Bigtincan

JANUARY 28, 2021

Enterprise sales teams need fundamentally different software than their SMB or startup counterparts. They don’t just need a larger CRM license, or more Sharepoint storage, or another email automation software. This means software to help work through long sales cycles, complex […].

Enterprise 52

Enterprise Enterprise Software Software 52

Cincom Smart Selling

MAY 8, 2023

To reduce their eight-business-day quote turnaround time (à the high-level business objective is a “shorter sales cycle”) they dig deeper into business process steps like “configuring the product”, “pricing the product” and “getting approvals for requested discounts”. Old quote value is $6,000,000.00 → 1,200 quotes x $5,000.00

ROI 62

ROI Discount Licensing Vendor 62

Cincom Smart Selling

MAY 8, 2023

To reduce their eight-business-day quote turnaround time (à the high-level business objective is a “shorter sales cycle”) they dig deeper into business process steps like “configuring the product”, “pricing the product” and “getting approvals for requested discounts”. Old quote value is $6,000,000.00 → 1,200 quotes x $5,000.00

ROI 62

ROI Discount Licensing Vendor 62

Hubspot Sales

AUGUST 14, 2023

Let's take a look at some examples of value leaks during various stages of the sales cycle. An outreach email sets the tone for your entire sales process. However, in an effort to lock up clients, many sales teams will discount the second and third years of a contract. Buyers respond well to confidence.

Closing 122

Closing Proposal Negotiation Discount 122

Chorus.ai

JULY 9, 2020

Signals of Urgency in Your Sales Cycle It’s become more essential - and more challenging - to ensure a secure connection and infrastructure. Since then, there has been a slight return to normal, though there have been shifts in team sales processes. We had to accelerate our sales cycle to match the demand from the market.

Sales Process 62

Sales Process Data Segment Licensing 62

Gong.io

NOVEMBER 12, 2018

Here’s some hair-raising new data to chew on: When a sales rep says list price , typical price , or standard price to a buyer at any point in a deal, the sales cycle is 19% longer than average. If you have a 60-day sales cycle, that’s an extra 12 days tacked on. Next, the sellers’ and buyers’ behaviors (e.g.,

Licensing 67

Licensing Sales Cycle Margin Call-back 67

Zoominfo

MAY 7, 2021

His background in entertainment sales for hotels made for a less-than-smooth transition into data and software, which is what led our CEO, Henry Schuck, to celebrate Lyon’s first closed-won deal by blasting “I Can’t Wait to Be King” from the Lion King — in French — throughout the sales floor. Read on to find out how he did just that.

Closing 100

Closing Commission Licensing SalesForce 100

Cincom Smart Selling

AUGUST 18, 2020

To reduce their eight-business-day quote turnaround time (à the high-level business objective is a “shorter sales cycle”) they dig deeper into business process steps like “configuring the product”, “pricing the product” and “getting approvals for requested discounts”. Annual software license fees for the CPQ software = $250,000.00.

ROI 118

ROI Discount Licensing Vendor 118

Showpad

MARCH 31, 2020

The trend toward sales enablement has skyrocketed in the last few years as companies recognize how important it is to accelerating sales cycles and creating engaging buyer experiences. 10% increase in sales productivity. But what kind of bottom-line impact does it provide? And it’s big.

Hiring 72

Hiring Collateral Licensing Commission 72

Chorus.ai

SEPTEMBER 22, 2020

Management is responsible for sales enablement through best practices in the following areas: Keeping up with sales coaching Keeping both employee and client turnover down Continuing to share knowledge Creating and maintaining the right sales culture The other sales professionals on your team also have an important part to play.

ROI 118

ROI Buyer Persona Churn Follow-up 118

Partners in Excellence

FEBRUARY 25, 2019

We have all sorts of metrics we look at: Pipeline coverage, win rates, average transaction value, sales cycle, prospect to qualify ratios–treating each as fixed, developing our numbers and strategies based on the math. Yet this is how most managers and sales people manage to the numbers! What if we reduce our sales cycle?

Lead Rank 80

Lead Rank Licensing Churn Sales Cycle 80

Nutshell

MARCH 18, 2024

When we talk about a team’s CRM adoption rate, we’re referring to the percentage of team members using the CRM software compared to the total number of team members meant to utilize it or the number of licenses purchased.

CRM 71

CRM Face-to-face Software Software 71

InsightSquared

OCTOBER 2, 2020

So in addition to integrating six core revenue functions—we took it one step further and launched Advanced Sales Math—real-time, machine learning calculations that identify key inflection points in your sales cycles. . Yes, “six in one” means massive functionality, reduced silos, improved collaboration and better data quality.

Revenue 100

Revenue Ideal Customer Profile Forecasting Analytics 100

Cincom Smart Selling

DECEMBER 4, 2020

It might also have to include things such as licensing models or other means of acquiring the functionality for their use. This means learning what is and isn’t important to the buyer while he or she is in the market for the product you are selling. For the salesperson, this does not mean you have to create these artifacts.

Positioning 101

Positioning Customer Licensing Buyer 101

Understanding the Sales Force

SEPTEMBER 18, 2012

The completed assessment quickly eliminates those candidates whose sales capabilities don't meet the customized requirements for the role - including criteria based on the difficulty of the sale, length of the sales cycle, title of the decision maker, price point, competition, locale, management supervision, average sale price and more.

Revenue 188

Revenue Hiring Decision Maker Licensing 188

Partners in Excellence

OCTOBER 31, 2013

Do we have problems closing (late cycle losses)? How Do We Compress Our Sales Cycle: As with the previous point, the pipeline gives us a macro view of what’ happening with our sales cycles. For example, with one client, Proofs Of Concepts were very critical in the sales cycle.

Pipeline 93

Pipeline Top of Funnel Revelation Sales Cycle 93

Allbound

AUGUST 12, 2018

Well, I’m here to tell you that very statement in and of itself exemplifies the terrifyingly outdated and expensive state of thinking that has left channel sales and marketing neglected of modernization, and has many channel partners fighting for their own survival. The channel doesn’t need more stacked technologies.

Channels 48

Channels SalesForce Licensing Analytics 48

Allego

SEPTEMBER 15, 2021

The new Gartner ® Market Guide for Sales Enablement Platforms reports on this trend and others in its latest roadmap for organizations evaluating technology vendors. According to Gartner: “By 2026, 30% of B2B sales cycles will be primarily run through a digital sales room, which will be used to manage the customer life cycle.

Sales Enablement 62

Sales Enablement Marketing Vendor Ideal Customer Profile 62

Vengreso

JUNE 16, 2022

Because sales professionals can’t retain that much information from throwing everyone together in the same room. But, deliver your sales program in a virtual environment correctly and the impact can have an extremely positive effect on pipeline development and on the sales cycle. They were able to add over $1.5M

Benefit 59

Benefit Training Retention Ideal Customer Profile 59

SalesLoft

JANUARY 31, 2019

Concur, one of the oldest SaaS companies , only moved from selling CD-ROMs and traditional on-premise software licenses to a SaaS model in 2001. Therefore, data about what happens during the sales process could be tracked for the first time. Sales cycles became more transactional, enabling repeatable approaches.

Top of Funnel 53

Top of Funnel Face-to-face Software Software 53

Cincom Smart Selling

DECEMBER 4, 2020

It might also have to include things such as licensing models or other means of acquiring the functionality for their use. This means learning what is and isn’t important to the buyer while he or she is in the market for the product you are selling. For the salesperson, this does not mean you have to create these artifacts.

Positioning 62

Positioning Customer Licensing CRM 62

SugarCRM

MAY 17, 2022

Sell Premier is our flagship solution and includes comprehensive SFA capabilities with built-in AI to automate and accelerate sales processes and shorten sales cycles by increasing velocity from offer to close. Premier is designed to assist with more complex sales scenarios and large or global sales organizations.

Lead Rank 49

Lead Rank CRM Scale Enterprise 49

Sales Hacker

APRIL 10, 2018

SMB on the other end offers a greater flexibility—spending anywhere from $1,000 to $100,000, and with shorter 30-90 day sales cycles as they seek immediate impact. Think of LinkedIn’s Sales Navigator subscription as an example. 3) Online sales. group license. 3x the problem, 3x the spend. This can be automated.

Strategy 72

Strategy Lead Rank Marketing Segment 72

Openview

JUNE 21, 2018

You won’t have to dictate the sales process word-for-word. And you won’t have to give your team license to do whatever they want. Consistency: The Pros & Cons In the Sales Process. The sales cycle length. The audience. The typical (or ideal) deal size. The size of the team.

Hiring 67

Hiring Forecasting Licensing Guidelines 67

SugarCRM

NOVEMBER 16, 2020

Accelerate Your Sales Cycles with Lead Nurturing. Doing so enables you to accelerate the sales cycle and win more deals by generating actionable lead intelligence for other CRM integrations, such as Sugar Sell.

Lead Rank 52

Lead Rank Lead Scoring Marketing Lead Nurturing 52

Sales Hacker

DECEMBER 23, 2019

.” So, in the spirit of helping others succeed in life and in business, we are throwing on our proverbial sweater vests and kicking back in our comfy armchairs to give you the top psychotherapy qualities you can integrate into your sales cycle. Disclaimer #1** We’re not licensed or practicing clinical psychologists.

Quota 71

Quota Call-back Decision Maker Licensing 71

The ROI Guy

JUNE 25, 2013

At the same time, Alinean will offer its customers Richardson''s sales and tool training, helping to drive better adoption of Alinean''s ValueStory™ sales tool, improving the competence and credibility of using the tools to prevent stalls, accelerate sales cycles and improve sales force effectiveness.

Tools 40

Tools Training Sales Methodology Licensing 40

Lessonly

JULY 1, 2019

For example, if you’re a manager and you want to update the way prospects are nurtured in the sales cycle, you can build a lesson and assign it to your team. Renewing your license at the BMV. A great Creator caters to how their team learns and retains information best. Meal prepping for the week. Mowing the lawn.

System 37

System Licensing Software Software 37

Crunchbase

MAY 12, 2020

Amendment: O nce prospects are ready to move forward with a full license, they should only be signing an amendment and not a new contract. Learn the full sales cycle. Fee section: AE’s should be sending each prospect their own individual pricing chart depending on their use case (usage, number of users, etc.)

Lead Rank 119

Lead Rank SalesForce Scale ROI 119

Customer Centric Selling

FEBRUARY 9, 2016

She said, “It was apparent our client’s sales team completely missed the mark, selling a product that didn’t exist, changing pricing and licensing terms numerous times and without logic, and requesting introductions with senior executives to further the sales team’s own agenda. Find buyers’ pain points.

How To 40

How To Licensing Buyer Software 40

The ROI Guy

MARCH 6, 2017

Communicating the value of Windows 10 Enterprise, beyond a features discussion, is essential to justify the additional license fee. The campaign was a success, with 100 assessments delivered a month, fueling large enterprise migrations and software assurance licensing deals, and accelerating migrations by 6 months or so.

Lead Rank 45

Lead Rank Lead Scoring ROI Microsoft 45

Troops

NOVEMBER 6, 2018

A “tall” team is usually a collection of account managers, product specialists, sales managers and other professionals within the sales group. When everyone on the team has a full Salesforce license (or whatever CRM you use), you probably have a “tall” team, which is not ideal for high-quality complex deals. “A

Lead Rank 106

Lead Rank Lead Scoring Sales Qualified Lead Decision Maker 106

The ROI Guy

FEBRUARY 4, 2009

Microsoft offers a compelling initial value proposition with Hyper-V and System Center Virtual Machine Manager, integrating virtualization and virtualization management in tools that most Windows server managers are very familiar with, have license rights to, and for what Microsoft claims is 30% less costs than competitive solutions.

Microsoft 40

Microsoft ROI Licensing Social Media 40

OpenSymmetry

MARCH 25, 2015

Now sales compensation administrators and sales personnel are interested and looking for improved ease of use, greater data transparency, and self-service for process automation and modeling of results. The sales force can now proactively plan instead of receiving data mid-sales cycle.

Compensation 40

Compensation Cost Per Thousand Territories Forecasting 40

OpenSymmetry

JULY 17, 2015

A customer may also be buying other company products or services e.g. licenses, design, implementation fees, which then increases the complexity of the relationship and a challenge for the salesperson. For example, an Enterprise level hunter may have a small number of large opportunities on long sales cycles.

Lead Rank 40

Lead Rank Incentives Incentive Quota 40

Altify

APRIL 2, 2018

Usually selling to these companies means a long sales cycle, needing lots of resources, with arduous vendor approval, procurement and legal processes. Size: Is your ideal customer a large corporation with thousands of employees, billions in revenue, and multiple locations around the world?

Ideal Customer Profile 40

Ideal Customer Profile Customer Telecommunications Segment 40

Chorus.ai

FEBRUARY 4, 2020

During scaling, your sales method inevitably takes on more passive elements (e.g., Your sales team will be tasked with adopting your marketing department’s messaging framework. As you scale and look to strike bigger and bigger deals, sales cycles will become more complex, requiring deeper documentation and technical assurances.

Scale 73

Scale Hiring Top of Funnel How To 73