Building High Performance Sales Teams
| Category: | 0The purpose of a sales team is to sell and generate revenue. Beyond that simple scope, all else falls beneath the to-do list. Across all industries, companies of every shape and size make the salesperson a swiss army knife, taking on roles and responsibilities far skewed from pitching leads and closing deals. The difference between…
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Selecting A Lead Generation Company
| Category: | 0Choosing to use a lead generation service opens up opportunities for efficient scaling, speed, and predictability. To ensure you pick the right lead generation partner you will want to consider their experience, strategy, scalability, and pricing. Lead Generation Experience Working with a lead generation service that has experience in your market is helpful but shouldn’t…
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4 Tips to Improve B2B Lead Generation Campaigns
| Category: | 0How you improve lead generation campaigns can be the cause of setbacks, failures and poor scalability. The mindset of your team directly impacts the speed and progress you make when improving your B2B lead generation campaigns. 1. Prioritization Prioritizing your sales development and lead generation improvements can be a challenge. With several issues across different…
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Simple Steps to Increase Annual Sales Revenue by 25%
| Category: | 0A 10% increase in selling time translates to a 25% increase in annual sales revenue (Marketo). The responsibilities cutting into a salesperson’s selling time is far and wide. The common non-selling activities passed onto the sales team include prospecting, data entry, qualifying, and nurturing leads. Sales Prospecting Prospecting is a time-consuming task that requires data…
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5 Tips to Unlock Growth by Improving the Sales Process
| Category: | 0Improving the sales process puts you in a prime position to accelerate sales and company growth. With more focus on selling, your company can use data to improve the performance of every salesperson in your firm. With the foundation for a strong sales team and a steady supply of qualified leads in their pipeline, you…
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Insights on Improving Lead Generation
| Category: | 0It is important to find the most scalable and effective channels available for your company’s lead generation campaigns. Lead Quality Not all leads are created equal. Depending on the channel and targeting, leads may or may not meet the qualification criteria established by the sales team. This is often the case with inbound lead generation…
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Small Wins Drive Big Deals
| Category: | 0One of the biggest mistakes surrounding sales is the fixation on deal size. Rarely will a big six or seven figure deal just fall in your lap. Big deals are usually the result of months or even years of work and a culmination of many smaller deals. Instead of being fixated on deal size, look at…
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Annual Billing is Awesome for SaaS Startups
| Category: | 0Subscription plans with monthly billing are the lifeblood of most SaaS startups. They make it easier to convert leads and trial users into paying customers while delivering a predictable amount of monthly recurring revenue to help grow your startup. However, it can be hard in the beginning to get monthly recurring revenue up to a…
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Selling on the Value
| Category: | 0Anyone who has been in sales has run into the situation where a prospective customer balks at the price or quote presented. A lot of time this leads to attempts to defend and justify the price. Not only does this not work very well, it is also likely to come off as a series of…
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CRM Worship
| Category: | 0Let’s be honest: most salespeople don’t use their CRM properly. They ignore it. They neglect it. Most salespeople only turn to their CRM in the last hours of attempting to squeeze out quota or when their sales manager harps on them to get things updated. If you’re in sales, your CRM should be your best…
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