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…
Read More5 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…
Read More3 Keys to Help Sales Teams Stay Focused on Selling
| Category: | 0Equip your sales team with what they need so they stay motivated and focused on selling. The keys to keeping the focus on selling is through administrative support, a steady supply of qualified sales leads, and great compensation. An environment where salespeople can focus their energy on selling is paramount. Support Sales Operations Providing salespeople…
Read MoreInsights 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…
Read MoreSmall 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…
Read MoreAnnual 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…
Read MoreSelling 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…
Read MoreCRM 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…
Read MoreMinimum Viable Campaign
| Category: | 0The key to successful marketing and sales campaigns is embracing a more agile approach. This means shifting away from the old-school, waterfall-style marketing that maps everything out, builds a detailed multi-step plan (with no real data), and wastes weeks on implementation. Keep it simple, start small, launch fast, and focus on short cycles of learning…
Read MoreCreating Sales & Marketing Alignment with a Targeting Strategy
| Category: | 0Marketing and sales teams should be working together to achieve the common goal of driving customer acquisition. One component that requires collaboration between the two teams is in targeting. Targeting specific segments in your marketing and sales efforts leads to better performance and more deals closed. This requires ongoing collaboration between marketing and sales. Having…
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