No More Cold Calling

JUNE 13, 2013

Guest blogger, Michael Nick, explains where (and how) to use ROI in your sales process. I was impressed with his commitment to salespeople and how he helps them learn to justify ROI to clients. In this month’s guest blog, Michael breaks the ROI process into simple, easy-to-follow steps. What is the ROI on ROI anyway?

ROI 235

ROI Sales Qualified Lead Analysis Microsoft 235

Showpad

SEPTEMBER 1, 2020

Measuring the ROI of sales enablement is truly the master discipline. Today, we are going to discuss the ROI enablement can generate and what the critical success factors are. Then, we’ll cover how different functional perspectives have different ROI expectations. For instance, sales enablement creates an ROI of up to 15.3%

ROI 132

ROI Sales Enablement Forecasting Hiring 132

Allego

JUNE 28, 2018

This case study is from a presentation at ATD 2018 titled “How to Improve and Measure Sales Training ROI” with Michael Carpenter, Sales Readiness Information and Technology at Tableau. Wanted: Hard Data that Training Actually Works. We care about data above all else. Flash Drills as a Data Mine.

ROI 48

ROI Data Training Exercises 48

Zoominfo

APRIL 29, 2022

For go-to-market teams, data is critical to staying competitive, but not just any data. The quality of data matters greatly because bad data negatively impacts every step along the customer’s journey with your brand. To ensure the quality of their data, some organizations hire data quality managers.

Data 130

Data Marketo Transportation Hiring 130

Showpad

JANUARY 21, 2021

Take a moment to consider the sales training program your organization currently has in place. Do you train each new sales agent in one-on-one settings or as groups? Do you train each new sales agent in one-on-one settings or as groups? Consider real-world applications of training. Establish a rubric.

ROI 52

ROI Hiring Training Lead Rank 52

Apptivo

OCTOBER 20, 2023

Thе Challеngеs of Mеasuring CRM ROI 3. Thе Componеnts of CRM ROI You’vе just implеmеntеd a statе-of-thе-art Customеr Rеlationship Managеmеnt (CRM) systеm for your businеss. How do you mеasurе thе Rеturn on Invеstmеnt (ROI) of your CRM implеmеntation ? All thеsе factors contributе to a holistic ROI picturе.

ROI 52

ROI CRM How To Campaigns 52

Richardson

MAY 19, 2020

Leaders are discovering the viability of virtual instructor-led sales training as ROI benefits become clear. Initially, leaders began exploring virtual instructor-led training (VILT) in response to social distancing measures. The importance of maintaining momentum is evident in research from Boston Consulting Group.

ROI 52

ROI Training Benefit Groups 52

Vengreso

MAY 28, 2020

Think about this scenario: Your organization is ready to invest (or renew) hundreds of thousands of dollars (or perhaps millions) in your sales technology stack and tools for your team, but the executives and the finance department want you to calculate the ROI to justify the expense of each tool. How quickly will the company see ROI?

ROI 122

ROI Sales Tools Tools How To 122

Hubspot Sales

OCTOBER 1, 2021

In this post, we'll walk you through how to know when your CRM is set up for success and how to increase your chances of getting the highest ROI from it. You have more data on how your business is performing. 7 CRM Best Practices for High ROI. Train your team to use the CRM. Avoid data silos.

ROI 87

ROI CRM Analytics Churn 87

Zoominfo

FEBRUARY 23, 2023

Business today is fueled by a constantly expanding, increasingly complex body of data. And that means data governance — managing the data produced, acquired, and used by a company — has become a critical function. What is Data Governance? Greater visibility also contributes to your business culture.

Government 100

Government Data Policies How To 100

Allego

APRIL 10, 2018

CEOs have good reason to expect sales training programs to produce better business outcomes, but many training programs don’t measure these. How can sales training and enablement professionals improve what they don’t measure? What CEOs Want from Sales Training, But Don’t Get. Sales Training is An Investment, Not a Cost.

ROI 54

ROI Training Survey Intent 54

Allego

AUGUST 2, 2022

You can with sales enablement intelligence—a data-driven approach to learning, coaching, and content to maximize revenue per rep. ” That lack of standardization leads to decisions based on assumptions and intuition instead of data. Many organizations struggle to gather data, nevermind analyze it well enough to produce insights.

Lead Rank 118

Lead Rank Lead Scoring Sales Enablement ROI 118

Cincom Smart Selling

AUGUST 18, 2020

In this article, we’ll extend that conversation to include a more quantitative approach to CPQ ROI. In any case, if the customer selected the wrong solution this will considerably limit the ROI they can achieve. It may be necessary to gather much more business data depending on the expected quality of the ROI calculation.

ROI 118

ROI Discount Licensing Vendor 118

Allego

JANUARY 14, 2020

As a manager, you may be missing out on one of the most valuable training tools: the interactions your salespeople are having. None of this “data” is cataloged so it can be shared and implemented. Imagine the ROI if you could capture this knowledge. You could begin to implement it in your training.

ROI 93

ROI Sports Channels System 93

Allego

AUGUST 14, 2017

First in a series of posts about the ROI of sales training. At last June’s Sales Success Summit, our customer conference, attendees chose ROI as the topic they most wanted us to cover. At last June’s Sales Success Summit, our customer conference, attendees chose ROI as the topic they most wanted us to cover.

ROI 48

ROI Training Conference Groups 48

Accent Technologies

AUGUST 24, 2023

Whether you're curious about the ROI of AI or eager to understand how AI can streamline cross-departmental productivity, this webinar is your gateway. Uncompromised, Unparalleled Security Data breaches aren't just a bad day; they can be catastrophic. Like gold in Fort Knox, your data is not just protected; it's fortified.

Data 52

Data Webinar Metrics Enterprise Enterprise 52

Highspot

JANUARY 9, 2024

This makes B2B sales training more important than ever. A well-designed program, paired with a robust training software , will empower your sales reps with the knowledge they need to deliver value and close more deals. What Is B2B Sales Training? What is B2B Sales Training? What Does the B2B Sales Process Look Like?

B2B 52

B2B Training Top of Funnel B2C 52

Allego

OCTOBER 14, 2021

Maximize coaching resources with targeted, AI-powered competency training. Replicate winning behaviors using trend data from the point of sale. Ask yourself these questions: What do you expect as a result of content, training, and coaching? Onboarding & Training > Time to First Deal.

Sales Enablement 71

Sales Enablement ROI Hiring Collateral 71

Showpad

MARCH 12, 2020

By providing sales enablement tools such as ongoing training materials and marketing content to reps, you support their development and strengthen their contribution to sales and organizational goals. In this blog, we’ll discuss how to determine the ROI of your sales enablement strategy and what actions you can take to boost it.

ROI 69

ROI Sales Enablement Hiring Webinar Metrics 69

Showpad

NOVEMBER 17, 2020

If you’re looking for ways to show the ROI (return on investment) of your marketing content, you’re not alone. With budgets under scrutiny going into the new year, marketing professionals need to rely on tools that provide them with insightful data to make revenue-generating decisions. What is content ROI? Investment.

Top of Funnel 98

Top of Funnel ROI Marketing How To 98

Showpad

APRIL 29, 2020

As highlighted in our new eBook, “No more half measures: How to identify and maximize sales enablement ROI,” the combination of sales enablement strategy and sales enablement technology can help CSOs drive millions of dollars in revenue. Quantifiable sales enablement ROI. Unquantifiable sales enablement ROI. Sales cycle lengths.

ROI 72

ROI Sales Enablement eBook Maximizer 72

Understanding the Sales Force

APRIL 4, 2024

Assessments Compared Data on Sales Excellence Coaching Salespeople MUST READ: Are Assessments as Evil as the Persona Movie Suggests? Correlation: Salespeople Strong in This Competency are 2125% More Likely to be Performers The Data: What Percentage of Salespeople are Really Coachable?

Hiring 149

Hiring Sales Leadership Sales Forecasts Forecasting 149

MTD Sales Training

NOVEMBER 1, 2011

How To Maximize Your ROI At An Exhibition. The value of face to face selling at exhibitions is well documented, so in these testing times, where we all have fewer customers with less money to spend, it is imperative that we plan ahead and train our stand personnel to work harder and smarter than our competitors. Data capture.

ROI 290

ROI Maximizer How To Face-to-face 290

SBI

DECEMBER 4, 2018

John: TechTarget’s data and insight products for sales called Priority Engine and Qualified Sales Opportunities are built on proprietary knowledge of enterprise purchase intentions and the specific people involved in them within accounts. NANCY: HOW HAVE COMPANIES DETERMINED THE ROI OF YOUR SOLUTION?

Intent Data 139

Intent Data Intent Data Enterprise 139

Highspot

OCTOBER 24, 2023

Sales training can be like sailing the high seas – an always-on adventure where focus, navigation, and teamwork are vital. We’ve curated a collection of the best sales training tips so you can build a program that will put wind in your team’s sails to navigate an uncertain selling landscape and outperform every quarter.

Training 52

Training Hiring Coaching Course 52

Hubspot Sales

JULY 13, 2023

Lack of Accuracy AI always relies on data. It uses Natural Language Processing (NLP) and machine learning (ML) to gather and process huge amounts of text or speech to build forecasts, analyze sentiment, or pinpoint insights from vast data sets. So, the risk that AI can pick up inaccurate data is always present.

Data 74

Data Hiring Guidelines Lead Rank 74

Gong.io

DECEMBER 31, 2020

This article is part of the Gong Labs series, where I publish findings from our data research team. Below are seven best-of-the-best tips from 2020 — all backed by data. The data tells us they really are just thinking about it. Our team of data scientists analyzed 304,174 emails, specifically looking at the CTA in each email.

Data 96

Data Top of Funnel ROI Video 96

Highspot

JULY 18, 2023

It’s essential that you clearly map out every step your sales team needs to take between the onset of a sales training program and its completion. We know that effective sales training has a positive impact, but how do you know you’ve locked in on the right approach?

Training 52

Training Hiring Scale Exercises 52

Pointclear

MAY 23, 2018

There are three executives within the company who should be proponents: Marketing leaders interested in delivering strong marketing ROI and making a measurable contribution to revenue. ITSMA’s data says that for high-consideration technology solutions, this is a myth. Who should care about the power of nurturing?

Sales Qualified Lead 124

Sales Qualified Lead ROI Lead Rank Lead Scoring 124

The Spiff Blog

SEPTEMBER 9, 2022

If your team believes any data they bring to the table will incriminate them, they’re deterred from gathering and sharing valuable information when deals don’t materialize. If, as a sales culture, you bake this mindset into your onboarding, training, and management style, you’ll notice a dramatic shift in how your team operates.

ROI 83

ROI How To Face-to-face Commission 83

Highspot

AUGUST 19, 2022

But as economic headwinds shift and marketers are once again tasked with making budgets stretch, new data reveals that marketing teams have a unique opportunity to rethink strategy, overcome old challenges, and yes, achieve more with less. What does this data tell us? 87% of sales training is forgotten after a month.

ROI 52

ROI Marketing How To Scale 52

SBI

JUNE 2, 2020

Why Reliable CRM Data is the Source of all Fast Flowing Revenue Streams. Software (like CRM), training (skills and product knowledge), coaching, and good sales processes are all key. The Definition of Reliable CRM Data. To have a fast flowing revenue stream, you need to get many factors right. Upstream Thinking at its Best.

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CRM Data Revenue Ideal Customer Profile 122

Highspot

JANUARY 3, 2024

Read on to discover how reps can confidently approach each closing conversation with closing sales training that works. Sales leaders and reps can efficiently navigate this crucial stage of the sales process with ongoing coaching and training. Let’s explore the key benefits of developing a comprehensive sales training program.

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Closing Training Lead Rank Negotiation 52

Highspot

OCTOBER 22, 2020

We also unveiled Highspot’s training and coaching capabilities. Why Training and Coaching. Our new capabilities deliver on the promise of revenue enablement with comprehensive content, guidance, training, coaching, and customer engagement capabilities, all powered by 360-degree analytics. That’s a 353% ROI.

Coaching 72

Coaching Training Conference ROI 72

Sales Evangelist

JUNE 11, 2019

Sales is equal parts art and science and one of the keys to success is leveraging sales incentive data to increase performance and ROI. Jason’s company works with tens of thousands of salespeople who work for major brands and helps them get smarter and make data-driven decisions. Understanding data will help tremendously.

Incentives 40

Incentives Incentive ROI Data 40

Highspot

NOVEMBER 7, 2022

Forrester stated, “Highspot leads with superior user experience, data science, and integrations. As noted in the report, Highspot “has made several smart moves to lock in enterprise-class scalability and credible, contextually relevant insights for its equip-train-coach platform.”

Lead Rank 95

Lead Rank Lead Scoring Report Research 95

Highspot

APRIL 14, 2023

Sales training programs that educate and prepare your team to anticipate rather than react to challenging sales situations is key. Why Sales Training Programs Fail Most organizations use some type of LMS for onboarding new hires or retraining current staff. With hybrid workforces, in-person training isn’t always feasible.

Training 52

Training Scale How To Hiring 52