Reallocating CSM Time Can Dramatically Improve Customer Success Revenue

Sales Benchmark Index

As a Customer Success Leader, to scale your organization, you have to get the most out of your team. Your greatest lever, is how to allocate a Customer Success Professional’s most important asset, their time. In order to drive the.

Unlocking Cross-Sell and Upsell Potential by Activating the Product Team

Sales Benchmark Index

The role of a Product Leader is dynamic. Listening to the market, monitoring competitors and developing new products are core responsibilities. They set the organization up for growth. Yet, one of the lesser associated responsibilities of a Product Leader is translating.

Sales Excellence Studies Propigate Mediocrity

Understanding the Sales Force

Understanding the Sales Force by Dave Kurlan If you conduct a Google search for Sales Excellence Studies you'll find more than 20,000 results. I'm sure that some of those results point to surveys that were conducted by others but either way, that's an awful lot of studies on sales excellence.

Study 182

New Leads Study Supports Quickness and Follow Up

Score More Sales

Their new study, The Ultimate Contact Strategy: How to Best Use Phone and Email for Contact and Conversion Success was just released this week. In the study, some key conclusions came from their analysis of data from 3.5

In the Race to Win More Customers, Sales Needs Digital Transformation

strong productivity, and drive revenue. rubber hits the road, and revenue is made, deferred, or lost. In a recent study by 451 Research, 31% of.

Sales Excellence Studies Propagate Mediocrity

Understanding the Sales Force

Understanding the Sales Force by Dave Kurlan If you conduct a Google search for "sales excellence studies" , you'll find more than 20,000 results. I'm sure that some results point to surveys which were conducted by others, but either way, that's a lot of studies on sales excellence.

Study 170

66% of Companies Lack a Formalized Lead Generation Process - CSO Insights Study


As a Chief Revenue Officer, it’s daunting to think about your 2019 sales goals. The question is: sales people lead generation sales goals lead flow social content marketing digital sales Sales and Marketing sales organizations CSO sales for life Develop Sale team revenue

Has Your Deal Desk Become a Collision Center? – 5 Steps to Clean up the Dysfunction

Sales Benchmark Index

As organizations transform their Deal Desk to a best in class Revenue Desk, challenges arise. Making this transition calls for new members from various functions, which results in more opinions and at times, competing priorities. When done well, this leads.

Study 175

Why CMOs Need to Resist the Onslaught of the Trivial

Sales Benchmark Index

Your job description probably reads something like “generate revenue by increasing sales through successful marketing for the entire organization, using market research, pricing, product marketing, communications, advertising and public relations.”

Case Study: 3 Ways this Sales VP Uses Social Selling

Sales Benchmark Index

We get requests to explain how sales reps use social to generate revenue. 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? How are you planning for Social in 2014?

Seven Things Marketers Need to Know About Lead Generation

Speaker: Douglas Burdett, Host of The Marketing Book Podcast, Founder/Principal of ARTILLERY

And in a recent study by IDG, generating high quality leads was #1 lead generation challenge. Lead generation is the process of attracting and converting strangers and prospects into someone who has indicated interest in your company's product or service.

When to Walk Away From the Big Deal - Case Study

Sales Benchmark Index

After the initial surprise and some disappointment, the customer realized that for us, the relationship was far more important than making short-term revenue. There are a few key takeaways from the case study: A well defined sales process mapped to the buyer’s journey is crucial.

Welcome to Customer Revenue Optimization – The New Science of Selling


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. To win, everyone must be part of the revenue team.

Case Study: How Vocera Communications Increased Email Deliverability to 99.2% In Just Three Months


I love seeing how real life businesses are using technology to work more efficiently and drive revenue. Download the case study below to learn more! Download Case Study The post Case Study: How Vocera Communications Increased Email Deliverability to 99.2%

Study Reveals Why B2B Salespeople Lose Deals

HeavyHitter Sales

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. Harvard Business Review is arguably the most prestigious publication for business leaders and management thinkers.

Study 152

Togetherness: Achieving Sales and Marketing Alignment

Speaker: Jeff Davis, Founder, jd2 Consulting Group

Studies show failure to align sales and marketing teams around the right processes and technologies costs B2B companies 10% or more of revenue per year. In this webinar, we will: Discuss the 5 basic layers of a growth-focused revenue tech stack.


HeavyHitter Sales

Over the past two years, forty-six percent of study participants reported a shift from a field sales model to an inside sales model. More than twice as many study participants reported moving to an inside sales model.

Study 113

100 Case Study Interview Questions [Updated for 2018]

Hubspot Sales

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. How to Ask Your Customer for a Case Study. The Ultimate List of Case Study Interview Questions.

[Data Snapshot] 2018 Sales Compensation Best Practices Study


In May 2018, Xactly partnered with WorldatWork to complete its annual Sales Compensation Best Practices Study to define the key trends and metrics for companies that want to plan and incent a top sales organization.

Study 66

Personalize B2B Mobile Site to Grow Revenues

Score More Sales

94% of digital marketing professionals surveyed agreed that personalization is “critical to current and future success” according to an eConsultancy study. The post Personalize B2B Mobile Site to Grow Revenues appeared first on Score More Sales.

B2B 286

LeadGnome Case Study: Bridgeway Increases Sales Productivity and Database Health


New case study reveals how Bridgeway Security Solutions leveraged LeadGnome’s reply email mining service to improve sales productivity and HubSpot database health. The post LeadGnome Case Study: Bridgeway Increases Sales Productivity and Database Health appeared first on LeadGnome.

Sales Tech Game Changers: How to Exceed Revenue and Profit Projections

Smart Selling Tools

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.

To Get Off the SaaS Growth Treadmill: Avoid Revenue Churn and Burn


A recent study by Invesp found that 44% of SaaS companies are focused on customer acquisition, as opposed to just 18% that are focused on customer retention. If revenue churn rate is too close to the capital burn rate, you’ve got a problem to solve.

Churn 113

How the Best CEOs Drive Their Strategy to the Sales Force

Sales Benchmark Index

Yet 90% of the companies in the study. Most companies have ambitious plans for growth. However, few ever realize them. According to the Harvard Business Review, seven out of eight companies in a large corporation failed to achieve profitable growth.

Study Shows Dramatic Growth In Use of Incentives for Employees and Customers

Sales and Marketing Management

Teaser: A new study conducted by the Incentive Federation confirms that the non-cash incentives market is thriving with 74 percent of U.S. A new study conducted by the Incentive Federation confirms that the non-cash incentives market is thriving with 74 percent of U.S.

2-5x Your Revenue With These 9 Sales & Marketing Alignment Steps


If they don’t, then there’s a lot of revenue being left on the table. Sales service-level agreements that commit to a certain amount of activity and revenue. Within 6 months, we had increased leads by over 15% and helped them grow annual revenue by 8%.”.

Gender in Senior Management: F1000 Diversity Creeps Up From 2016 to 2019

DiscoverOrg Sales

Read on to see our new 2019 benchmark study, where we compare data from the DiscoverOrg database over a three-year timeframe, to see whether the playing field has improved, leveled, and in some cases, gotten worse, in the era of #MeToo. Chief Revenue Officer.

Build Predictable Revenue

Your Sales Management Guru

Build Predictable Revenue In Your Organization. My answer is simple; “it’s more critical when you are small to begin building management systems and tools because revenue and profitability are considered more critical in an organization. Make 2015 Your Best Year Ever!

Accelerating Revenue: The ONE Measurement That Matters Most

Smart Selling Tools

However, several research studies have all shown that the average B2B salesperson spends less tha n 35% of her time selling (defined as interacting with a prospect). Indeed, reps have to be masters at balancing their activities in a way that maximizes their revenue.

Infographic: How to use SMS to win love, leads, revenue


As Valentine’s Day approaches, we thought we’d take a lighthearted twist on a recent text messaging study we conducted by comparing text messaging usage and etiquette in both business and love. The post Infographic: How to use SMS to win love, leads, revenue appeared first on Leads360 Blog.

Delivering Customer Value in Every Interaction – Don’t Get Caught without a Plan


In fact, according to our research, 40% of sales meetings don’t have a clear plan for success (2019 Customer Revenue Optimization Benchmark Study) and 62% of all sales calls do not progress past the first meeting or call. The first sales call is where the magic is supposed to happen!

#Slacktivism in #SocialSelling and Impact on Revenue – Sales eXchange 227

The Pipeline

By Tibor Shanto - I recently read an article about Slacktivism. A growing trend where people will click away on social media, getting behind a cause or a product, but only a small few will actually act on their sentiment.

How Sales Teams Can Help Stop Revenue Leakage

Janek Performance Group

Revenue leakage, or the loss of income from customers spending less than expected over the lifetime of the relationship, is a subtle but significant negative influence on gross income, with most studies showing a 1 to 5% decrease in gross income due to revenue leakage.

6 reasons revenue attainment may be the wrong measure for success


CSO Insights has published their 2018-2019 Sales Performance Study , and the headline news sounds promising: More organizations are attaining their revenue goals than last year. of surveyed organizations reported achieving their revenue numbers, against 88.9%

4 Sales Team Weaknesses that Inhibit Revenue Growth

DiscoverOrg Sales

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. According to a study by Gartner, 70% of executive buyers think customer stories and case studies are the best way providers can communicate differentiation they can trust, but only 34% of executive buyers felt sales reps do a good job of communicating business value.

The Revenue Impact of More “A” Sales Managers


Here’s an exciting one: A 5% lift in core performance drives a 60% lift in revenue. . Look at the distribution here from a study done by Sales Management Association. The post The Revenue Impact of More “A” Sales Managers appeared first on CommercialTribe.

How to use a sales pipeline to boost revenue


According to HubSpot research, 72% of companies with less than 50 new opportunities a month didn’t achieve their revenue goals , while only 4% of companies with 101 to 200 new opportunities in their sales pipelines didn’t meet their revenue goals.

The “Other” 5 Pledges to Radically Increase Revenue

Smart Selling Tools

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.) In February, I posted the first of a 2-part Sales Leaders’ pledge.

Study: Is Your Team Prepared for the Coming Wave of Sales Tech Innovation?


Insights gleaned help establish best practices for Velocify clients in order to maximize revenue potential. The post Study: Is Your Team Prepared for the Coming Wave of Sales Tech Innovation?

Study 60

Learn How We Discovered They Had the Wrong Salespeople

Understanding the Sales Force

Recently, we evaluated a large inside sales force and I thought it might be interesting to share some of the more unusual findings that were responsible for this sales team's inability to achieve the revenue goals that the company expected from them.

Study 244