2 Ways for Sales Operations to Improve the Sales Funnel

Sales Benchmark Index

You need to improve your ability to accurately forecast so the VP of Sales can make the number. One way is to control the top of the sales funnel. In a study released by eMarketer, “US online ad spending will post growth well above 20% this year to reach nearly $40 billion.”

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Five Ways To Get More Case Studies

The Center for Sales Strategy

A lmost everywhere I go I hear managers and salespeople say, “Yeah, case studies are very valuable. We need to get more case studies.” So why don’t more sales operations have more case studies? I can tell you what prevents most sales teams from having enough case studies: Case studies require some level of client participation. Your sales team probably doesn’t know who to nominate. Here are some ideas: case studies Sales

Can Sales Operations Insights connect End User Reality to Sales Fantasy?

Babette Ten Haken

Sales operations insights become key to translating end user experience to the C-Suite and sales organization. However, sales operations insights are only as good as the questions the C-Suite and sales organization asks of sales operations folks.

InsightSquared’s Dreamforce 2017 Sessions for Sales & Sales Operations Professionals

InsightSquared

The sessions will offer sales and sales operations professionals with case studies, lessons learned and the tactical takeaways needed to become even more strategic within their organizations. Avra Lazear, Senior Manager of Global Sales Operations and Strategy at Bazaarvoice. How to Shift the Sales Ops Function from a Reporting Factory to Revenue Driver — Tuesday, November 7 at 11:30 a.m.

The evolution of sales operations: roles, responsibilities, and organizational design

Anaplan

SiriusDecisions, a research and advisory firm that focuses exclusively on business-to-business sales productivity and marketing, studies how sales reps spend their time. In one recent study, the company analyzed how much time sales spent on 39 activities, from responding to internal emails and calling customers to searching for sales content. The results of the study. Sales research sales operations sales ops SiriusDecisions

How to Get Your Sales Message to Resonate Every Time

Understanding the Sales Force

This is an article about getting your sales message to resonate - every time. Just like the news programs which, before the Paris attack, had been talking mostly about political debates and candidates, I have been discussing various aspects of the science behind sales selection.

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2016’s Top 5 Sales Focused Blogs

DiscoverOrg Sales

Sales is a crucible, burning away excuses and bad habits. Go back to the phones and meet sales goals by providing prospects with solutions. Staying on fire requires constant honing of skills, studying the competition, and doing the hard work. Gain sales knowledge with TED Talks.

Move Over Alexa It’s Time to Re-Humanize the Sales Process

Vengreso

Effective Sales A.I. Most sales professionals these days are excited about the ways A.I. is changing the sales landscape. Move over #Alexa it’s time to re-humanize the #sales process. ShariLevitin of @LevitinGroup shares how to rehumanize the sales process.

The Best Of All Sales Tactics: Transparency, with Todd Caponi, Episode #93

Vengreso

Every sales professional is on the hunt for sales tactics that close deals, but most don’t even have transparency on their short list. My guest on this episode of #SellingWithSocial is an award-winning sales leader. The best of all sales tactics is transparency.

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The Scariest Thing is What You Don’t See: Your Garbage Sales & Marketing Data is Killing You

DiscoverOrg Sales

It’s marketing versus sales competency. When I founded DiscoverOrg in 2007, delivering quality sales and marketing data was the backbone of what we wanted to build. Eight years later there is something that is absolutely mind bending for me to realize: all – and I really mean all when I say that (with us as the exception) – sales and marketing data providers really suck. of each sales rep’s time. Empower Your Sales Team Get a Free Sample of our Data.

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How to Audit and Trim Your Sales Materials

CloserIQ

Mountains of sales content pile up naturally from day-to-day operations. It’s a common strategy in sales , especially in early stage startups, to create more and more content. But if it’s not managed, the hordes of materials can overwhelm sales reps and hurt performance. Decluttering and organizing your sales materials will create space, time, and relief. This broader view will allow you to operate to your full potential. Why audit your sales materials?

Three Words that Will Fuel Growth for Your Company and Your People: Do Hard Things

DiscoverOrg Sales

The verity of this principle was reiterated to me again in a recent study we conducted at DiscoverOrg on what drives growth at the fastest growing organizations. The study revealed that doing hard things is just as relevant to the performance of teams and companies as it is to individuals. At the end of 2016, we set out to study what drives growth at the fastest growing companies in the world. Training and Coaching Sales Teams Three or more Hours Per Week.

Why is Everyone Talking About Integration? Introducing Enhancements to Our CRM Application – Salesforce® Edition

DiscoverOrg Sales

Remember when the “sales tech stack” was just a CRM? Today, the average organization has upwards of 20+ marketing and sales tools in their tech stack and many thousands more exist, all promising to boost ROI in their own way. Nearly every sales and marketing technology boasts integration with the CRM and most commonly they integrate with Salesforce.com first. DiscoverOrg’s sales and marketing intelligence platform is one of those technologies.

PODCAST 34: The Benefit of Finance Background to Help Company Growth w/ Rob Lopez

Sales Hacker

This week on the Sales Hacker podcast , we interview Rob Lopez , SVP of Sales at Justworks , one of the fastest growing businesses focused on HR including payroll, benefits and the like. Using conversations with customers to inform the development of the sales playbook.

Sales, Big Data, Partnerships & Integration: A Conversation with Henry Schuck of DiscoverOrg and Mark Godley of HG Data

DiscoverOrg Sales

It’s an amazing time to be a consumer of sales data. That is why DiscoverOrg is beating the pack and has emerged as a best-of-class sales intelligence platform. In conjunction with the DiscoverOrg/HG Data partnership announcement, we sat down with DiscoverOrg co-founder and CEO, Henry Schuck, and HG Data’s Chief Revenue Officer, Mark Godley, to get their perspectives on the role of data and SaaS tools on both the trends and future direction for sales and marketing.

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Sales Hacker’s Top Sales Trends & Predictions You MUST Be Aware Of In 2018

Sales Hacker

The race to the 2017 finish line is in full throttle – While last minute closed deals are still trickling in, B2B organizations are researching how to shape next year’s sales strategy to align with the top sales trends that are expected to emerge in 2018.

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6 Sales Tools Your Team Should Be Using

CloserIQ

As a manager, it’s your job to help sales representatives learn the ropes and achieve their full potential. Introduce them to the right sales tools. One LinkedIn study suggests that the performance of top sales representatives is correlated to the set of tools they use. 82% of top-performing sales reps say that tools are “critical” to their ability to close deals. Most top sales representatives don’t just rely on PowerPoint for presentations.

6 Tools that Entry Level Sales Reps Need

CloserIQ

As a manager, it’s your job to help sales representatives learn the ropes and achieve their full potential. One LinkedIn study suggests that the performance of top sales representatives is correlated to the set of tools they use. 82% of top-performing sales reps say that tools are “critical” to their ability to close deals. For new sales representatives , it’s best to gain familiarity with the most important sales tools early.

6 Tech Tools that Entry Level Sales Reps Need

CloserIQ

As a manager, it’s your job to help sales representatives learn the ropes and achieve their full potential. One LinkedIn study suggests that top sales representatives are more likely to use tools as part of their process. 82% of top-performing sales reps say that tools are “critical” to their ability to close deals, as opposed to 66% of all sales representatives. Most top sales representatives don’t just rely on PowerPoint for presentations.

Customer UnRetention Syndrome results from 4 Sales Achilles Heels

Babette Ten Haken

After all, as a sales person, sales engineer or sales operations professional, you think you are doing a superlative job. Each customer unretention syndrome and sales Achilles Heel, below, tells a story with a message for you to put into play, today.

How I Built a High-Performing Data Driven Sales Team [And How You Can Too]

Sales Hacker

A data-driven sales approach. While a data driven sales coaching approach is still challenging to many sales leaders, the importance of chasing the right sales metrics is growing by the day! Based on Salesforce’s research in 2015, top sales teams are three times more likely to use analytics than under-performing teams. In fact, it’s the top indicator of a high-performing sales team. Why Is Building a Data Driven Sales Team so Hard?

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How to use social selling to truly connect with your buyer

Mereo

Social selling has been a sales industry buzzword for the past few years, gaining steam in some circles the last six months – some even espousing it is the silver bullet to make selling (especially prospecting) “easy.” While these media may be relatively new to sellers and the sales industry as a whole, one thing remains and will always remain: The buyer demands to be seen, heard and genuinely served. Know where social selling lies in the sales funnel.

Incentives and bonuses aren’t the cure alone: Encouragement, listening and support are free

Mereo

Incentives and bonuses motivate sales professionals for good reason. But great sales leadership calls for more than monetary rewards. A Gallop study revealed that 50% of employees leave their company to get away from their bosses. So, unfortunately, it is safe to say salespeople leave their job to get away from their chief sales officer. Plus, who is to say that sales professional will not find those same monetary rewards with another sales team?

Second Secret to Sales Force Excellence

Understanding the Sales Force

Last week, I revealed the first secret success ingredient from our Sales Force Effectiveness Study. Our new White Paper, The Modern Science Behind Sales Force Excellence is available today - Download it.

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The Biggest Barriers to Accurate Sales Forecasting and How to Fix Them

Miller Heiman Group

A study by Minitab suggests that, in general, same-day forecasts are quite good, five-day forecasts are usually pretty reliable, and 10-day forecasts stretch the limits of predictability too far. How about sales forecast accuracy? Three sales forecasting best practices.

The Race for AI-Driven Sales Success Starts Now

Sales and Marketing Management

AI has transformed the way businesses and health services operate in a short timeframe. But for business, AI is having an early transformative effect on sales and marketing by helping people make better decisions and serve customers more effectively. Why AI Is Poised to Transform Sales.

The Biggest Barriers to Accurate Sales Forecasting and How to Fix Them

Miller Heiman Group

A study by Minitab suggests that, in general, same-day forecasts are quite good, five-day forecasts are usually pretty reliable, and 10-day forecasts stretch the limits of predictability too far. How about sales forecast accuracy? CSO Insights’ 2018 Sales Operations Optimization Study reports that over the past several years, “actual deals won have been less than half of those forecast to be won.”. The new study identifies seven barriers to accurate forecasting.

The Missing Link Between Your CRM Investment and Sales Performance

Miller Heiman Group

When we ask sales leaders this question, answers often range from “not very” to “not at all.” In our 2018 Sales Operations Optimization Study conducted by CSO Insights, only 47 percent of respondents reported adoption rates of greater than 90 percent. While you might be satisfied if you’ve come anywhere close to that level of adoption, our research and experience in the field suggests that 90 percent adoption is the minimum required to impact sales performance.

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[Webinar Recap] Three Best Practices for Sales Compensation

Xactly

Figuring out sales compensation is not for the faint of heart. Outdated processes and unreliable data can roadblock any company’s sales potential. WorldatWork recently partnered with Xactly to share three best practices for sales compensation. Sales Comp Sales Performance

How to Optimize Inside Sales Territories

Sales Benchmark Index

96% of organizations are increasing or maintaining their investment in inside sales last year. It is a good bet your SVP of Sales is implementing, expanding or considering an inside sales team right now. Are you prepared to optimize the investment in inside sales? (To To learn the latest on why insides sales is on the rise sign up for our Making the Number Tour here.). So let's walk through my framework on how to optimize inside sales territories.

Who Creates Content for Sales Enablement? Hint: It’s Not Just Marketing

Miller Heiman Group

That’s just one of the interesting findings from our 2017 Sales Enablement Optimization Study that we cite in our new book, “ Sales Enablement: A Master Framework to Engage, Equip and Empower a World-Class Sales Force. ” To put the finding into context, here’s a breakdown of the percentages of sales content created by other teams, as reported by our study participants: Salespeople – 18 percent. Sales enablement – 16 percent. Sales Enablement

The Missing Link Between Your CRM Investment and Sales Performance

Miller Heiman Group

When we ask sales leaders this question, answers often range from “not very” to “not at all.” In our 2018 Sales Operations Optimization Study conducted by CSO Insights, only 47 percent of respondents reported adoption rates of greater than 90 percent. While you might be satisfied if you’ve come anywhere close to that level of adoption, our research and experience in the field suggests that 90 percent adoption is the minimum required to impact sales performance.

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Sales Organizations Must Aim Higher to Ensure Transformation

Miller Heiman Group

With organizations facing an ever-evolving (and uncertain) future, it can be difficult for sales leaders to draw a bead on the best focus areas to ensure success. No matter what, sales transformation is a strategic endeavor. The Future Four: A Vision for Sales Transformation.

The Key for Sales Ops in Driving Change

Sales Benchmark Index

As a Sales Operations leader, your success depends on getting change initiatives to stick. Register for SBI’s 7 th Annual Research Study “How to Make Your Number in 2014” and find out. Within sales, an Expert Panel (EP) is comprised of your best front-line performers.

Six New Year’s Resolutions for Sales Leaders

Xactly

We’ll leave the gym goals up to you, but as you start compiling all of the things you want to achieve in 2019, we’d like to recommend adding a few sales-related commitments to your list. Use Data to Drive Sales. Adopt a Continuous Sales Planning Approach. Appreciate Sales Ops.

The Top Sales Tool for 2014

Sales Benchmark Index

As a Sales Operations leader, you have 3 major challenges heading into 2014. Understanding how your customers are evolving and determining whether your sales team is keeping pace. To assist you further, sign-up for SBI’s Sales & Marketing Research Review here.

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Creating the Ideal Performance Culture

Sales Benchmark Index

Sales Operations is responsible for creating that winning environment. Performance culture is studied in depth in our 2014 Research Tour. 80% of its sales team was outside sales reps. The Sales Operations team moved to reorganize the group.

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Sales Technology Investments are Accelerating, but Training is Lagging Behind

Miller Heiman Group

Sales has become a technology-driven profession. Now, CRM is nearly ubiquitous, and many sales leaders are veterans of multiple implementations (some better than others). But sales technology doesn’t end with CRM. In the CSO Insights 2018 Sales Operations Optimization Study , we identified 25 additional sales technologies in which companies are actively investing. The ROI of Sales Technology.

Execute Your Sales Strategy By Pinpointing Growth Opportunities

Sales Benchmark Index

Are your sales resources properly aligned with growth opportunity ? The Sales Leader is about to receive the 2013 Revenue Number. He will rely on you, the Head of Sales Operations, for sales strategy advice. Are you confident the sales team’s people, money and time are accurately allocated for the upcoming year? Find out if your sales resources are aligned with growth opportunity by using the Sales Growth Pin Pointer.

Sales Technology Investments are Accelerating, but Training is Lagging Behind

Miller Heiman Group

Sales has become a technology-driven profession. Now, CRM is nearly ubiquitous, and many sales leaders are veterans of multiple implementations (some better than others). But sales technology doesn’t end with CRM. In the CSO Insights 2018 Sales Operations Optimization Study , we identified 25 additional sales technologies in which companies are actively investing. The ROI of Sales Technology. Future of Sales Success Sales Technology