The Brooks Group

FEBRUARY 8, 2013

Lenati’s solutions for sales strategy and design, segmentation, account planning, field enablement, partner channel development and sales measurement have been deployed at leading technology, software, and telecomm companies including Adobe, Google, T-Mobile, WebTrends and many more. Unleash your Demo Demon!

WebTrends 40

WebTrends Ideal Customer Profile Insurance Insurance 40

Partners in Excellence

MARCH 29, 2012

We started measuring the impact of that employee churn, we discovered between open territories, customer confusion about who their sales person was, and a few other things—the impact of this churn was costing them over $300M a year in lost revenue. But at the corporate level, there was tremendous concern. I could go on.

Hiring 92

Hiring Churn Maximizer Quota 92

Your Sales Management Guru

AUGUST 10, 2016

What I would like to do in this blog is attempt to document and tell the story of one Worldwide channel focused software organization that did it the best– at building their channel. But before I detail their actions, the three things they did not do were: Add more VAR’s into territories creating too much competition.

Channels 40

Channels Lead Rank Lead Scoring Strategy 40

Chorus.ai

MARCH 5, 2021

By the end of a successful persona build, you should have a very clear picture of your ideal customer(s): their ages, lifestyle attributes, territories, and pain points. Start with your customer relationship management (CRM) software. This means there’s a margin for error. Determine: Is your CRM optimized for your team’s uses?

Top of Funnel 113

Top of Funnel Webinar Metrics Strategy Buyer Persona 113

Chorus.ai

SEPTEMBER 12, 2019

By the end of a successful persona build, you should have a very clear picture of your buyers: their ages, lifestyle attributes, territories, and pain points. Start with your customer relationship management (CRM) software. This means there’s margin for error. Step 4: Collate your info and define your buyer personas.

Ideal Customer Profile 62

Ideal Customer Profile Top of Funnel Webinar Metrics Strategy 62

Crunchbase

JUNE 21, 2022

With advanced sales tools, collaboration software, and automated workflow technology at their disposal, it’s now possible for outside sales reps to spend more time at home or in the office than before. The general day-to-day duties of an outside sales rep include: Traveling within various sales territories to meet prospects.

Outside Sales 97

Outside Sales Inside Sales Hiring Face-to-face 97

Sales Hacker

APRIL 17, 2019

Wondering how much the margin will be on a proposed deal? Profit Story is a profit calculator that allows you to easily calculate profit margins, markups, suggested sell price and suggested cost price information. This mobile app is a canvassing CRM with features like territory assignments, team messaging, and lead tracking.

Travel 110

Travel Hubspot Microsoft Google 110

SalesLoft

JUNE 21, 2022

IT is ensuring security compliance and compatibility for each software application. I’ll leave you with a simple sales tech stack consolidation equation: Consolidation Value = economies of scale + (marginal rep quota attainment * total reps). + (marginal RevOps seat efficiency * total RevOps seats). Points of Failure.

Lead Rank 52

Lead Rank Lead Scoring Scale Vendor 52

Hubspot Sales

AUGUST 8, 2019

Revenue by territory. Margin by partner. Software as a service (SaaS) is a software distribution model which provides customers with access to applications on the internet instead of requiring physical media and custom installation. Your gross margin is 95%. Average lifetime value (LTV) of user or customer.

Cost per Acquisition 130

Cost per Acquisition Lead Rank Churn Webinar Metrics 130

Chorus.ai

MARCH 13, 2020

Forecast Revenue Quota The forecast revenue quota uses historical precedents — for a territory, market share, or prior product — for its foundation. But instead of taking revenue as our metric, we use gross profit or margin. Quota Tip: The forecast model relies on a heavy amount of data crunching.

Quota 65

Quota Penetration Buyer Persona Sales Qualified Lead 65

InsightSquared

MAY 22, 2019

Here are the competencies that you need in the enterprise AE profile that are not necessarily required in dealing with smaller organizations: The ESP is the person who shows Boeing how they can win $152M more business, at a 3% higher margin through using new supply chain automation technology to reduce transportation costs.

Enterprise 94

Enterprise Enterprise Engineering Hiring 94

Costello

JUNE 11, 2018

New territories or geographies. New Territories. Regardless of the segmentation, when teams grow, geographies and territories inevitably change, which means that many sales professionals have to start prospecting from scratch and, in many cases, have a smaller pool of prospective customers in which they can call.

Territories 71

Territories Enterprise Enterprise Quota 71

LeadFuze

MAY 17, 2021

Commission rates will change as profit margin levels increase. These types of plans will usually be based on invoice, product, or monthly averages of profit margins generated. The greater the profit, the greater commission – it scales – but it can be a double-edged sword because razor-thin profit margins mean razor-thin commissions.

Compensation 52

Compensation Hiring Incentives Incentive 52

Sales Hacker

JULY 16, 2020

Partnerships create very low marginal CAC, and they scale brilliantly — two properties that are rising in demand given current market conditions. I’ve met countless sales professionals who hold recurring meetings with reps from partner companies who cover the same territory. Middle of the funnel: warm your cold deals.

Top of Funnel 95

Top of Funnel Pipeline Scale Funnel 95

Close.io

FEBRUARY 24, 2020

Sales operations is the team that plans and organizes rep operations, territory planning, lead generation, sales analytics, and more. Ensures tech adoption : Whether it’s your CRM software, email tools, or anything else, sales enablement ensures that reps adopt and continue to use the tools and tech purchased by the company.

Sales Enablement 85

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

Tony Hughes

MARCH 7, 2018

If you're a CXO reading this or you know one that has purchased million dollar enterprise software sight unseen, please comment. I do this every day and train groups and CXOs to look at their book of business and territory mapping in this novel way. Nobody is ever satisfied with what they're using, especially in software.

Lead Rank 66

Lead Rank Enterprise Enterprise Scale 66

Sales Hacker Training

APRIL 30, 2018

Too many sellers on the floor can impact profit margins while an insufficient number can retard growth. Optimize sales pitches using sophisticated data analytics software. It could be to update the technology stack , quicken the sales cycle, improve margins, or other strategic goals. 2) Enablement and coaching.

Sales Enablement 103

Sales Enablement Top of Funnel Sales Qualified Lead Lead Rank 103

SaaStr - Sales Strategy

MARCH 12, 2019

Erica Schultz is Chief Revenue Officer @ New Relic, the company that gives you the real time insights your software driven business needs to innovate faster. It was this nascent software as a service offering and they competed with Salesforce in the market and we had an instinct that it was going to be a big part of the future.

Scale 81

Scale Enterprise Enterprise Oracle 81

Pipeliner

AUGUST 24, 2018

Salespeople need to fund themselves from the value they create rather than from the margins that the product or service delivers. There is no such thing as a high margin commodity and the value they offer must stem from insight and wisdom rather than mere information and service.

Sales Enablement 60

Sales Enablement Lead Rank Ideal Customer Profile Lead Scoring 60

Close.io

JANUARY 7, 2020

If a company sells products or services with different profit margins, then this quota could also be based on the gross revenue generated from the performance of a sales organization. However, it incentivizes your sales staff to sell items with higher profit margins. This is called profit quota. Activity quota. Forecast quota.

Quota 92

Quota Meeting Forecasting Lead Rank 92

Close.io

AUGUST 7, 2019

Excerpt: “Professional sellers who think like owners of their territories take more accountability for their outcomes and success, no matter what’s going on around them. In doing so, they usually create higher value for their clients, higher margins for their organization, and maximize their commission checks. Read more > 7.

Hiring 108

Hiring Webinar Metrics Call-back Follow-up 108