Building High Quality Sales Pipeline
NOTE: Read this ONLY IF your team is having difficulty consistently hitting their quotas. The number one factor that affects the ability of sales leaders to hit their numbers is high quality sales...
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Track These Metrics to Build a Viable Sales Pipeline
A common mistake I have seen companies make in analyzing their sales pipeline metrics is focusing on the tail end of the Revenue Realization Cycle (RRC). These include: Closing ratios,Sales...
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Sales Engagement Platforms: The Wild, Hungry Beasts!
Sales Engagement Platforms (SEPs), such as outreach.io; frontspin.com; groove.co; to name a few, enables your SDR and Sales Teams to track and personalize the steps in a buyer’s journey. They automate...
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Navigating Complex Sales: Build a Sales Development Team to Support Pipeline...
Companies that have complex solutions have additional challenges in meeting their revenue targets due to obstacles or delays. This is a major problem that many of our clients struggle with....
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Use Task Force Teams to End the Great Reshuffle
Inc. Magazine’s recent article “Why Are People Really Unhappy About Their Jobs? The Whole Reason Can Be Summed Up in 2 Words” describes two reasons why the “great shuffle” happens today. Increased...
View Article5 Reasons Why Your Sales Development Team Is Failing
Ten years ago, I wrote a book titled, “Teleprospecting for Executives Who Sell Complex Solutions”, a workbook to help executives understand how to properly run a Sales Development operation in a B2B...
View Article4 Sales Development Manager Oversights That Hurt SDR Teams
Regardless of whether the Sales Development team in your company is under Sales or Marketing, your Sales Development Manager must manage the SDR team like a Sales Manager manages her sales team. 1....
View ArticleWhy Sales Development Representatives Underperform
Before sales development representatives existed, remember telemarketers? In those days, there was no caller ID and we didn’t know who was calling until we picked up the phone. We were trapped in a...
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Grow Sales Pipeline and Automatically Drive Revenue Growth
Grow Your Sales Pipeline to fix Missed Revenue Targets If you think of your total revenue operations, it is likely fed by four major revenue streams: new orders from totally new logos; reorders or...
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The SDR Funnel Math – Fix the key Metrics before you increase the size of...
As we work with clients, we hear the same questions over and over again: Should we hire more Sales Development Reps (SDRs), or sales reps? Or both? And our response has been invariably the same—it...
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The Hidden Cost of Sales—Low SDR/BDR Performance
The Story Behind Rising Cost of Sales According to HubSpot, the cost of new customer acquisition (cost of sales and marketing) has increased by 60% over the past six years or so. What makes this even...
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Quadrant 3: Customer Retention and Upselling to Drive Sales
Quadrant 3 is all about encouraging existing customers to buy new products; generally upgrades, add-ons, and bundles. In general, the goal is to increase the number of products your customers use by...
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Quadrant 2: Customer Retention Strategy for Increased ROI
Hubspot has shown that customer acquisition costs have skyrocketed by as much as 60% in recent years, making the customers that you do have that much more profitable to your business. As McKinsey...
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Quadrant 1: High Growth Sales Strategy
According to Hubspot, customer acquisition costs have skyrocketed in recent years, increasing by as much as 60%. What this means for B2B companies is that it will be crucial, now more than ever, to...
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How Prospect Education Can Drive the Sales Funnel
The Sales Funnel is a way of defining the process Prospects will go through when getting educated enough to want to meet with Sales. In the following sections, we’ll be breaking down the three stages...
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Educating Prospects: Why It’s Crucial in 2021
The Pandemic changed how we do business in countless ways, and the business leaders who have thrived post-Pandemic have been those who have adapted their strategies to the new demands of their...
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Three Things Sales Enablement should include in BDR Training Packs
In the increasingly competitive market today, connecting with leads can be challenging for BDRs. Often, the difference between a successful cold call (one that ends in setting an appointment) and an...
View ArticleSales Growth by the Numbers
Sales Pipeline Value The value of your sales pipeline is the single most important factor impacting your sales growth rates. Therefore, increasing the value of your sales pipeline increases your...
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Digital Marketing: The New B2B Sales Strategy
The Digital Transformation Many marketing experts have discussed the current digital transformation in the context of the COVID-19 pandemic—by now, we all know that while in-person events are...
View ArticleThe Importance of Performing Regular Sales Diagnoses
Too often sales teams jump to quick, ineffective solutions when they see a drop in sales performance. By doing so, they fail to address the root cause of the problem. When quotas aren’t being met and...
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