Mindtickle

APRIL 10, 2024

Revenue organizations have heard the message loud and clear, and most invest time and effort in producing content for their sellers to use throughout the sales cycle. According to the recently released State of Revenue Productivity Report , organizations published an average of 642 new assets in 2023. But not just any content will do.

Analytics 52

Analytics Top of Funnel Revenue Closing 52

SBI

JULY 1, 2020

5 Ways to Uncover Strategic Account Revenue. Revenue growth in B2B enterprise accounts has always been challenging. Uncovering untapped revenue demands that organizations rethink outdated methodologies, processes, and technologies that don’t focus specifically on optimizing revenue in strategic accounts.

Account 181

Account Revenue Top of Funnel Funnel 181

Alice Heiman

MARCH 12, 2024

In the engaging world of social media, CEOs find themselves at a crossroads between opportunity and caution. The CEO’s Role in Social Media: A Strategic Imperative The conversation with Scott Gillum reveals a critical insight: “ There is a correlation between your online presence and revenue.

Social Media 75

Social Media Media Revenue Top of Funnel 75

SBI Growth

AUGUST 6, 2012

Are your sales resources properly aligned with growth opportunity ? The Sales Leader is about to receive the 2013 Revenue Number. Have you conducted growth opportunity analyses in your market? Find out if your sales resources are aligned with growth opportunity by using the Sales Growth Pin Pointer.

Opportunity 316

Opportunity Strategy Banking Territories 316

Sales and Marketing Management

DECEMBER 14, 2020

For example, we are currently conducting brain research and field studies to determine the performance of traditional static marketing content such as eBooks versus more interactive assets. Yet, all executive eyes are on these threats or opportunities. By some estimates, 70% to 80% of the average company’s annual revenue?—?and

B2B 199

B2B Revenue Top of Funnel Margin 199

SBI Growth

FEBRUARY 12, 2013

Specifically – when to walk away from an opportunity. Q&A with Stefan Captijn from Genesys: 1) Can you briefly describe the opportunity? The hardest part was stepping over the sales rep’s “opportunity DNA”. Not bidding on a big opportunity that would drive quota was very hard emotionally. Initially, yes.

Case Study 314

Case Study Study Travel Quota 314

Gong.io

AUGUST 19, 2021

I think there’s a lot of overlap from the last study we ran, but let me know if you have any questions. ” . When it comes to productivity sinks, a handful of usual suspects plague B2B revenue organizations. That’s why I was so amazed by revenue intelligence from Gong. Efficiency for the win. . End manual data entry.

Revenue 127

Revenue Forecasting Maximizer Case Study 127

Hubspot Sales

JANUARY 25, 2018

Case studies and testimonials are useful to have on hand. To build this library, you'll need case study interview questions that will surface valuable details and insights. The following list of 100 case study interview questions will help you build a narrative using the “ Problem - Agitate - Solve ” method. Cheers, [Your name].

Case Study 132

Case Study Study Referrals Decision Maker 132

SBI Growth

OCTOBER 2, 2013

We get requests to explain how sales reps use social to generate revenue. Social Selling is a modern prospecting methodology that fills the funnel with opportunities. Our case study is about a Sales VP Steve McKenzie. Social Selling is hot. It seems all the focus is on your sales reps. But how does a Sales VP use social selling?

Case Study 319

Case Study Social Selling Study Decision Maker 319

Allego

NOVEMBER 11, 2021

If you’re like most marketers, you’ve got a full production calendar of sales content, solution briefs, case studies, videos, blog posts, product guides, and more to support sellers and help them be productive. Follow these steps to overcome obstacles and create sales content that will fuel revenue growth for years to come. Learn More.

Revenue 128

Revenue Scale Collateral Harvest 128

Allego

JUNE 6, 2023

If there’s one revenue enablement event you go to this year, make it Allego’s S3. Now in its seventh year, Allego’s S3 is the revenue enablement event of the year. You’ll get an exclusive sneak peek at the product roadmap and discover exciting new features and capabilities that will transform how you approach revenue enablement.

Revenue 62

Revenue Networking Distribution Scale 62

Vendor Neutral

NOVEMBER 14, 2023

Sales Tech and Innovation Hub A Critical Look: Opportunities and Limitations of AI for Sales Professionals REGISTER NOW Sales professionals always seek ways to stay ahead of the competition and improve performance. She has also completed advanced studies from MIT on AI Business Strategy (2021).

Outsourcing Services 52

Outsourcing Services Opportunity Webinar Metrics Telecommunications 52

SalesLoft

FEBRUARY 9, 2024

Big growth targets are driving enterprise businesses back down to small and midsize businesses (SMBs), where there are hundreds of millions of dollars in incremental revenue available for the taking. And if formulas are more your thing, think of it like this: Increased Leverage + Hot Lead Focus = More Opportunities with Less Manpower 8.

Enterprise 52

Enterprise Enterprise Lead Rank Revenue 52

SBI

MAY 2, 2018

And they continue to keep us because our customers regularly exceed revenue and profit projections thanks to our AI. Provides your sales reps with a virtual sales analyst that generates customized sales plays for every customer to drive revenue through traditional and digital channels. Our AI-based SaaS platform, Zilliant IQ: 1.)

Revenue 139

Revenue How To ROI Case Study 139

SalesLoft

JULY 10, 2023

If you’re being asked to do more with less, you need sales technology that will help you get the most out of your entire revenue motion. So let’s jump right into it with your first of several comprehensive lists that will help you boost revenue right now, even when the economy suggests otherwise. opportunities created).

Revenue 40

Revenue Hiring Intent Data Forecasting 40

CommercialTribe

FEBRUARY 18, 2021

Across a 2 month study, we asked sales leadership who’s ultimately responsible for the productivity of individual reps — and it wasn’t surprising to hear that the buck stops with sales managers. For this study we primarily spoke to Mid-Market (500-2000 employees) and Enterprise (>2000 employees) – 80% of participants.

Top of Funnel 52

Top of Funnel Study Hiring Sales Management 52

Score More Sales

AUGUST 26, 2014

Did you know you’re missing out on sales opportunities by having a poor mobile company website? 94% of digital marketing professionals surveyed agreed that personalization is “critical to current and future success” according to an eConsultancy study. Increase Opportunities. But where to start? IT Directors? Close More Deals.

B2B 232

B2B Revenue B2C Ideal Customer Profile 232

Mereo

JUNE 24, 2021

A 2019 research study found that identifying data-driven firms were on the decline: from 37.1% As strategic business consultants — focused on supporting clients’ in improving revenue performance — we at Mereo have witnessed this first and foremost in recent years. Portfolio Rationalization Opportunities. in 2017 to 32.4%

Government 93

Government ROI Revenue Remedy 93

Miller Heiman Group

AUGUST 27, 2019

Investing in perspective can change your business nearly overnight—like in this case study from one of our manufacturing clients. A privately held, global manufacturing firm supplying the HVAC industry took a smaller upsell opportunity for granted—and risked losing it to a competitor, until its sellers took SSwP training in 2018.

Case Study 63

Case Study Study Sales Methodology Decision Maker 63

Hubspot Sales

NOVEMBER 17, 2020

To answer this question, let’s start with some data: According to the latest HubSpot Research Study , we found that 40% of businesses will miss revenue targets this year. Sales leaders in charge of new revenue growth have felt this change in their core. Our mission at HubSpot is to help millions of organizations grow better.

Hubspot 125

Hubspot Lead Rank Opportunity Lead Scoring 125

Altify

FEBRUARY 27, 2019

The only way to sustainably grow revenue is to have a relentless focus on the customer. Our new Benchmark research study validates that the thirst for revenue growth is the top business priority (89%) in 2019. The study found that that 40% of sales people are going to customers meetings without a clear plan for success.

Revenue 80

Revenue Customer Retention Study 80

Highspot

AUGUST 13, 2020

The 2020 State of Sales Enablement report was recently published, and it echoed a similar sentiment – sales enablement practitioners are in a unique position as they are responsible for helping revenue teams transition to new ways of working. Revenue Alignment Drives Success. Post-sales Teams, the Secret to Customer Experience.

Revenue 69

Revenue Pivotal Sales Enablement Report 69

SalesLoft

FEBRUARY 20, 2020

A study by Implisit found the average sales rep updates over 60 records per day , or makes over 300 updates per week, in order to keep their Salesforce CRM fully up-to-date. And with the recent addition of Opportunity Management to Sales Engagement, we’re turning “Salesforce, or it didn’t happen” on its head. It took forever!”

Opportunity 59

Opportunity SalesForce Hiring eBook 59

Miller Heiman Group

MARCH 12, 2020

A triple-digit increase in sales opportunities identified—and 4X revenue growth based on those opportunities. Get the Case Study. The firm was so pleased that it turned to Miller Heiman Group for support again, developing a strategy encouraging customer support reps to capture additional sales opportunities.

Revenue 63

Revenue Strategy Customer Case Study 63

Sales Hacker

MAY 10, 2021

If you have products to sell online , you need the two teams to work together for revenue and margin growth. Opportunity to upsell and cross-sell. Even after you close a deal with a client, there is always an opportunity to upsell or cross-sell. Identify and fix common pain points. Source: Crazyegg. Wrapping up.

Case Study 62

Case Study Study Top of Funnel Churn 62

Sales Hacker

JANUARY 20, 2021

In fact, a study by Terminus showed that in 2019, 23% of respondents had no active ABM program. But more than 40% of early-stage ABMers are looking to account-based marketing as a lead gen strategy versus a business strategy that creates alignment across the organization and drives revenue growth with new and existing accounts.

Account Based Marketing 67

Account Based Marketing Top of Funnel Account Lead Rank 67

Mereo

NOVEMBER 8, 2023

Studies have shown that 75% of people learn by doing , so it is only natural that your kickoff event includes exercises that support this learning style. Now I would like to share five of the strongest skill-building activities to consider weaving into your revenue kickoff (RKO).

Ideal Customer Profile 41

Ideal Customer Profile Revenue Exercises ACT 41

Sales Hacker

SEPTEMBER 16, 2021

But during the last few years, new nomenclature has emerged, such as proof of value (POV), pilot, guided trials, and workshops that can cause confusion both with prospects and account executives as to what should be used to win the opportunity. In every opportunity, there are always competitive factors. My sales POC case study.

Top of Funnel 73

Top of Funnel Revenue Engineering Funnel 73

Highspot

MARCH 12, 2024

ValueSelling Associates’ Julie Thomas and Highspot’s Kelly Lewis break down how to maximize the impact of revenue enablement Love it, hate it – or do everything in your power to work around it – when it comes to the revenue enablement function, everyone’s a critic. So, why do such polarized opinions persist?

Scale 115

Scale Engineering Maximizer Lead Rank 115

Steven Rosen

JANUARY 14, 2024

They also highlight the importance of self-awareness and reframing challenges as opportunities for growth. Many companies struggle with executing their plans and strategies, leading to missed opportunities and underperformance. It leads to increased productivity, higher revenue, and improved customer satisfaction.

Video 156

Video Competition Coaching Strategy 156

DiscoverOrg Sales

MARCH 3, 2017

Sales teams that were rated as “Weak” or “Very Weak” in prospecting skills, storytelling, tech savvy, and knowledge of products & buyers experienced lower than the median revenue growth. Without new appointments and opportunities feeding the sales engine, the growth machine quickly grinds to a halt. Weak Prospecting Skills.

Hiring 120

Hiring Revenue Lead Rank Lead Scoring 120

Sales Hacker

MARCH 8, 2024

Hello and welcome to The GTM Newsletter – read by over 50,000 revenue professionals weekly to scale their companies and careers. What you’ll get at ELG Con: Case studies from companies like Data, Cloudera, and more. Early-bird tickets expire next week. A chance to tour (and maybe even race on?) Austin’s F1 track.

Lead Rank 93

Lead Rank Referrals Lead Scoring Ideal Customer Profile 93

Janek Performance Group

APRIL 17, 2024

They can be instrumental in accelerating revenue generation and fostering customer relationships. They then leverage research tools and market insights to pinpoint promising opportunities. This is accomplished by uncovering additional opportunities and cross-selling/up-selling to existing clients.

Outsourcing Services 118

Outsourcing Services B2B Lead Rank Sales Qualified Lead 118

Sales and Marketing Management

JUNE 27, 2019

For sales personnel, the task of logging activities can be inconsistent and waste a lot of time that could otherwise be spent on activities that actually generate revenue. That same study emphasizes the unproductive nature of logging activities, which sales personnel deem as the least valuable out of their responsibilities.

Marketing 274

Marketing Lead Rank Lead Scoring Analytics 274

Mereo

NOVEMBER 3, 2022

In the last few years alone, we at Mereo have started working with a lot more Chief Revenue Officers who oversee teams involved in this entire lifecycle, for example. We also are beginning to hear of — and actually even help plan — more revenue kickoffs for 2023. Will revenue kickoffs become the new sales kickoff in the near future?

Revenue 41

Revenue Scale Sales Enablement Exercises 41

HeavyHitter Sales

APRIL 7, 2013

Over the past year I’ve had the opportunity to interview several hundred business-to-business salespeople about how they win-over prospective clients and the circumstances when they lose. Their companies ranged from start-ups to billions of dollars in sales with the majority being between fifty and five-hundred million in annual revenues.

Study 146

Study B2B Penetration Lead Rank 146

Sales and Marketing Management

OCTOBER 22, 2018

From sales force training and compensation to investments in sales processes and technology, organizations relentlessly seek to pull the right levers that will drive revenue growth and improve sales effectiveness. There is a direct and compelling link between frontline sales manager effectiveness and topline revenue performance.

Sales Management 218

Sales Management Hiring Compensation Scale 218