SBI

NOVEMBER 2, 2017

This week I interview Russ Chadinha , Senior Director Product Marketing of Model N Revenue Cloud. Typically, companies turn to Model N with a specific focus, such as Sales, as a starting point, but are confident knowing that they can continue to expand their use of Revenue Cloud solutions to other functions and organizations.

Revenue 131

Revenue Lead Rank SAP Maximizer 131

Zoominfo

MARCH 10, 2021

trillion in new business revenues to their local economies.” By inference, the impetus for the business revenue and job creation noted by IDC comes from implementations of CRM systems. From 2019 through 2024, “Salesforce and its ecosystem are expected to enable the creation of 4.2 Salesforce holds about 19.5%

Analysis 130

Analysis CRM Remedy SalesForce 130

Pointclear

MARCH 19, 2018

Her time is now spent wallowing in superficial spreadsheets, managing the conflicting software results from media and a budget with a requirement for a direct correlation to revenue. She now has a quota for raw inquiries, qualified leads, and revenue by product tied to marketing campaigns and various website stats. About the Author.

Analytics 164

Analytics Marketing Top of Funnel Sales Qualified Lead 164

criteria for success

SEPTEMBER 16, 2022

Depending on your product or service, your ideal company profile might include its annual revenue, location, and industry. If the firm uses Salesforce, has three or more open positions, and the VP Sales recently downloaded a white paper from your website, that lead is sales ready.

Lead Rank 98

Lead Rank Lead Scoring Ideal Customer Profile Sales Qualified Lead 98

No More Cold Calling

NOVEMBER 7, 2013

Check out what he has to say (and be sure to download his company’s white paper for a guide to strategic coaching best practices): “Great sales coaching creates great sales results. In LSA Global’s recent Best Practices White Paper , we outline these two mistakes and provide solutions to your sales coaching challenges.

Coaching 237

Coaching Sales Coaching Margin Small Business 237

Zoominfo

MARCH 24, 2021

For businesses, that bad data can negatively affect revenue growth. The impact of bad data on sales can range from a sluggish sales pipeline to catastrophic revenue loss. That includes web forms (from white paper downloads to webinar registrations), contact list building, and manual entries. What Is Poor Data Quality?

Data 251

Data B2B Churn Buyer Persona 251

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

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. To learn more about how account planning can help you maximize customer revenue and reach sales goals, download our white paper.

Account 52

Account Lead Rank Education SalesForce 52

Hubspot Sales

APRIL 3, 2018

For instance, make a phone call and suggest a white paper that might answer some of the prospect’s questions, then send the content via email. If you see any of the above telltale signs in your organization, use the tips below to correct your sales cadence and generate more revenue. Ignoring the buying cycle.

Revenue 88

Revenue Buying Cycle Social Media Media 88

Sales and Marketing Management

SEPTEMBER 21, 2012

Author: A Herrmann International White Paper. Teaser: It’s increasingly challenging to grow top-line revenue, win new business, maintain client loyalty and retain top sales talent. It’s increasingly challenging to grow top-line revenue, win new business, maintain client loyalty and retain top sales talent.

Loyalty 176

Loyalty Sales Talent Competition Revenue 176

Guru

FEBRUARY 28, 2019

When it comes to empowering salespeople to close deals and drive revenue, too many sales enablement solutions fall short by placing the emphasis on content rather than conversations. Sending a white paper to a prospect without context isn’t going to close a deal.

Sales Enablement 54

Sales Enablement Conversion Industry Case Study 54

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 26, 2018

E-books and white papers. A new white paper is also in the works. The statements and quotes are significant enough, and in many cases backed by percentages of improvement, that it’s worth considering them for the white paper also. You may also like: How to Measure Podcast Contributions to Revenue.

Case Study 100

Case Study PointClear Study Social Media 100

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

Pointclear

JUNE 28, 2018

In a white paper called How Much Should a Lead Cost (available for the asking), I ask and answer the question as follows: “So, how much should a lead cost? million in potential revenue. Following are actual statistics though the source names have been changed to protect the guilty: What to do? Attached are the details.”.

Sales Qualified Lead 113

Sales Qualified Lead Revenue Lead Rank Cost per Lead 113

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

Zoominfo

AUGUST 26, 2018

White papers. We have the tools you need to scale your marketing campaigns and increase your revenue. It’s really going viral. . Why didn’t the marketing couple get married? They weren’t on the same landing page. What do content marketers use to wrap birthday presents? Why did Cookie Monster apply for a marketing job?

Marketing 272

Marketing Top of Funnel Hiring Social Media 272

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 Data Compensation 235

Anthony Cole Training

JANUARY 13, 2014

I was on LinkedIn this morning and saw an ad which read, "5 Keys to Improve Pipeline Forcasting Accuracy and Reduce Revenue Risk!". I read the white paper, and it clearly identified common problems with CRM tools such as SalesForce.com, ACT and other pipeline management tools. (You A couple of things.

Sales Forecasts 190

Sales Forecasts Forecasting Margin Incentives 190

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

Janek Performance Group

JULY 12, 2018

In tandem with our most recent white paper on Developing an Effective Sales Territory Model , we want to share some best practices that help you maximize the revenue from your turf. You’ve just been awarded a sales territory by your sales leadership team. Now it’s up to you to properly nurture and grow that area to drive sales.

Territories 59

Territories Maximizer Sales Leadership Revenue 59

Zoominfo

OCTOBER 18, 2022

Giving everything away for free may build brand equity, lead-gen advocates argue, but doing so deprives a sales team of qualified leads that can drive revenue. demand-gen argument makes for engaging social conversation, the reality of the situation isn’t so black-and-white. Nothing gets people riled up like a good old-school rivalry.

Lead Gen 130

Lead Gen Lead Rank Sales Qualified Lead Leads 130

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

SBI Growth

JANUARY 20, 2014

B2B CMO’s are focused on driving revenue into the pipeline. We encouraged the sales reps to flood the industry with the competitors offer (a Gartner white paper). Success is largely determined by the quality of campaign offers. Yet there’s little attention within marketing teams on developing quality offers.

Campaigns 310

Campaigns Demand Generation Demand Generation Targets Outside Sales 310

Mereo

JANUARY 10, 2022

AUSTIN, TX (JAN 2022) — Mereo LLC, a revenue performance consultancy to Fortune 500 B2B organizations and high-growth mid-enterprise organizations backed by private equity firms, has been awarded the gold medal in the 2021 Top eBook/White Paper category in the Top Sales Awards.

eBook 56

eBook SAP Banking Exercises 56

SBI

AUGUST 20, 2014

Jim: RO|Innovation brings the Voice of the Customer front-and-center through intuitive, easy-to-use, cloud-based sales and marketing solutions that drive revenue for B2B organizations. We are helping sales reps increase their efficiency so they can spend more time actively selling and drive revenue.

Up-Sell 126

Up-Sell Revenue Decision Maker Closing 126

Janek Performance Group

MARCH 26, 2024

Seventy-one percent of companies that exceed lead generation and revenue goals have documented buyer personas. This should include blogs, case studies, and white papers. According to SEO specialists THM Agency , companies using buyer personas achieved the following: Eighty-two percent improved their value proposition.

Buyer Persona 62

Buyer Persona Webinar Metrics Buyer Strategy 62

SBI Growth

OCTOBER 23, 2013

Marketing leaders must prove their contribution to Sales Revenue. Here’s where you see fruit of your labor: blog posts, eBooks, white papers, newsletters, webinars, etc. The pressure is on. Advertising and tradeshows are not enough. Marketing must produce leads that generate new business.

Outsourcing Services 316

Outsourcing Services Lead Gen Marketing Webinar Metrics 316

Allego

MARCH 21, 2023

All of which ultimately leads to better sales conversations, more wins, and increased revenue. By viewing reports and dashboards, marketers can determine which videos, white papers, and other materials are viewed and shared the most—based on how long viewers linger on the content.

System 118

System Tools Collateral Video 118

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. Podcasts produce so much potential content that each show provides a plethora of content options.

Top of Funnel 133

Top of Funnel Funnel Case Study Social Media 133

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. Why is this? In fact: New sales reps take a long time to ramp up.

Hiring 67

Hiring Revenue Lead Rank Lead Scoring 67

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%.

Examples 62

Examples Top of Funnel Lead Rank Lead Scoring 62

Zoominfo

JULY 25, 2023

Boost Revenue & Bottom Line Measuring B2B lead gen success is a powerful way to track and improve your marketing and sales processes. All of this culminates in time and money savings to boost your bottom line and more closed sales to boost revenue. Why Invest in B2B Lead Generation?

Lead Generation 130

Lead Generation Lead Rank Ideal Customer Profile Lead Scoring 130

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

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. Fortunately, the stakes are not that high – perhaps a beer, or some low-level ribbing, are all that is riding on the outcome. Just How Costly Is Sales Turnover?

Hiring 52

Hiring Sales Talent Quota Travel 52

Score More Sales

MARCH 28, 2012

I also knew little about the power of a white paper back then, or what one can do beyond simple endorsements and testimonials. What a great area of focus for this year, to work on growing your sales revenues. That person did not understand that it was in our contract to not divulge information about our relationship.

B2B 169

B2B Customer Case Study Conference 169

SBI

JULY 10, 2018

This scores how well a target’s needs align with your product or solution, based on a unique set of characteristics (such as tech stack, revenue, size, etc.). Sites like Gartner, G2Crowd, and Forbes report when accounts download white papers or read articles.

Intent Data 138

Intent Data Lead Rank Lead Scoring Closing 138