Sales and Marketing Management

FEBRUARY 22, 2021

Costs and ROI: Since we already had an ongoing BrightTalk subscription to host the webinars, we leveraged the platform by producing webinars weekly, at no additional cost to us. Still, virtual events were unchartered territory. We’ll also be putting forth more effort toward finding industry thought leaders who can be our star guests.

Webinar Metrics 177

Webinar Metrics Lead Rank Marketing Qualified Lead Cancellation 177

Janek Performance Group

APRIL 2, 2024

And this often begins with prospecting. However, a Janek survey revealed 18% of sales leaders do not have set prospecting metrics. In addition, 32% don’t know how much time reps prospect. Analyze trends over time and segment data by customer or territories. This is a missed opportunity. Use these to measure key metrics.

Webinar Metrics 62

Webinar Metrics Top of Funnel Strategy Analysis 62

Crunchbase

MAY 18, 2023

I’ve heard this firsthand from conversations with peers too: Their sales team does all the right things and the business case is strong, but suddenly the prospect’s budget disappears overnight. If you’re not prioritizing the customer experience throughout the sales process, you risk losing trust or the prospect altogether.

Sales Cycle 98

Sales Cycle Lead Rank Lead Scoring Sales Qualified Lead 98

InsideSales.com

JULY 24, 2020

While we rely on CRM software to build territories, track our funnel, and record deals, we do not rely on it to guide reps to the right prospects or the right activities. Work on closing deals, not on prospecting . At this point, the ROI for SEPs is well documented. Peter Black, CRO of XANT. It wasn’t built for that.

CRM 96

CRM Scale ROI Territories 96

SBI

MAY 7, 2014

Power Prospecting. Territory & Account Planning. Value Selling & ROI. Performance and Compensation. Pipeline Management & Deal Flow. Quoting & Pricing. Sales & Marketing Content. Sales Enablement.

Sales Tools 139

Sales Tools Tools Revenue InsideSales 139

SBI Growth

NOVEMBER 22, 2012

Customer/prospect segmentation is a key first step in making wise allocation decisions. What is the revenue opportunity from prospects? Where exactly are these greatest potential customers and prospects? How do you operationalize this to make sure that resource allocation has solid ROI? Slice the data down to a rep level.

Segment 288

Segment Customer Territories Penetration 288

SBI

NOVEMBER 13, 2018

For a sales organization, TimeTrade Scheduler for Salesforce provides: More qualified leads – delivered right to your calendar via a custom Click-to-Schedule link, based on when and where your prospect wants to engage with you. NANCY: WHAT ARE THE TOP 5 THINGS YOUR SOLUTION ALLOWS SALESPEOPLE TO DO BETTER, OR FASTER THAN THEY CAN TODAY?

SalesForce 139

SalesForce Lead Capture Sales Cycle Lead Rank 139

SBI Growth

AUGUST 6, 2012

You need to focus efforts on companies that maximize your ROI. Customer Spend: Calculate the ideal revenue from your prospects. What should your prospects be spending on your products or services? Is a territory mapping program the answer? Is it time to re-align territories again? What is wrong with this picture?

Opportunity 316

Opportunity Strategy Banking Territories 316

Highspot

FEBRUARY 14, 2024

It addresses how sales representatives engage with prospects, close deals, and meet revenue targets. Components Sales Plan: Includes sales tactics, prospecting strategies, target setting, and customer relationship management (CRM) activities. Cost projections and expected return on investment (ROI).

Paid Content 52

Paid Content Lead Rank Top of Funnel Marketing 52

Highspot

FEBRUARY 14, 2024

It addresses how sales representatives engage with prospects, close deals, and meet revenue targets. Components Sales Plan: Includes sales tactics, prospecting strategies, target setting, and customer relationship management (CRM) activities. Cost projections and expected return on investment (ROI).

Paid Content 52

Paid Content Lead Rank Top of Funnel Marketing 52

BrainShark

AUGUST 24, 2022

Prospecting. Territory Management. Prospecting. Unfortunately, we’ve all experienced poor sales prospecting. To be effective, salespeople need to develop a strategic approach to prospecting and work on it daily to identify new business opportunities better. Essential Sales Skills Every Rep Should Have.

Social Media 62

Social Media Territories Face-to-face Negotiation 62

Mindtickle

APRIL 10, 2024

Instead, you must understand how sales reps and prospects are (or aren’t) using sales content. But if your sellers aren’t using it, your prospects will never see it. Sales content performance and ROI You want to invest in content that improves sales outcomes. As such, it’s important to measure sales content performance and ROI.

Analytics 52

Analytics Top of Funnel Revenue Closing 52

Zoominfo

JUNE 8, 2021

gives ZoomInfo customers the ability to listen to and detect interesting activity on their websites, then engage with prospective buyers through intelligent chat experiences. Without the right tools, you simply can’t expect sales reps to know every detail about your prospects and customers. Why We’re Acquiring Insent.ai Let’s chat.

Ideal Customer Profile 100

Ideal Customer Profile Sales Qualified Lead Scale Lead Rank 100

Hubspot Sales

JUNE 7, 2018

A pilot project is a small-scale test designed to look at feasibility, cost, and the ROI of a product or service. Unclear ROI: If the customer has expressed interest but is unsure about the exact benefit the offering will provide (common with newer products and markets). Turning Your Pilot into a Lucrative Deal.

ROI 81

ROI How To Scale Software 81

The ROI Guy

MAY 10, 2013

Your prospects have fundamentally changed, now more empowered, risk averse and frugal than ever before – a condition we call Frugalnomics. As a result, your prospects don’t really care that you have new features, or even a new product, but how you can boost their bottom line. and “Why Now?”,

Buyer Persona 92

Buyer Persona ROI Travel Licensing 92

Hubspot Sales

AUGUST 6, 2019

Train reps on how your company handles prospecting. How does your company prospect? When they can troubleshoot basic issues -- like asking prospects to mute their microphones if an echo arises during a presentation -- they’re one step closer to being ready for a live call. Create vertical-, role- or territory-specific trainings.

Hiring 119

Hiring Training Hubspot Inbound 119

Hubspot Sales

APRIL 30, 2020

It listed information for all the prospects in my California territory including the company name, revenue figures, address, telephone number and — of course — the decision maker’s name and title. It’s much easier now to find out what you need to know about a prospect or a client. A lot has changed since then — or has it?

Sales Process 137

Sales Process Webinar Metrics Face-to-face Sales Qualified Lead 137

Chorus.ai

MAY 8, 2020

It’s not always clear which platform is the best for each prospect, but consistency matters. if you’re trying to sell something, and you can’t prove extreme value - I’m talking 10x or 20x ROI - then it’s not worth it for them to make the change. Lars recommended that sales teams come prepared with an ROI calculator.

Outbound 62

Outbound ROI Follow-up Call-back 62

Alice Heiman

NOVEMBER 14, 2018

Combo Prospecting by Tony Hughes. His potent “COMBOs” will help your team gain access to top-level prospects, secure meetings, and make the sale. Faster ROI expectations. Do you frequently call on prospects or customers who have someone already sitting in your seat at the table? Sales Differentiation by Lee Salz.

Decision Maker 126

Decision Maker Handbook Lead Rank Lead Scoring 126

SBI

MARCH 29, 2018

Deal Identification and Management: Node will provide contextually-relevant information about the people and companies in your sales cycle to enable you to figure out the best path to drive ROI from your sales efforts. Build data-driven sales territories. Conduct prospect research for prospect outreach.

Campaigns 66

Campaigns Pipeline Ideal Customer Profile Conversion 66

Apptivo

MARCH 9, 2023

Send automated Emails Sales automation can be extremely beneficial by allowing sales representatives to send automated emails to prospects and customers. In general there is a 10% difference in reply rate between having 1-200 and 1000+ prospect base. The seamless operation of the sales process is maintained through sales automation.

Sales Automation 64

Sales Automation Lead Rank Lead Scoring Campaigns 64

SBI

MARCH 15, 2018

We believe there is a tremendous opportunity for sales teams to leverage data and analytics and move beyond traditional prospecting to engage with their ideal customers more effectively and efficiently. Our company profiles enable more informed conversations and meaningful engagement with customers and prospects.

Hoovers 139

Hoovers Pipeline Data B2B 139

Apptivo

DECEMBER 26, 2022

Like water, water everywhere but not a drop to drink, sometimes businesses feel that there are leads, leads everywhere but not a prospect in sight. Samuel Coleridge got it right, in the sense that, often leads are scattered everywhere but when the time comes to decide whether they are prospective customers or not it is a failure.

Lead Management 52

Lead Management Sales Qualified Lead CRM Lead Rank 52

SBI

MAY 6, 2014

Power Prospecting. Territory & Account Planning. Value Selling & ROI. Performance and Compensation. Pipeline Management & Deal Flow. Quoting & Pricing. Sales & Marketing Content. Sales Enablement.

Sales Tools 57

Sales Tools Tools Revenue InsideSales 57

SBI

MAY 6, 2014

Power Prospecting. Territory & Account Planning. Value Selling & ROI. Performance and Compensation. Pipeline Management & Deal Flow. Quoting & Pricing. Sales & Marketing Content. Sales Enablement.

Sales Tools 50

Sales Tools Tools Revenue InsideSales 50

SBI

MAY 7, 2014

Power Prospecting. Territory & Account Planning. Value Selling & ROI. Performance and Compensation. Pipeline Management & Deal Flow. Quoting & Pricing. Sales & Marketing Content. Sales Enablement.

Sales Tools 50

Sales Tools Tools Revenue InsideSales 50

Zoominfo

DECEMBER 17, 2017

In the long-term, gift-giving can increase customer retention , improve ROI, reduce churn, and boost brand reputation. Corporate Gift Giving Best Practices Whether you’re in charge of choosing the company gift or just looking for a way to thank your team, corporate gift giving is tricky territory. What’s appropriate? Is this weird?

Guidelines 130

Guidelines Policies Handbook Government 130

SBI Growth

AUGUST 15, 2012

Typically the focus is on blocking and tackling: basic execution of a compensation plan, sales dashboards, sales crediting, and territory/customer assignments. Typically this is something like, 30 additional prospects X average deal size = lift of $X in sales. Too often these questions are not being answered.

Infusion 244

Infusion Data Ideal Customer Profile Strategy 244

The ROI Guy

JUNE 19, 2014

There are many challenges competing for your prospect’s time. Often your prospects are not even aware of the severity of the issues you are trying to address, leading to stalled deals and way too many “no-decisions” in the pipeline (up to 60%). 3) What’s the financial justification / ROI? –

Sales Cycle 79

Sales Cycle Research Decision Maker Proposal 79

SalesLoft

FEBRUARY 7, 2018

Territory, size, and industry all play a role in who you sell to and how you approach each deal. These large target accounts supply a ton of revenue and give you recognizable logos to share with new prospects. When you’re reaching out to large companies, very few of your prospects are going to be sitting in the same room.

Enterprise 52

Enterprise Enterprise Account Scale 52

Crunchbase

FEBRUARY 2, 2021

Generating leads is a challenge in itself, then you must determine if that lead can be qualified as a sales prospect, which takes time, research and often connecting with leads directly. Find prospects that match your ICP with Crunchbase Pro – try it free. A step-by-step guide to lead qualification. Lead scoring.

Lead Qualification 101

Lead Qualification Lead Rank Ideal Customer Profile Lead Scoring 101

Zoominfo

JUNE 8, 2021

gives ZoomInfo customers the ability to listen to and detect interesting activity on their websites, then engage with prospective buyers through intelligent chat experiences. Without the right tools, you simply can’t expect sales reps to know every detail about your prospects and customers. Why We’re Acquiring Insent.ai. Let’s chat.

Ideal Customer Profile 58

Ideal Customer Profile Sales Qualified Lead Scale Marketing 58

SugarCRM

FEBRUARY 15, 2024

As they look ahead to the upcoming year, recent PwC research shows that more than half of UK manufacturers are gearing up to introduce new products, with more than a quarter (27.3%) hoping to explore uncharted territory and expand into new markets. However, the path forward is not without its challenges.

Opportunity 26

Opportunity SugarCRM Face-to-face Infusion 26

InsightSquared

MARCH 5, 2021

There simply is not enough value or ROI for them to invest the time necessary to deliver the quantity of CRM opportunity updates over the life of an opportunity. It’s time we all accept the fact that, despite the massive investment, our CRM systems are not an effective territory management tool for sales reps. .

Forecasting 62

Forecasting Data Revenue Analytics 62

The Pipeline

JANUARY 27, 2012

At this point you can decide if you can help them understand your pricing, where their will see an ROI , and make full use of all the impactful thing you uncovered during the Discovery stage. In the end you still have the choice of re-establishing the value or moving on to the next prospect. Prospecting. Territory Alignment.

Pipeline 236

Pipeline Negotiation Lead Rank Lead Scoring 236

Hubspot Sales

OCTOBER 23, 2017

One of the most important conversations salespeople have with their prospects is the discovery call. Here lies the proverbial fork in the road for you and your prospect. Use the table of contents below to navigate through the guide: What Is a Qualified Prospect? What Is a Qualified Prospect? When to Disqualify.

Sales Qualified Lead 143

Sales Qualified Lead Buyer Persona Hiring Decision Maker 143

Hubspot Sales

OCTOBER 11, 2017

We’d take feedback from our prospects and relay it to the technical team. Finally, quotas make it straightforward to see your ROI. Maybe you have little (or zero) information about your target market, territories, or how much one person can be expected to sell. A pretty big portion of our comp was variable and paid MBO-style.

Quota 83

Quota Hiring Compensation Motivation 83