Sales and Marketing Management

FEBRUARY 1, 2023

It’s vital to ensure that sales teams have the skills to thrive during a period of revenue resilience and the skills to bounce back when enterprise spending goes back to normal. The post Top Skills to Reinforce During a Period of Revenue Resilience appeared first on Sales & Marketing Management.

Revenue 289

Revenue Enterprise Enterprise Marketing 289

Sales and Marketing Management

SEPTEMBER 21, 2021

The post Turning the Lights On Revenue-Generating Bottlenecks appeared first on Sales & Marketing Management. Citrix executive Barry Magee explains that incorporating D&B's Rev.Up ABX software program into their existing processes was not so much about giving people data, but rather transforming how they worked.

Revenue 367

Revenue Software Software Data 367

Sales and Marketing Management

FEBRUARY 2, 2023

In good economic times, it’s important to be aware of every revenue opportunity. Sales enablement helps reps reach out with the right message at the right time. The post Seizing Every Revenue Moment appeared first on Sales & Marketing Management. In uncertain times, it’s mission critical.

Revenue 156

Revenue Sales Enablement Opportunity Marketing 156

Salesfolks

APRIL 25, 2024

This article delves into the hidden challenges of hiring full-time sales employees and proposes an alternative approach that mitigates these risks while maximizing the potential for revenue growth.

Revenue 52

Revenue Hiring Proposal Maximizer 52

Force Management

APRIL 16, 2024

We recently hosted a live session on Driving a Revenue Mindset with our Managing Director and Facilitator Brian Walsh. He shared insights on what’s changing in sales, what remains critical, and what the most successful organizations are focusing on to maintain revenue momentum.

Revenue 130

Revenue Conversion Buyer Company 130

The Pipeline

FEBRUARY 4, 2020

Last week I saw a piece on LinkedIn, that questioned the accuracy of predictions about the future of B2B sales and selling made in the past decade. The piece pointed to a prediction by Forrester around 2015 about the size and nature of B2B sales in 2020. Is sales is making the most of their newfound time and resources?”

Revenue 370

Revenue Top of Funnel Sales Qualified Lead Lead Rank 370

Sales and Marketing Management

JANUARY 26, 2023

Today’s buying realities are substantially displacing this model of revenue acquisition. The emerging role of chief revenue officer will need to manage the three-dimensional view of buyers – marketing, selling and service – deploying the right resources at the right time.

Revenue 177

Revenue Resources Buyer Marketing 177

Force Management

APRIL 4, 2024

March on the Revenue Builders Podcast consisted of so many great lessons and conversations with leaders both familiar and new. Tune in to the below episodes for stories, strategy and wisdom that will help you successfully scale revenue teams as a leader.

Scale 126

Scale Revenue Hiring Strategy 126

Sales and Marketing Management

JUNE 26, 2023

Incentive travel drives a number of important business goals, and it's not just for sales boosts anymore. The post Going Beyond Revenue appeared first on Sales & Marketing Management.

Revenue 120

Revenue Incentives Incentive Travel 120

Sales and Marketing Management

FEBRUARY 21, 2024

The post How Kimberly-Clark Professional Sharpened Its Marketing Messaging and Accelerated Revenue Growth appeared first on Sales & Marketing Management.

Revenue 156

Revenue Marketing Consumer B2B 156

Sales and Marketing Management

FEBRUARY 21, 2024

The post How Kimberly-Clark Professional Sharpened Its Marketing Messaging and Accelerated Revenue Growth appeared first on Sales & Marketing Management.

Revenue 156

Revenue Marketing Consumer B2B 156

Sales and Marketing Management

JUNE 14, 2023

Countless invisible weak points may exist within your sales process that must be fixed or you will continue to lose revenue. The post Revenue Leakage: The Invisible Enemy Polluting Your Pipeline appeared first on Sales & Marketing Management.

Pipeline 156

Pipeline Revenue Sales Process Marketing 156

Force Management

NOVEMBER 30, 2023

Today's leaders have an uphill battle to successfully tackle revenue growth goals. Internally, revenue organizations have to adapt and align their message in a way that communicates their value in today's dynamic selling environment. Strategies for growth and evolution should drive alignment across all your revenue teams.

Revenue 144

Revenue Strategy Face-to-face Buyer 144

The Sales Readiness Blog

JANUARY 8, 2024

Sales leaders today face a common problem: how to drive increased productivity from their sales teams. Let’s dive into the four strategies to do this.

Revenue 98

Revenue Strategy Sales Management Face-to-face 98

SBI Growth

JUNE 16, 2020

Any gap in alignment between the Sales and Marketing organization will endanger the commercial success of a company. The Revenue Marketing Strategy, when thoughtfully crafted, allows best-in-class marketing organizations to focus their energy on demonstrable revenue generation instead of debating.

Revenue 270

Revenue Marketing Strategy Energy 270

Understanding the Sales Force

MAY 10, 2023

We are now seeing these events in sales organizations: Missed forecasts. The economic crisis of 2008-9, and the Covid lockdowns of 2020-2021 showed us that when companies focus on cost-cutting instead of growing revenue, revenue declines – sharply. Closing delays. Failure to hit quotas. Order cancellations.

Revenue 156

Revenue Hiring Decision Maker Cancellation 156

Sales and Marketing Management

JUNE 5, 2023

The post How Fractional Executives Meet Revenue Targets During Recessions appeared first on Sales & Marketing Management. Everyone's talking about fractional executives. Here's a look at the pros and cons and how to make the most of fractional executive hires.

Meeting 156

Meeting Revenue Hiring Marketing 156

Zoominfo

APRIL 16, 2020

Discord between marketing and sales departments is an age-old story. The marketing team gets annoyed at the sales team for failing to follow up on leads. And in return, the sales team is annoyed with the marketing team for generating low-quality leads in the first place.

Revenue 264

Revenue Marketing How To Follow-up 264

The Center for Sales Strategy

JULY 27, 2023

As a business owner or sales leader, you understand how important your sales process is to the success of your company. But are you certain that your sales process is as effective as it can be? If so, a consulting organization such as The Center for Sales Strategy (CSS) may be able to help.

Sales Process 92

Sales Process Revenue Sales Strategy 92

Allego

FEBRUARY 13, 2024

Consider today’s B2B buyers: They are savvier than ever, performing as much research as they can before talking with a sales rep. Traditional sales enablement methods can’t accommodate those needs. There’s little to no collaboration between sales, marketing, and enablement teams. And even then, they prefer digital interactions.

Revenue 62

Revenue B2B Scale Buyer 62

Product Management University

APRIL 17, 2024

If you want to create a revenue plan with sales that gives you a more realistic chance of hitting your revenue targets, give some thought to a broader market strategy where each product plays a role versus a marketing plan for each product. On the surface, that means your revenue should be growing by at least 19.1%

Revenue 59

Revenue Scale Segment SalesForce 59

Force Management

DECEMBER 14, 2023

When executed well, your channel program will decrease the cost of a sale, improve reach into new markets, and grow overall seller capacity without increasing internal headcount. Increasing Channel Partner Productivity When it comes to channel sales, your ability to control the sales process is limited.

Channels 137

Channels Revenue How To Case Study 137

Adaptive Business Services

JANUARY 24, 2024

Dating back to 1977, my entire career was as a B2B sales rep or I was managing a B2B sales team. Ask a sales rep what they will close this month and, without some intensive research, they may be hard pressed to give you an answer. What are some of the general company benefits from a well managed CRM … Increased revenues.

CRM 71

CRM Revenue Company Hiring 71

Tenbound

NOVEMBER 17, 2023

We Talked About Revenue Alignment for 3 Years … nobody cared. The idea makes perfect sense: Revenue Alignment of the Marketing, SDR, Sales, RevOps, and Customer Success into a revenue machine creating predictable pipeline and sales for the company. In theory, it’s Revenue Nirvana. Photo by Magnet.me

Revenue 105

Revenue Top of Funnel Account Based Marketing Funnel 105

The Center for Sales Strategy

MAY 15, 2023

In the fast-paced and competitive business landscape, an effective sales structure is crucial for organizations to achieve revenue targets and drive growth. However, many companies face challenges in designing a sales structure that aligns with their objectives and maximizes their sales potential.

Maximizer 104

Maximizer Revenue Face-to-face Objections 104

Force Management

JANUARY 16, 2024

There’s no doubt that the way sales organizations and their customers interact has shifted in the past few years. From a new remote-first approach to rapid digital technology advancement, the customer journey is new and requires active participation from more than just your sales team.

Revenue 151

Revenue Face-to-face Negotiation Company 151

Highspot

JANUARY 19, 2024

In previous discussions, I’ve emphasized the pressing need for investment in enablement to drive lasting revenue growth , especially in today’s volatile economy. Sellers shouldn’t waste time on non-revenue-generating activities, and the team shouldn’t rely solely on a few high-performers.

Sales Enablement 64

Sales Enablement Revenue Quota Sports 64

Mindtickle

APRIL 10, 2024

When it comes to B2B sales, content is still king. According to the Demand Gen Report , more than half of B2B buyers rely on sales content to guide their purchase decisions more now than in the past. According to the recently released State of Revenue Productivity Report , organizations published an average of 642 new assets in 2023.

Analytics 52

Analytics Top of Funnel Revenue Closing 52

Force Management

DECEMBER 28, 2023

For revenue team leaders, today’s decisions will help define where the company ends up in twelve months. Recent survey research examined the mindsets of B2B technology sales professionals, collecting data from across diverse roles, ages, and company sizes. The number one answer: Sales Tools, Platforms & Software (44%).

Tools 121

Tools Revenue Survey Software 121

Highspot

DECEMBER 11, 2023

Sales teams must rise to greatness to thrive in the competitive market of today. The key to achieving this lies in comprehensive support and development, a realm uniquely addressed by sales enablement. Even as budgets tighten, sales leaders recognize the indispensable nature of enablement.

Sales Enablement 52

Sales Enablement Revenue Maximizer Face-to-face 52