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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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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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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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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...
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...
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 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...
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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...
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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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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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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...
View ArticleBuilding 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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