Tue.Jan 26, 2021

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

Sales Benchmark Index

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.

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.

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


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


A New Employee Landscape & Future Work Environment


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.

Your New Schematic for Next-Level Sales Coaching & Enablement

Speaker: Matthew Hawk, President of B2bTrainers

The term “sales enablement” applies to a dizzying array of best practices and technologies. In addition, there is tremendous competitive pressure not to fall behind. No matter where you are in your current sales enablement strategy, one thing is key: success ultimately rides on the habits of your sales managers & marketers. In this webinar, Matthew Hawk will lay out an in-depth schematic for your next-level sales coaching, demonstrate the key activities that comprise success, and walk you through several examples of sales coaching cadences that apply to all salesforce sizes.

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!

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More Trending

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.

Remote Selling Viewpoints with Pam Dearen of @Bigtincan

Smart Selling Tools

Remote Selling has become an important focus for every sales organization. Digital sales technologies, by default, are what enables remote selling.

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?

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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.

The Best Sales Forecasting Models for Weathering Your Goals

Every sales forecasting model has a different strength and predictability method. It’s recommended to test out which one is best for your team. This way, you’ll be able to further enhance – and optimize – your newly-developed pipeline. Your future sales forecast? Sunny skies (and success) are just ahead!

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


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.

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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.

Emerging Sales Signals: 5 Trends to Consider in 2021


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.

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.

Want to Crush Your Competition? Read How to Build an AI-Powered Selling Roadmap

“If sales reps have the right AI tools and adoption, we see sellers easily closing 3 times as many sales each month.” Hear from 5 experts on steps you can take to reduce non-selling time and use conversational & sentiment analysis to transform how you sell.

Roadmap for Sales Enablement Revenue Attribution


Sales enablers need to tie their work to revenue. It doesn’t matter who sales enablement reports to – sales, ops, CRO, CEO, etc. – the function is too prominent, too visible, and most importantly, too expensive to not have a clear line between cost and benefit.

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. One-Page Proposal sales success Business tips recession selling

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.

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Why blindly copying email templates NEVER works!


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.” ” .

The Revenue Leader's Guide to Prospecting

Speaker: Christopher Ryan, Founder and CEO of Fusion Marketing Partners

Sales & Marketing departments that work together guarantee higher acquisition, better nurturing, and more effective sales. Join Christopher Ryan for this insightful webinar, presenting the wide funnel lead nurturing model. Don't miss out on this opportunity to get your teams working together and your revenue performance optimized.

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.

3 Resolutions for Engaging B2B Customers in 2021


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.

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A Guide on Lead Nurturing


“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.

5 Ways a Facebook Page Can Help Your Business


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?

7 Keys to Creating Massive Value in Your Sales Meetings

Speaker: Marc Wayshak, Sales Strategist, Best-Selling Author & Founder, Sales Insights Lab

Engaging prospects in a strong two-way dialogue is something most reps struggle with. In this session with Marc Wayshak, you’ll discover a data-driven approach to sales meetings that yields significantly better results.

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.

A Guide on Lead Nurturing


“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.

5 Simple Ways to Grow a Business Using YouTube


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.

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Going for Gold


[On-Demand Webinar] The State of Customer Education: Trends and Benchmarks Report

Speaker: Sandi Lin & Linda Schwaber-Cohen

In this webinar, Skilljar CEO Sandi Lin shared learnings from Skilljar's recent study and her insights on the state of Customer Education. She dug into key findings so you can benchmark against industry trends and understand how your strategy and metrics compare.

Pipeliner, Effectiveness and Efficiency


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.

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?

Lessonly Life Lessons: 2020 Edition


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