The Pipeline

APRIL 16, 2014

While there will always be “new ways” to sell, the best sellers look for what works, not what is new or fashionable, including yes cold calling. Learn why and how consistently successful sales organizations understand that the focus is revenue, not sales or marketing, but an integrated approach to driving client success.

Cold Calling 306

Cold Calling Webinar Metrics Fashion Sales Qualified Lead 306

Partners in Excellence

NOVEMBER 22, 2020

It’s a lot like the fashion industry, every year, that which was “new and fashionable” is displaced by something newer. It is no longer fashionable to talk about sales enablement, now it’s revenue enablement. The comment got me reflecting. But the challenge is, they don’t work consistently.

Fashion 116

Fashion Face-to-face Sports Consultative Selling 116

SBI

JULY 9, 2013

Producing revenue is most certainly a far different animal than producing cars. However, we would do well to consider how we might increase our own sales production, carve waste out of our revenue manufacturing processes and optimize our sales capacity. If we did so, perhaps we can start a sales revolution—a true Sales2.0

Revenue 135

Revenue Hiring Proposal Sales Qualified Lead 135

The Pipeline

JANUARY 13, 2014

Well it seems that cold calling is coming back into fashion. When it comes to Responsibilities, just look at what is number one on the list: About the only thing that could make cold calling more fashionable is to call it Zombie Calling ! The only thing I can’t remember if it was 1987, 1993 or 2007 when I actually first bought it.

Cold Calling 312

Cold Calling Webinar Metrics Fashion Social Selling 312

Partners in Excellence

JUNE 13, 2016

I don’t know any successful business leader (in either the for profit or not for profit world) that has ever said, “We really don’t care about revenue!” As a consequence, we have to care about revenue. If we care about doing these things over a long period of time, we have to continually generate revenue.

Revenue 48

Revenue Ideal Customer Profile Hiring Fashion 48

The Pipeline

SEPTEMBER 20, 2013

Here’s a few ideas about ways to increase your online presence and subsequently your revenue during the fall season: Run social media campaigns that are seasonally-themed. Whether it is fashion or technology trends, you can research what exactly people are being predicted to purchase this season.

Fashion 244

Fashion Collateral Trends Campaigns 244

No More Cold Calling

AUGUST 16, 2018

They achieve five times more revenue, eight times more operating profit, and, for public companies, twice the return to shareholders. This is done by an experienced salesperson who knows how to ask the right questions, who knows how to use new sales techniques and when to have a good old-fashioned conversation.

Fashion 219

Fashion Buying Cycle Social Media Survey 219

Sales and Marketing Management

MARCH 11, 2019

Traditionally, each department has experienced success in the past working in a siloed fashion. In the real world, however, less than half of companies believe their sales and marketing teams are in any sort of alignment at all. But today’s customer journey has gotten more complex. Show value. Pilot, then iterate.

CRM 289

CRM Lead Rank Lead Scoring Data 289

BuzzBoard

APRIL 10, 2024

For example, if your agency helped a small local restaurant chain effectively bolster their social media influence and revenue, sharing this success could attract similar businesses seeking social media marketing expertise. Furthermore, these success stories enable your agency to underscore its industry know-how in a relevant context.

Case Study 52

Case Study Lead Nurturing Study Lead Rank 52

Hubspot Sales

NOVEMBER 27, 2023

Niche repair studios: Define your repair niche, like fashion (“sewing classes near me” gets 35k+ monthly searches on Ahrefs). Add another revenue stream by unbundling YouTube, and curating a search-friendly database of vetted video tutorials. “Kids tool set” gets 80k+ monthly searches on Amazon.

Opportunity 70

Opportunity Fashion Government Trends 70

SalesLoft

MAY 23, 2014

Here they are in slide-deck fashion: 8 Reasons Why Sales Development Is Your Key To Higher Revenue from Salesloft. Increased Productivity And Efficiency from Quota-Carrying Sales Reps = More Revenue. So when Craig Rosenberg published this masterpiece on TOPO’s blog , we fell in love. Sales And Marketing Alignment.

Revenue 52

Revenue Fashion Quota Follow-up 52

The Pipeline

DECEMBER 19, 2013

Some of these may not be fashionable, on the other hand nothing is more fashionable in sales than exceeding quota. They discontinued offering the bottom end, their unit sales did not decline, and their revenue and margins increased. By Tibor Shanto - tibor.shanto@sellbetter.ca.

Scale 296

Scale Fashion Margin Sales Cycle 296

No More Cold Calling

NOVEMBER 30, 2019

Message to sales leaders: Your job is to get the rocks off the road so your team can close deals, exceed quota, and blow past revenue goals. Maybe it’s old-fashioned, but the phone works. For more on referral sales, check out my blog posts from this month: Why You Need to Make Time for Asking for Referrals. I was so frustrated.

Referrals 257

Referrals Cold Calling Loyalty Fashion 257

Zoominfo

NOVEMBER 29, 2018

63% of respondents are highly annoyed by the way brands continue to rely on the old-fashioned strategy of blasting generic ad messages repeatedly ( source ). 79% of organizations that exceeded revenue goals have a documented personalization strategy ( source ). The benefits of successful personalized marketing.

B2B 214

B2B Marketing Retail Consumer 214

Partners in Excellence

MAY 26, 2021

We optimize the overall equation on our goals and our preferences–revenue, expense, headcount, productivity, and so forth. It’s become fashionable, recently, to apply manufacturing principles to our Go To Customer strategies. We may be trying to hit certain spend/budget goals. And then we “Go To Customer.”

Customer 132

Customer Scale Fashion Strategy 132

SBI

JULY 10, 2012

In a most singular and dedicated fashion, we gather with friends and family to enjoy those quintessential summer activities – a barbeque, a few well-deserved libations, and an evening of star-spangled fireworks to dazzle our spirits, and to remind us how fortunate we are to live in this precious realm of freedom we call America.

Revenue 111

Revenue Analysis Fashion Face-to-face 111

Pipeliner

JULY 14, 2022

Of course, most organizations gain roughly 80% of their revenues from 20% of their clients. Regarding that “keeping”, even a small increase in a firm’s client retention rate exponentially accelerates revenues and profits. Forecasting Account Revenue Growth. Delivering a Variety of Products/Services. Holding Long-Term Contracts.

Retention 97

Retention Forecasting Account Insurance 97

The Pipeline

OCTOBER 6, 2016

While many are sold, and think they are buying “productivity tools”, they are in fact hindering productivity, revenue success and growth. But automation for automation sake, or strictly as a fashion statement clearly does not add to productivity. Please don’t take this as being against automation, I love it, use it, and live off it.

Case Study 291

Case Study Fashion Exercises Buyer 291

Partners in Excellence

AUGUST 8, 2012

I’ve always been under the impression that revenue generation (quota) was the key objective for sales people. One of my own key metrics and that of the teams I’ve managed is Revenue–sometimes orders, sometimes revenue growth. Apparently, revenue is no longer a key metric for sales people.

Revenue 89

Revenue Sales Qualified Lead Case Study Trends 89

Pipeliner

AUGUST 2, 2023

This can range from the number of closed sales and generated revenue to generated leads and other metrics. If you’re wondering if outsourcing is the right choice for you, here are some pros and cons of sales outsourcing: Pros: Sales outsourcing can increase revenue while keeping costs low.

Outsourcing Services 97

Outsourcing Services Sales Outsourcing Hiring Salary 97

The Center for Sales Strategy

MARCH 13, 2019

And even for the business that is placed the "old fashioned" way, we'll have a need for fewer transactional sellers. Probably not, but I do know they will be an endangered species. In the future, AI networks and computers will be placing a larger and larger percentage of ad schedules. But, it's not all bad news.

Advertising 73

Advertising Advertising Fashion Networking 73

No More Cold Calling

APRIL 3, 2014

Whether you are CEO, vice president, or a sales manager , you play a central role in your company’s business-development process and are accountable for increasing sales and revenue. Above all, your job is to get the rocks off the road for your salespeople, so they can do what they were hired to do—Sell!

Hiring 212

Hiring Fashion Cold Calling Small Business 212

Partners in Excellence

AUGUST 3, 2020

Is revenue/orders the only thing we should be measuring? Too often, we focus only on orders and revenue. Those are important, after all orders and revenue are what keep our companies in business. And they are trailing metrics, so does measuring orders and revenue really help us in managing the business and achieving our goals?

Compensation 153

Compensation Pipeline Penetration Quota 153

Partners in Excellence

AUGUST 18, 2021

These can be helpful if applied, but too often, sales people don’t apply them in a disciplined fashion. In that business the September-December buying season represents the majority of their revenue. Using the previous candy example, if they didn’t have product on shelves in September, they would have lost $500M revenue.

Ideal Customer Profile 165

Ideal Customer Profile Outsourcing Services Customer Enterprise 165

SBI Growth

OCTOBER 11, 2013

What is the impact on the ’14 revenue line? He looks at in year revenue. He tackles elimination by redirecting existing dollars (trade shows) to revenue generating projects. It will help you look at your sales force in a holistic fashion. What initiatives should you ignore? Which ones can your team execute? Ask for help.

Outsourcing Services 314

Outsourcing Services Hiring Scale Trade Show 314

The Spiff Blog

SEPTEMBER 1, 2022

If you’ve worked in sales, revenue operations, or finance for any amount of time, I don’t have to tell you how important sales compensation is. More than 40% of surveyed sales leaders missed revenue targets in 2020 ( source ). Only 37% of sales reps’ time is being spent on revenue-generating activities ( source ). About Spiff.

Compensation 81

Compensation Salary Incentives Incentive 81

Partners in Excellence

JULY 30, 2020

Some financial and business data was presented—revenues, profits, growth. Then there are the goals for the coming year, our overall revenue goal , key projects and sales initiatives that we think will enable us to achieve that revenue goal. The first few pages were about the customer. Perhaps a market overview is included.

Account 95

Account Fashion Revenue ROI 95

The Pipeline

DECEMBER 5, 2013

Lower level buyers look at the mandate to cut costs in a somewhat “linear” fashion; they see it as a need to reduce the costs right across all products and services they purchase. The value of a real relationship is in how you can avoid being cut with the others, or even grow your revenue; not in how well you faired against the also rans.

Scale 261

Scale Fashion Vendor Buyer 261

The ROI Guy

NOVEMBER 22, 2013

In your 2014 plans, you likely have some significant revenue growth targets for the New Year. The odds are that these investments will fall flat and not yield all the revenue growth results you expect. However, more sales reps do not mean more revenue. Why is this? In fact: New sales reps take a long time to ramp up.

Hiring 67

Hiring Revenue Lead Rank Lead Scoring 67

Sales and Marketing Management

AUGUST 13, 2020

Recently, I facilitated this process with the leadership team of a client – a company with about $30M revenue per year. Picture an old-fashion piggy bank with the round pink belly and coin slot on top. I know this might sound like a rigid process – yet a step-by-step process works. At first the problem stated was quite broad.

Banking 177

Banking Top of Funnel Face-to-face Fashion 177

Sales and Marketing Management

FEBRUARY 8, 2021

No B2B buyer wants to hear that from a vendor when they place an order the old-fashioned way, by phone. By 2025, 72% of B2Bs expect 41% or more of their revenue to be derived from e-commerce websites they own or operate, according to Episerver’s “ B2B Digital Experiences Report. ”. (Pause) OK, what was it you wanted?”.

Outsourcing Services 156

Outsourcing Services Channels B2B Incentives 156

Sales and Marketing Management

AUGUST 26, 2019

This helps in understanding the deficiencies in the product and making the customizations better suited to the customers which will take the revenues higher annually. Instead of the old sales fashion, discuss genuine concerns of the customers.

Trends 199

Trends Marketing Fashion Lead Rank 199

SBI

AUGUST 11, 2020

If a sales rep has successful sales onboarding experiences while being remote, it will be a major factor for them to get up to speed to start building pipeline and bringing in revenue faster. Even when information pertaining to the business and products evolve, content needs to be updated and delivered to sales reps in a timely fashion.

Hiring 181

Hiring Coaching Fashion Face-to-face 181

Lead411

NOVEMBER 1, 2018

Whether it is reaching out when a company is going through a growth trend, responding in a timely fashion to an RFP, or reaching out to renew an existing contract; timing can mean the difference between revenue and missed opportunity. Time is always a key factor in sales.

Channels 56

Channels B2B Fashion Trends 56

Anthony Iannarino

AUGUST 28, 2019

Revenue Risks: When your dream client waits too long to make some necessary change, one of the risks is lost revenue. The revenue they lost was not unsubstantial, but when you look at through the lens of lifetime value, it was enormous. The taxi industry is giving up revenue to Uber and Lyft right now.

ACT 100

ACT Prospecting Enterprise Enterprise 100

Miller Heiman Group

APRIL 14, 2020

Miller Heiman Group, now part of Korn Ferry, has delivered Service Ready customer experience training to hundreds of consumer retail businesses, from big box sellers of consumer products to travel and hospitality providers, fashion outlets, media and entertainment conglomerates and advertising and marketing organizations.

Retail 124

Retail Consumer Lead Rank Lead Scoring 124

Pipeliner

JULY 28, 2021

Jermain Edwards helps enable customer leaders and key account teams to create recurring revenue, relationship growth and retention results they can trust with their most important customers. In this Expert Insight Interview, Jermain Edwards discusses customer leadership and why customers need leadership instead of management.

Customer 52

Customer Fashion Retention Intent 52