Tue.Jan 26, 2021

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How Market-Leading CEOs Use Data to Drive Dynamic Revenue Planning

SBI Growth

Back in the fall, my colleague Tony Erickson wrote about the unique challenges of planning for 2021 and referenced the need to make smarter bets, and used casino imagery to drive the point home. Included in that article was a.

Revenue 149
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Data - Top Salespeople are 631% More Effective at This Than Weak Salespeople (The Bob Chronicles - Part 3)

Understanding the Sales Force

Just before dark each day a Fox visits our property and drives our dog, Dinger, crazy. If you don't know Dinger, you can learn about his listening skills in this article. Last week, the Fox stole Dinger's green ball, brought it home to his own family, and that really pissed off Dinger! My wife and I have both scared the Fox away but he's a creature of habit and he continues to appear at the same time each day.

Data 334
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Churn Is A Variable of Quota You Need To Know

The Pipeline

By Tibor Shanto. The familiar expression “measure twice, cut once”, has validity in B2B sales as well. Specifically, churn , lost revenue that must be made up for in addition to new revenue goals. Churn is not a negative or a fault, but a factor. Companies close, get acquired, and a range of reasons beyond fault. But it is still a sum that has to be recovered before we start retiring quota.

Churn 310
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A New Employee Landscape & Future Work Environment

Zoominfo

In 2021, the brightest stars on the horizon may be employees. They took sudden work-from-home mandates and changed the narrative about remote productivity in ways that will have long-term effects on office culture and technology adoption. Workers will also further pressure their bosses to take social stands in the new year. “Employee activism is about elevating voices of underrepresented groups and employees feeling empowered to speak up about the things they think need changing,” ZoomInfo wrote

Software 246
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Brick & Mortar Retail Relevance: How to Stay Ahead of the Curve

Speaker: Jay Black, Senior Account Executive

Let's set the record straight: in-store retail isn't dead - it's evolving! Faced with the digital age and the demands of omnichannel shopping, some retailers are thriving while others are struggling to adapt. Join Jay Black in this exclusive session as he explores the strategies that set successful stores apart, including: Crafting unique and unforgettable in-store experiences 🛍️ Mastering the art of retail demands 🛒 Navigating inventory challenges in today's climate 📦 an

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How Atlanta’s Calendly turned a scheduling nightmare into a $3B startup

Openview

The post How Atlanta’s Calendly turned a scheduling nightmare into a $3B startup appeared first on OpenView.

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Sales Is A Human Process

Partners in Excellence

In the past 10 years, we’ve done everything we can to take the “human” out of complex B2B selling. We’ve mechanized the process, focusing on our efficiency and less the customer buying experience. We inflict mass, meaningless outreaches across increasing numbers of channels and increasing volumes of suspects. Sales growth has become a “predictable” math equation. “If it takes so many emails/dials to produce a conversation, to double the conversations, we

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A Guide to Enterprise Lead Generation

Zoominfo

Enterprise leads are the gold standard of lead generation. They bring in large ACV, provide your business with more social proof, and bring in more overall revenue. But as with anything great in life, they don’t necessarily come easily. Your typical lead gen strategy may not be enough when targeting the biggest fish. So if you want to grow your leads, it’s time to grow your strategy.

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Challenges of Coaching a Remote Sales Team

The Center for Sales Strategy

According to research , over $5 billion is spent solely on sales training and sales improvements every year in the US. If your remote sales team is not up to speed with the latest sales strategies and techniques, you could be costing your business a lot of money in missed opportunities. Coaching a remote sales team has its perks, you have less overhead because there is no brick and mortar location, plus, everyone has a bit more freedom and flexibility.

Coaching 141
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Should You Start a Business in Uncertain Times? What Research & Real Business Owners Say

Hubspot Sales

I started a business during my senior year of college. I was on the verge of graduation, beginning a full-time job, and sensing the reality of adulthood looming right around the corner. Looking back, that was a wildly uncertain time. Still, I pushed through, scaled it over a couple of years, and sold it before I moved to Chicago. I recently posted the question of “Should you start a business in uncertain times?

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ABM Evolution: How Top Marketers Are Using Account-Based Strategies

In times of economic uncertainty, account-based strategies are essential. According to several business analysts and practitioners, ABM is a necessity for creating more predictable revenue. Research shows that nearly three-quarters of marketers (74%) already have the resources needed to build successful ABM programs.

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A Guide on Lead Nurturing

Salesmate

“Strong customer relationships drive sales, sustainability, and growth.” – Tom Cates. From generating more leads to shifting the focus on nurturing leads, marketing tactics have evolved over the years. The rise in social media usage has shrunk the distance between a consumer and a company. Now, they’re not just making a purchase; customers are interacting with sales executives and following their updates on various social media platforms.

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Remote Selling Viewpoints with Pam Dearen of @Bigtincan

SBI

Remote Selling has become an important focus for every sales organization. Digital sales technologies, by default, are what enables remote selling. In this interview series, we ask executives at leading salestech companies to describe how their customers are leveraging technology, what metrics are now possible, and more. . Q: What are your customers doing to adapt to - or leverage - the trend towards distributed sales teams and remote selling?

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All the Bases Your Kickoff Meeting Needs to Cover [Template Included]

Hubspot Sales

It's finally done. The contract is signed. Another customer is on the books. It's all smiles and high-fives — you’ve even had a new client celebration within your company. Everyone on your end is ready to get to work on a new — and hopefully profitable — relationship. But that excitement and eagerness don't seem to go both ways. Your new customer isn't responsive when you reach out, and when they do get in touch, they're throwing out demands that extend beyond the contract they signed.

Meeting 120
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Getting What We Want

Partners in Excellence

Sales people are singularly focused on making sales—getting the PO. In some sense, that’s great. We want sales people to be driven to win deals, to get new orders, to grow our revenue. Sadly, though, this singular focus on orders actually doesn’t serve us well. We miss the key issue that drives our ability to get an order. We focus on getting what we want–the PO.

Discount 126
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Supercharge Your Sales: 5 Steps to Effortless Selling

Sales teams often lose precious time hunting for updated sales materials, while marketing struggles to keep these assets accessible and current. It's not just about managing; it's about seamlessly finding, presenting, and sharing critical sales content. All of this takes place within an intuitive, unified platform. Dive into Showell's groundbreaking content management realm.

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How To Organize Sales Leads In 2021: Using the Right Tools to Fill Your Funnel

Nimble - Sales

In the pre-digital era, a salesperson had to be communicative, smart, charismatic, persuasive, persistent, consistent, and knowledgeable. A salesperson in 2021 has to be all of the above, in addition to being fluent in technology. If you are wondering how to organize sales leads in the era of digital transformation to turn technology into your […].

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The Plain English Guide to Sticky Prices

Hubspot Sales

Some things never change. The world never stops turning. Arnold Palmers are always the best drink to order on a restaurant patio in the summer, and Betty White remains a national treasure with every passing year. There are plenty of other examples I could cite — those are probably the main ones though. Consistency is, well, consistent in a lot of fields, and pricing is no exception.

Scale 103
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Emerging Sales Signals: 5 Trends to Consider in 2021

Crunchbase

Every year in the sales industry brings new trends and processes for business leaders to consider. Over the last few decades, we’ve seen the rise of everything from e-commerce, to virtual reality sales. As technology continues to evolve, the possibilities of what could come next are endless. While it’s impossible to predict what 2021 and the years beyond may bring to sales, assessing the confusing marketplace in 2020 does give us some useful insights to use as a launchpad.

Trends 98
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5 Ways a Facebook Page Can Help Your Business

Pipeliner

Facebook is a pay-to-play marketing platform today. Yet, notwithstanding all the fussing and moaning, marketers did when it previously turned out to be certain that free Facebook marketing was a relic of the past, they’re all utilizing Facebook to market. Why would that be? Since even as a paid platform, Facebook produces an incredibly high marketing ROI.

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Solving the Biggest Tech Challenges in RevOps

In this eBook, we’ll run through real-world examples that show how RevOps teams can benefit from modern solutions for the access, management, and activation of their GTM data. Whether you need to improve lead response times, boost adoption of core tools, improve lead qualification, or target and automate your GTM motions, you’ll find examples of how revenue teams are solving some of the toughest problems in modern business.

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A Guide on Lead Nurturing

Salesmate

“Strong customer relationships drive sales, sustainability, and growth.” – Tom Cates. From generating more leads to shifting the focus on nurturing leads, marketing tactics have evolved over the years. The rise in social media usage has shrunk the distance between a consumer and a company. Now, they’re not just making a purchase; customers are interacting with sales executives and following their updates on various social media platforms.

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Pipeliner, Effectiveness and Efficiency

Pipeliner

Pipeliner CRM, with its constantly innovated and evolving new features, greatly assists salespeople, sales managers , and other roles in the company as they make their way into the future. As we move forward, it becomes increasingly important how users spend their time, because their time becomes ever more valuable. Pipeliner is like no other CRM tool in the world.

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4 One-page Proposal Formats

Selling Energy

In keep with last week’s one-page proposal discussion , I’m a firm believer that there are several different one-page proposal formats. Today let’s explore four different proposal types.

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Why blindly copying email templates NEVER works!

SalesFolk

I was checking my inbox when I landed on an email template that really made me cringe. The email in question was ripping off an email template I wrote at least 8 years ago. They even stole my subject line, “ quick question.” . Once upon a time, this template worked really well for my client’s specific needs. It generated over a million dollars in sales revenue.

Hubspot 52
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Redefining the CDP: 8 Data-Driven Designs for Successful Customer Journeys

In this guide, discover 8 use cases for how a customer data platform can tackle common challenges faced by marketing, commerce, service, and sales teams. With helpful diagrams and simple explanations in each use case, see how Salesforce’s CDP, Data Cloud for Marketing, powers personalized, real-time experiences across marketing, with capabilities that include: Optimizing ad spend Powering dynamic website content Increasing upselling and cross-selling Resolving service cases with marketing data B

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3 Resolutions for Engaging B2B Customers in 2021

Highspot

As businesses begin the new year, many have learned that the rapid changes implemented in response to the COVID-19 pandemic are now an important part of their growth strategy in 2021. Let’s take a look at three of the principles sales leaders must take into account moving forward. Build team-wide resilience. 2020 may be behind us, but change will continue to happen.

B2B 52
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Holding Back the Years (Inevitable)

Jonathan Farrington

Ten years ago, I wrote this article … “Far too many companies have devalued selling for far too long and some business leaders have even convinced themselves that they would do better if they did not employ salespeople – after all good products sell themselves, don’t they? As a consequence, until very recently, salespeople have […].

Company 26
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Lessonly Transforms Customer Service Training with New Enablement Certification

Lessonly

The post Lessonly Transforms Customer Service Training with New Enablement Certification appeared first on Lessonly.

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20 Critical Sales Qualification Questions to Identify the RIGHT Leads

Sales Hacker

Sales qualification questions help compare the prospect to the ICP to determine if they are a great fit. With an ideal customer profile, sales teams can focus on optimizing the sales qualification process. What Is Sales Qualification? Sales qualification is a vital process that helps sales teams determine which leads to prioritize first and which ones to shelf and pursue later.

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Drive GTM Efficiency with Tech Stack Consolidation

Consolidating your tech stack is an effective cost-saving measure that drives GTM efficiency and adds value to your enterprise. With a cohesive, integrated tech stack, your revenue teams can deliver an excellent customer experience that sets you up to win faster than your competitors.

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Lessonly Life Lessons: 2020 Edition

Lessonly

The post Lessonly Life Lessons: 2020 Edition appeared first on Lessonly.

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How to Do More With Less: 4 Benefits of Consolidating Your Sales Enablement Technology

Allego

2021 will be a very different year for sales organizations. Are the plans and processes you put in place going to set you up for future success? Entire teams shifted to virtual selling overnight in 2020. Budgets are being level-set or cut. Organizations need to rethink headcount, processes, and tools. Being effective will require careful planning to rebalance resources.

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5 Simple Ways to Grow a Business Using YouTube

Pipeliner

YouTube videos can be daunting, especially if you don’t know where to start. However, once you get the hang of it, YouTube videos are a clever and easy way to promote your business. Once you have created an audience comprising of real and active YouTube subscribers , it’s all smooth sailing from there. This is because, by the time you reach this stage, you are sure to gain enough experience for the process to become natural to you.