Jeffrey Gitomer

APRIL 16, 2013

Write an industry white paper. White paper, or brochure? For the past decade, my weekly email magazine, Sales Caffeine , has been a major source of value to my customers and revenue to me. Get in front of people who can say yes to you and become known as an expert. Where’s yours? No cold call needed.

Cold Calling 233

Cold Calling Face-to-face Trade Show Referrals 233

Pointclear

JULY 16, 2013

Remember that high-quality persuasive content is not your corporate brochure or a sales pitch, thinly disguised as a white paper. Lead Quality Drives Increased Revenue. A healthcare company recently received a white paper download from Dr. Kildare at the MASH Hospital Unit. Environment documented.

Lead Generation 225

Lead Generation Sales Qualified Lead Leads Marketing Qualified Lead 225

Janek Performance Group

MAY 29, 2024

In B2B sales, business development is the activities and processes that promote growth and increase revenue. Plus, sales training, coaching, and development are key. This includes boosting new business, enabling sellers to succeed, and providing customer value. 70% want better intent data.

Top of Funnel 62

Top of Funnel Webinar Metrics Buyer Persona Lead Rank 62

Altify

JANUARY 27, 2020

Successful account planning is all about getting the right calibration — you need the right-sized account plan, the right plan type, and the right functionality and activities for your revenue team. In addition to learning about the products or services they are selling, sales leaders should also be trained to model the right behavior.

Account 52

Account Lead Rank Education SalesForce 52

Sales Training Connection

SEPTEMBER 13, 2012

Recently Booz & Co published an interesting white paper about this alignment issue – The Adaptive Sales Force. For this blog let’s restrict our discussion to the performance skills of sales people and examine what the “adaptation” requirement means for sales training. Create more innovative training designs.

Training 108

Training Hiring Territories Sales 108

Anthony Cole Training

JANUARY 13, 2014

It remains a question despite the millions of dollars spent on CRM, sales force automation, training and hype. I was on LinkedIn this morning and saw an ad which read, "5 Keys to Improve Pipeline Forcasting Accuracy and Reduce Revenue Risk!". A couple of things. So, I decided to take a closer look.

Sales Forecasts 189

Sales Forecasts Forecasting Margin Incentives 189

The Pipeline

OCTOBER 6, 2016

While many are sold, and think they are buying “productivity tools”, they are in fact hindering productivity, revenue success and growth. Vendors are happy to supply the case studies, ROI calculators, white papers, and all the rationale one needs to at that next app to their stack.

Case Study 291

Case Study Fashion Exercises Buyer 291

Pipeliner

MAY 26, 2023

It includes training, coaching, content creation, and technology solutions that are tailored to the needs of the sales team. Sales enablement is a strategic, cross-functional discipline, designed to increase sales results and productivity, by providing integrated content, training, and coaching services. — What is Sales Enablement?

Sales Enablement 98

Sales Enablement Hiring Scale Resources 98

MEDDIC

MARCH 28, 2024

Not all accounts hold the same potential for growth and revenue generation. Consider factors like: Deal Size: Focus on deals that align with your quota and contribute significantly to your revenue goals. Consider the potential for upselling, cross-selling, and long-term customer retention for recurring revenue streams.

Enterprise 52

Enterprise Enterprise Account B2B 52

Sales Training Connection

SEPTEMBER 30, 2013

Some are designed to be significant revenue producers or game changers. When selling a new product, top sales performers follow three best practices, which are the focus of the white paper – Don’t Let Your Next Product Launch Fail. The FREE white paper, Don’t Let Your Next Product Launch Fail is available as a pdf file.

Training 113

Training Competition Coaching Revenue 113

Score More Sales

MARCH 26, 2013

In reviewing a white paper this week my eyes glommed on to a sentence: “Traditional CRM often falls short in enabling the proactive decision-making skills that business leaders need to address the demands of their clients.”. Mid-sized companies need better tools to help understand what customers need and want.

CRM 235

CRM Guidelines Compensation Data 235

Sales and Marketing Management

FEBRUARY 26, 2018

Read a white paper they wrote. They want to know how you’re going to help them: grow revenue or reduce costs. You need to make a strong case outlining exactly how you’ll help them do that and you need to connect the dots for your buyers between your products or services and the revenue growth or cost reduction.

Sales Meeting 185

Sales Meeting Meeting Gatekeeper ROI 185

Pointclear

SEPTEMBER 28, 2018

This multi-use content is used in testimonial quotes, blogs, nurture messages, ebooks, hard cover books, guest websites, white papers or case studies. How to Measure Podcast Contributions to Revenue. Today’s mobile listeners want business entertainment and training without the pitch of so many social media outlets.

Top of Funnel 133

Top of Funnel Funnel Case Study Social Media 133

Igniting Sales Transformation

SEPTEMBER 16, 2019

To me, that seems an obvious suggestion; however, I don’t believe that organizations are doing enough analysis to understand how ALL buyer interactions with their salespeople – starting with the first ones – are either helping or hurting pipeline and revenue objectives. So, let’s talk about “aligning to the buyers’ journey”.

Webinar Metrics 126

Webinar Metrics Loyalty Buyer Case Study 126

The ROI Guy

NOVEMBER 22, 2013

In your 2014 plans, you likely have some significant revenue growth targets for the New Year. The odds are that these investments will fall flat and not yield all the revenue growth results you expect. However, more sales reps do not mean more revenue. However, when we look at training effectiveness, the numbers are startling.

Hiring 67

Hiring Revenue Lead Rank Lead Scoring 67

Allego

DECEMBER 22, 2020

This content falls into two types: 1) customer-facing collateral that sellers will share with buyers and 2) training assets, best practices, research, and tools that are for internal use. If you’re in sales enablement, training, product marketing, or content marketing, that’s what you do: crank out the sales content. Why is that?

Sales Enablement 71

Sales Enablement Top of Funnel Case Study Face-to-face 71

The Brooks Group

FEBRUARY 11, 2020

When hiring – and retaining – sales talent, you might say that a bit more is at risk: Nearly $100,000 of your hard-earned revenue, to be exact. Lost time and energy in hiring, training, and managing. Fortunately, the stakes are not that high – perhaps a beer, or some low-level ribbing, are all that is riding on the outcome.

Hiring 52

Hiring Sales Talent Quota Travel 52

Sales Training Connection

JULY 25, 2014

Several selection criteria may be considered, but one stands out as particularly important – high revenue potential. Rarely does a salesperson have an account base in which all the accounts have equal potential for revenue growth. Download free white paper – Getting Sales Strategy Right in Major Accounts. Leverage Time.

Coaching 99

Coaching Sales Management Strategy Face-to-face 99

Allego

APRIL 18, 2024

Not only that, but McKinsey’s research shows that organizations that invest in AI are seeing an increase in revenue of 13-15% and a sales ROI increase of 10-20%. Organizations that invest in AI are seeing an increase in revenue of 13-15% and a sales ROI increase of 10-20%. You can also find custom GPTs specifically tailored for sales.

Examples 62

Examples Top of Funnel Lead Rank Lead Scoring 62

Sales Training Connection

FEBRUARY 28, 2014

Others are extraordinary new products designed to be significant revenue producers, game changers or in some cases “bet the company” entries into the market. Most companies take the first step and provide their sales team with technical training about the new product. management, expense reduction, and revenue generation.

Training 97

Training Engineering Revenue Up-Sell 97

Product Management University

SEPTEMBER 20, 2018

Here are three ways to get better at selling products you have and grow revenue faster. How-to articles and videos, webinars, white papers and best-practice tips are a good way fill the sales pipeline with low hanging fruit, and they won’t break the marketing budget.

Webinar Metrics 40

Webinar Metrics Buyer Influencer Revenue 40

The Pipeline

FEBRUARY 15, 2012

Some organization have acted on their commitment by creating the role of Chief Revenue Officer, having both functions coalesce behind a singular purpose, function and execution. Sales Training. White Paper. Dave Kahle – Sales Training. From The Heart Sales Training Blog. Tibor Shanto. Sales Force Alignment.

Pipeline 223

Pipeline Hiring Demand Generation Targets Demand Generation 223

The Digital Sales Institute

SEPTEMBER 20, 2023

Essential selling skills to master whether you are starting out on your sales career, maybe you have just completed your onboarding sales training or you are already an experienced salesperson in reaching out to customers. A lot of sales training programs fail to engage salespeople due to outdated methodologies or delivery channels.

Selling Skills 52

Selling Skills Ideal Customer Profile Negotiation Up-Sell 52

Sales and Marketing Management

MAY 11, 2017

If so, train those who are slow off the mark. First, the number of points you decide to give to each activity a prospect engages in, such as downloading a white paper or visiting your website. As you optimize your process, you’ll likely find you need fewer leads because you’re able to generate more revenues per lead.

Inbound 176

Inbound Lead Rank Lead Scoring Sales Qualified Lead 176

The Pipeline

OCTOBER 14, 2011

Our mission as salespeople is simple, drive revenue. The nearsighted perspective presents quantitative information including the number of sales opportunities, the stages they are in, and the expected revenue from each sale. Expected Income Per Sale X Probability = Total Revenue. Sales Training. About Gary Hart.

Pipeline 198

Pipeline Lead Rank Lead Scoring Top of Funnel 198

Pipeline

APRIL 1, 2024

In fact, most sales teams rely on long-term accounts and word-of-mouth to maintain revenue, which is not a sustainable approach. Train your reps to understand a lead’s challenge and offer solutions accordingly. Improve your content marketing with valuable and informative blogs, white papers, and e-books.

Lead Rank 52

Lead Rank Lead Scoring Pipeline Sales Qualified Lead 52

Pointclear

JUNE 4, 2013

Since the economic downturn we recognize that companies have cut back on training for salespeople. I predict that this year about 50% of salespeople will miss quota due to the cut back in sales enablement and training. As mentioned earlier, companies have drastically cut back on sales enablement and training.

Hiring 214

Hiring Ideal Customer Profile Call-back Retention 214

No More Cold Calling

FEBRUARY 20, 2014

CSO Insights offers four great reasons in their white paper, “ The Anatomy of a World-Class Sales Organization ”: Sales organizations that optimize their sales processes for engaging and working with clients significantly outsell their less adept competitors, achieving sales performance edges such as: . Attention Seasoned Sales Pros.

Gatekeeper 218

Gatekeeper Referrals Cold Calling Hiring 218

No More Cold Calling

OCTOBER 30, 2016

Before they make contact, prospects have usually checked us out, compared pricing, read a white paper or two, listened to a webinar, and/or viewed a demo. You’re a sales leader accountable for increasing revenue, while at the same time managing your profit margins. They’ve also researched what our competitors have to offer.

Referrals 120

Referrals Sales Qualified Lead Lead Generation Cold Calling 120

The Pipeline

AUGUST 24, 2011

A couple of weeks ago I posted the first in a series of conversations with Michael Bird, Chief Revenue Officer with NetProspex. Sales Training. White Paper. Dave Kahle – Sales Training. From The Heart Sales Training Blog. Sales Force Alignment. Sales Leadership. Sales Management. Sales Meetings. Sales Tool.

Pipeline 241

Pipeline Top of Funnel Hiring Cold Calling 241

SalesLoft

JANUARY 2, 2020

Sandler Training Blog | Top Sales World named the Sandler Blog one of the Top 50 Blogs for 2018. Sales Training Tips & Techniques (Jeff Shore) | Practical, real-world sales strategies, techniques and tips to help you win the sale. Predictable Revenue Blog | Read about the latest B2B Sales Trends on the Predictable Revenue Blog.

Lead Rank 52

Lead Rank Webinar Metrics Lead Scoring Inside Sales 52

The Pipeline

AUGUST 10, 2011

Rather than taking the scripted approach, Michael Bird , Chief Revenue Officer at NetProspex , and I sat down (some distance apart, he in Boston, and I in Toronto), and had a discussion on various aspects of the subject. Sales Training. White Paper. Dave Kahle – Sales Training. From The Heart Sales Training Blog.

Sales Cycle 244

Sales Cycle Pipeline Conversion Webinar Metrics 244

Salesmate

AUGUST 13, 2020

While the world is struggling with ostrich syndrome, sales leaders need to think of the strategies that will amplify their efforts and keep the revenue cycle alive; your business’s future depends on it. Train your sales reps to be presentable and cordial with the prospects and customers over the video call. Using video conferencing.

Video 122

Video Campaigns Pipeline Tools 122

The Pipeline

APRIL 27, 2011

Reviewing a pipeline report may not be your idea of fun, but effective sales meetings are well-planned, well-executed, and full of information highly relevant to making reps better and both extracting & sharing information that can help the entire organization accelerate sales, customer and revenue growth. Sales Training.

Sales Meeting 251

Sales Meeting Pipeline Meeting Hiring 251

The ROI Guy

JANUARY 23, 2014

SiriusDecisions indicates that for the past 3 years, the number one reason for revenue shortfalls has not been a lack of leads, sales training or product mix – but the inability for sales and marketing to effectively communicate the value of their solutions to prospects. And Sales ? So what are you doing to Mind the Value Gap?

Lead Rank 77

Lead Rank Lead Scoring Decision Maker Proposal 77

The Pipeline

FEBRUARY 3, 2012

But instead many, not all, do different things, shifting lower revenue accounts to an inside team, which works until the inside team has too much volume and all one has done is shift the glut from one team to the other, without an improvement in coverage or revenue. Sales Training. White Paper. Sales Leadership.

Pipeline 212

Pipeline Territories Harvest Cold Calling 212

Customer Centric Selling

JULY 3, 2013

Sales Training Article: Where''s All This Buying? Most companies with strong earnings attribute their results to cost control rather than top line revenue growth. It begs the question: With all this buying activity, where’s the revenue? Few senior executives download brochures or white papers.

Training 45

Training Buying Cycle Hiring Vendor 45