Pointclear

JUNE 4, 2013

I predict that this year about 50% of salespeople will miss quota due to the cut back in sales enablement and training. Recognizing this and the prohibitive cost associated with some training programs, TSW launched the Top Sales Academy at “free for all” cost. DM: I know customer retention is something near and dear to you.

Hiring 214

Hiring Ideal Customer Profile Call-back Retention 214

Babette Ten Haken

MARCH 24, 2017

For starters, you do not implicitly assume your marketing communications or sales enablement materials are relevant and valuable to clients. Because enlightened sales teams strive to develop sales engineering mindset themselves. If sales people are intimidated by your technical acumen, so what? Take the next steps.

Engineering 58

Engineering Hiring Margin Retention 58

Babette Ten Haken

JULY 20, 2017

Instead, ask questions that are not necessarily included in scripted sales conversations or standard sales enablement materials. Does that data science colleague sling around professional lingo, marginalizing you from the technical conversation? Increased customer loyalty, customer success and customer retention.

Data 73

Data Retention Engineering Analytics 73

PandaDoc

APRIL 21, 2023

Benefits of implementing successful account management strategies Successful account management strategies enable you to build win-win alliances with your most significant clients. These mechanisms will grow your revenue from your most important accounts while decreasing key customer retention costs.

Account 52

Account Ideal Customer Profile Strategy Revenue 52

Mindtickle

FEBRUARY 27, 2020

As a former financial advisor, I have found that enterprise platforms like MindTickle can bridge the financial advisor skill gaps in knowledge, compliance and field execution to drive more sales at higher margins. Out-of-the-box reports can drive enablement with data to: Understand the status of existing enablement programs.

Demographics 59

Demographics Ideal Customer Profile Margin Banking 59

Hubspot Sales

AUGUST 22, 2022

While this can be accomplished by most of the strategies in this report, a few we haven’t touched on are sales enablement content, freemium/free trial options, discounts and promotions, and down-selling. Sales Enablement Content. We also asked sales professionals what they need most from their marketing team.

Trends 81

Trends Report Data Strategy 81

Mindtickle

FEBRUARY 27, 2020

As a former financial advisor, I have found that enterprise platforms like Mindtickle can bridge the financial advisor skill gaps in knowledge, compliance and field execution to drive more sales at higher margins. Out-of-the-box reports can drive enablement with data to: Understand the status of existing enablement programs.

Demographics 52

Demographics Ideal Customer Profile Margin Banking 52

Showpad

NOVEMBER 20, 2019

In parallel, contracts including a service element, such as repair or AI-enabled insights, are becoming more common as servitization of manufacturing is embraced. Compared to a ‘simple’ product sell, these multi-year deals provide manufacturers not only increased revenue streams but also better margins.

How To 49

How To Scale Retention B2B 49

Partners in Excellence

DECEMBER 23, 2015

We’ve seen sales teams leveraging tools with great impact and amazing results. Too many of the tools provide marginal or no performance improvement. Rather than building the capabilities of sales people helping them become better, they become crutches. All of the vendors can provide case studies reinforcing this.

Tools 48

Tools Margin Vendor Case Study 48

Corporate Visions

OCTOBER 13, 2018

The 3 Moments Of Truth To Address At Your 2019 Sales Kickoff Meeting. McKinsey & Company found that a one percent increase in pricing equates to a nine percent increase in operating margin. Create Pricing Uncertainty During the Deal.

Meeting 67

Meeting Demand Generation Agencies Maximizer Top of Funnel 67

Close.io

FEBRUARY 24, 2020

First off, let’s make one thing very clear: sales enablement isn’t just another fun trend that’s here today and gone tomorrow. Just five years ago, CSO Insights ran a study about sales enablement and only 25% of the companies they surveyed had developed sales enablement for their teams. Today, we’ll see: ?

Sales Enablement 85

Sales Enablement Top of Funnel Hiring Face-to-face 85

Sales Hacker

SEPTEMBER 13, 2021

Customer lifetime value (CLV) is a very important KPI, and there is more focus on retention than on acquisition. So far, so good as with an average deal size of $1150 and a 25% gross margin; the total investment of $235,000 will be recovered with a ROI of 29%. Holistic (multi-nationals).

ROI 93

ROI Account Marketing Lead Rank 93

Chorus.ai

MARCH 5, 2021

If you’re having to lodge a mountain of calls per-qualified-lead, you may need to assess your sales-enablement best practices or look at your qualifying method again. Whether times are stable or chaotic, retention is a proven strategy for keeping your company in a secure place. This means there’s a margin for error.

Top of Funnel 113

Top of Funnel Webinar Metrics Strategy Buyer Persona 113

Mindtickle

JUNE 21, 2023

ACV helps organizations assess the profitability and long-term worth of their customer relationships, allowing them to make informed decisions regarding customer acquisition, retention strategies, and resource allocation. It represents the desired level of sales performance that the individual or team is expected to achieve.

Lead Rank 52

Lead Rank Top of Funnel Lead Scoring Sales Qualified Lead 52

DiscoverOrg Sales

JANUARY 6, 2017

Last year DiscoverOrg achieved what would be the envy of any tech company: accelerating growth while maintain profit margins; record retention, sales, and upsells; and a dramatic expansion of our products, infrastructure and teams. How Did We Achieve This Growth? A Final Look Back Before We Look Forward.

Margin 120

Margin Marketo Ideal Customer Profile SalesForce 120

No More Cold Calling

APRIL 26, 2016

Challenge Two: Sales Enablement. There is ample and reliable evidence to suggest that, for every dollar spent on appropriate and relevant sales team development, a return of $100 should be anticipated in incremental revenue gained. Challenge Three: Customer Retention. Targets set too high? This isn’t rocket science.

Lead Generation 120

Lead Generation Sales Qualified Lead Lead Rank Lead Scoring 120

Hubspot Sales

AUGUST 8, 2019

Channel Sales Metrics. These metrics will help you optimize your channel sales strategy. Margin by partner. Retention rate of partner customers. Sales Process, Tool, and Training Adoption Metrics. Most companies invest heavily in sales enablement and training. Your gross margin is 95%.

Cost per Acquisition 130

Cost per Acquisition Lead Rank Churn Webinar Metrics 130

Vengreso

NOVEMBER 16, 2022

If your sales team isn’t productive, you won’t grow the sales funnel, sales productivity metrics will be down, sales goals won’t be achieved, and the sales pipeline and annual revenue growth will be affected. Let’s first explain what sales productivity is. What is Sales Productivity?

Outsourcing Services 59

Outsourcing Services Top of Funnel Ideal Customer Profile Hiring 59

Chorus.ai

AUGUST 15, 2019

Your sales team’s foundation is salespeople, but there are also managers and sales leaders to think about when planning your compensation. This is vital when creating a compensation plan that will aid in the retention of personnel. Compensation should reflect a company’s culture. Keep your plans aligned.

Compensation 48

Compensation Salary Commission Incentives 48

The ROI Guy

OCTOBER 22, 2013

They have big budgets they can spend on marketing and demand gen, and sales enablement. How do you see these organizations solving the sales and marketing alignment challenge? This particular program was wildly successful in terms of revenue and margin contribution. You work with a lot of world-class companies.

Lead Rank 40

Lead Rank Ideal Customer Profile ROI Study 40

Jonathan Farrington

JULY 29, 2014

Challenge Two: Sales Enablement. There is ample and reliable evidence to suggest that for every $ spent on appropriate and relevant sales team development, a return of $100 should be anticipated in incremental revenue gained – it isn’t rocket science. Challenge Three: Customer Retention.

Company 42

Company Face-to-face Sales Qualified Lead Margin 42

Jonathan Farrington

NOVEMBER 13, 2012

Challenge Two: Sales Enablement. There is ample and reliable evidence to suggest that for every $ spent on appropriate and relevant sales team development a return of $100 should be anticipated in incremental revenue gained – it isn’t rocket science. Challenge Three: Customer Retention. Targets set too high?

Face-to-face 38

Face-to-face Sales Qualified Lead Webinar Metrics Retention 38

Sales Hacker

OCTOBER 7, 2021

Understanding how various decisions impact the company’s margin (e.g. Beth works with our team of experts to help companies create a culture of engagement, reduce regrettable turnover, increase productivity and revenue, and grow key customer retention. What is one a-ha moment you’ve had in your sales career? Lauren Kiefer.

Hiring 130

Hiring Ideal Customer Profile Top of Funnel Lead Rank 130