeline
MARCH 2, 2012
Demand Generation. As with all things worth doing in sales, there is some work involved, despite what some soothsayers will tell you, there is no silver bullet in sales. First, identify those things above price, and those item that help balance or neutralize price. Book Notice. Book Review. Business Acumen. Buying Process.
The Pipeline
APRIL 8, 2011
Similarly in the market world, you have to entice a clientele base by promoting heavily without really striving for a high profit margin. Demand Generation. We started by building or repairing wells and bridges and offering education to anyone who was interested. Book Notice. Book Review. Business Acumen. Buying Process.
The ROI Guy
JANUARY 15, 2013
By a wide margin, SiriusDecisions indicates that Marketing would rather spend the incremental 10% on their bread-and-butter, Demand Creation (35%), followed by Brand (17%). However, the story is quite different when Marketing is asked about their own priorities. It’s not on Enablement. 2013 - The Year for Sales Enablement?
InsightSquared
JANUARY 23, 2019
Whether your sales and marketing teams are crushing their numbers or they are struggling to generate sufficient pipeline, there is always a desire for more leads at the top of the proverbial funnel. At better-aligned organizations, you’re likely having conversations about improving the conversion rate of your leads.
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