The Revenue-Generating CMO

Sales Benchmark Index

Revenue-generating chief marketing officers create more shareholder wealth than any other type of CMO. . Download our SBI Magazine Special Issue: Revenue Attribution. What is a revenue-generating CMO? A revenue-generating CMO.

How Finding the Common Revenue Thread Simplifies Executive Decision Making

Smart Selling Tools

What revenue will we close the year with? Sales speaks in revenue. Revenue & the Customer Advocacy Common Thread. But how do you translate all of those different metrics above into revenue? One metric that proves this common thread theory is revenue.

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Grow Revenues With Customer Success

Sales Benchmark Index

Today’s topic is dedicated to growing revenues with Customer Success. Our guest is Natalie Fedie, a Vice President of Customer Success who knows how to proactively manage the customer life cycle to grow revenue.

Sales Tech Simplified: How to Turn Relationships Into Revenues with @ModelN

Smart Selling Tools

We call it Sales Tech Simplified. This week I interview Russ Chadinha , Senior Director Product Marketing of Model N Revenue Cloud. It is the primary objective for CEO’s and for Sales and Marketing executives.

Allocating Sales Territories For Maximum Revenue Growth

Sales Benchmark Index

billion in sales. He spoke with SBI to discuss how he goes about creating the necessary balance to maximize revenue growth. Magazine Sales Strategy propensity to spend revenue growth revenue growth methodology sales revenue sales strategy sales territories

Drive Revenue Growth Through Sales Execution

Sales Benchmark Index

Revenue generating executives perfectly blend strategy and execution. Sales Strategy SBI for SMB Daily Progress Tracking Hierarchy of Objectives KPIs Quarterly Business Reviews sales strategyThey first ask themselves, “Am I doing the right things?”

What Revenue Attribution Can Do for the Board

Sales Benchmark Index

Revenue attribution is one of the most important KPIs a board member can review. If your CMO is not currently reporting on revenue attribution, it’s imperative that they start immediately. Download our SBI Magazine Special Issue: Revenue Attribution. Revenue attribution involves.

Translate Your Marketing Budget into Revenue Growth

Sales Benchmark Index

Modern marketing organizations operate as revenue centers, not cost centers. CEOs at top-performing companies utilize revenue attribution to understand which activities produce revenue bookings.

How to Recover from a Q1 Sales Revenue Miss

Sales Benchmark Index

Article Sales Strategy 2017 sales revenue how to recover q1 miss recovery plan revenue miss

3 Core Processes for Sales Operations to Enable Revenue Growth

Sales Benchmark Index

Joining us for today’s show is Christopher Fris, an executive sales operations leader who knows how to enable revenue growth in a meaningful way. Today’s topic is focused on how Sales Operations enables the sales plan.

It’s The Revenue, Stupid

The Pipeline

I recently had a conversation with a VP of sales who asked me what I thought of social selling. As a longtime proponent of the movement to unhyphenate sales, I have felt that tagging a label on sales, be that Solution Selling, Consultative Selling, Sales 2.0

Build Predictable Revenue

Your Sales Management Guru

Build Predictable Revenue In Your Organization. But one area where additional improvements still can be made is the sales organization. Smart companies are scrutinizing their strategic sales management plans, taking a closer look at everything from their pipelines to their forecasts.

More Good Activity More Sales Revenue

Score More Sales

Right activities are activities that lead to more sales opportunities. This means LESS of the activity you might be doing that does nothing to lead you toward more revenue. Sales Ideas & Skills B2BNow is a GREAT time for you to make a plan to do MORE of the RIGHT activities. Enough "busy work" - time to roll up your sleeves and dig in.

Predict the Weather but Control the Sales Forecast and Revenue

Understanding the Sales Force

While the crappy weather and your crappy revenue for the quarter might have crappy in common, there is one huge difference that can help you hit sales forecast even when the weather forecast is for rain. Dave Kurlan closing sales pipeline sales forecast

The Expectations Treadmill for Aggressive Revenue Growth

Sales Benchmark Index

Revenue growth trumps profits. And there’s no time to waste when it comes to revenue growth. Corporate Strategy Magazine aggressive revenue growth Growth Methodology revenue growth methodology sales strategy

5 Trends Sparking Interest in the Revenue Growth Methodology

Sales Benchmark Index

Corporate Strategy Magazine growth Revenue Growth Methodology sales strategy

Revenue Attribution: The Missing Link to Your Marketing-Sales Interlock

Sales Benchmark Index

Revenue attribution is a challenging topic. Marketers are always looking for ways to demonstrate that their investments are connected to revenue generation. New tools allow marketers to leverage metrics that show how various marketing investments impact the company.

2018 Priority: Grow Revenue With Customer Success

Sales Benchmark Index

Article Corporate Strategy Marketing Strategy Sales Strategy build a customer success team csm customer success customer success manager Customer Success Manager hiring profile hiring profile Marketing marketing strategy

The “Other” 5 Pledges to Radically Increase Revenue

Smart Selling Tools

In February, I posted the first of a 2-part Sales Leaders’ pledge. It’s not sales goals or quotas I’m referring to (although a CSO study revealed that 37% of reps did not hit their plan last year — so we are falling short on those as well.)

Field Marketing: A Measurable Difference in Pipeline and Revenue

Sales Benchmark Index

Corporate Strategy Podcast Sales Strategy b2b marketing Field Marketing genesys revenue contribution ted hunting vice president of marketing

Increasing Revenue: The ONE Measurement That Matters Most

Smart Selling Tools

Indeed, reps have to be masters at balancing their activities in a way that maximizes their revenue. Remember, it’s not just the minutes lost to each task that harms productivity—and ultimately—revenue. Preparing post sales-call follow-up. Scheduling sales calls.

Sales Hacks that Grow Revenue

Score More Sales

Not thinking of myself as much of a hacker, I was curious to see how the Sales Hacker Conference would be this past week in NYC. The decisions on the setting, presenters, and agenda were the work of Max Altshuler , self professed Sales Hacker and Community Builder.

Sales Hacks that Grow Revenue

Score More Sales

Not thinking of myself as much of a hacker, I was curious to see how the Sales Hacker Conference would be this past week in NYC. The decisions on the setting, presenters, and agenda were the work of Max Altshuler , self professed Sales Hacker and Community Builder.

Multi-touch Revenue Attribution: Quantify Marketing’s Impact

Sales Benchmark Index

Revenue attribution is one of the most important KPIs a board member can review. If your CMO is not currently reporting on revenue attribution, it’s imperative that they start immediately. Download our SBI Magazine Special Issue: Revenue Attribution. As marketers, we.

Your 2025 Revenue Plan: 7 Predictions

Sales Benchmark Index

SBI peeked into the future to ask, “What will our 2025 revenue strategy look like?” Siloed sales strategies will be obsolete. Here’s what we found: 1.

The Sales Operations Guide to Revenue Growth

Sales Benchmark Index

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Sales Force Effectiveness: Increase Revenue Per Sales Head

Sales Benchmark Index

Joining us for today’s show is Sean Cataldo, a sales effectiveness leader who knows how to enable a sales force to hit the number. Today’s topic is sales enablement. Corporate Strategy Podcast Sales Strategy SBI for Private Equity SBI for SMB b2b sales enable Global Sales Force Effectiveness productivity revenue per sales head sales enablement sales force effectiveness sales leader sean cataldo

Make Your Sales Team Reflect Your Buyers and Grow Revenues

Score More Sales

B2B women in sales sales strategyThe #SalesSummit at Dreamforce #DF16 Tuesday Sept 4th 1:30PM at the Marriott Marquis Yerba Buena Salon 9 Pre-register here.

Accelerating Revenue: The ONE Measurement That Matters Most

Smart Selling Tools

That means, of the total number of 215 selling days (our available sales capacity) 140 days are used for something other than talking with a prospect. Indeed, reps have to be masters at balancing their activities in a way that maximizes their revenue. Scheduling sales calls.

Is Some Revenue Better Than No Revenue?

Partners in Excellence

The knee jerk reaction to the question, “Is some revenue better than no revenue,” is probably a resounding, Duuuuhhhhhh, well why wouldn’t it be??! ” Alternatively, “If I got rid of that person now, I couldn’t afford the revenue hit.”

Surprising Social Selling Secret Drives Sales Revenue

Understanding the Sales Force

Today I learned that an article I wrote back in November of 2013, Increase in Social Selling Yields No Increase in KPI''s , was named Top Sales Article of the Month for October 2014 by Top Sales World.

The Sales Operations Guide to Revenue Growth Enablement

Sales Benchmark Index

Article Sales Strategy chris fris efficiency sales enablement sales leader sales operations sales team SVP Sales

How to Organize Your Sales Force to Generate More Revenue

Sales Benchmark Index

Article Corporate Strategy Sales Strategy

7 Methodical Approaches to Increasing Revenue Velocity

Smart Selling Tools

In sales, we battle two voices. And while timing has always been important in sales (think monthly and quarterly objectives) the most important thing is to beat the revenue objective before the final buzzer goes off. Remember, there is such a thing as sales capacity.

11 Ways You Can Quickly Increase Sales, Revenue and Profit

Understanding the Sales Force

Verne really liked Greg's emphasis on how to drive sales. Greg says, "Empirical evidence shows that you get at least four times the market value for a dollar of profit that comes from revenue growth versus a dollar of profit that comes from cost reduction.".

Your Sales Operations Strategic Guide to Revenue Growth

Sales Benchmark Index

Joining us for today’s show is Brad Reynolds, an executive who knows a thing or two about running a strategic sales operations function. Today’s topic is focused on how Sales Operations improves the efficiency of the sales team to increase. Corporate Strategy Sales Strategy Video b2b sales director of sales operations enable sales team enablement Guide sales enablement sales leader sales operations sales ops strategic guide to sales operations youtube

Are You Maximizing Recurring Revenue with Customer Success?

Sales Benchmark Index

Many CEOs are moving their revenue models to recurring revenue as this type of revenue creates higher enterprise value than. Joining the SBI podcast show is Nick Mehta, CEO of software company Gainsight, the global leader in the customer success category.

Sales Waste and the Production Line Theory of Revenue Generation

Smart Selling Tools

Producing revenue is most certainly a far different animal than producing cars. However, we would do well to consider how we might increase our own sales production, carve waste out of our revenue manufacturing processes and optimize our sales capacity.

Sales Motivation Video: Are You Focused on Revenue Producing Activities?

The Sales Hunter

Let’s face it — too much of our time is spent doing things that do not produce revenue. The role of sales is to meet customers and generate incremental business; it’s not to update stupid reports. Blog Sales Motivation motivation sales sales motivationWhere do you spend your time? Yes, I’m calling out the stupidity of how too much time is spent […].

How to Grow Revenues with Customer Success

Sales Benchmark Index

Corporate Strategy Podcast Sales Strategy SBI for Private Equity SBI for SMB b2b sales compensation csm customer success customer success manager grow customers natalie fedie organization retention rate sales sales leader vice president of customer success vp of customer success