It doesn’t matter if you are a Formula 1 engineer, an Olympic sprinter, or a sales manager; everyone is striving for efficiency. More efficient race cars are lighter and require less fuel, more efficient sprinters can run faster with less effort, and more efficient sales teams can close more and higher-value deals with fewer resources. […]
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Artificial intelligence (AI) is all around us. If you’ve ever used a smart assistant on your phone to ask a question, a chatbot to check up on an order, or social media to browse your feed, you’ve benefited from AI. More companies are leveraging AI to analyze data and uncover new insights. But they’re not […]
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The global pandemic forced sales teams to change their processes and go digital. But even as lockdowns have eased and businesses started resuming operations, what started as a response to a crisis has become the norm. 50% of buyers say that working remotely has made the purchasing process easier. And 70% want to continue working remotely […]
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Tracking sales performance is the only way to know how well you and your team are doing. But the thing is, simply asking, “how much did we sell this month?” isn’t enough. Many aspects influence revenue growth – average sales cycle length, churn rate, and customer acquisition cost, to name just a few. So, to […]
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Qualifying prospects is a critical step in the sales process. It keeps you from spending time on opportunities that are unlikely to convert. And helps you determine where you should prioritize your efforts. It’s easier said than done, of course. So how do you qualify leads? How do you determine if a prospect is a […]
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It’s brutal out there. Whether you’re launching a new business or a new product, competition is fierce, resources are limited, and market preferences can change in a moment. Just look how crowded the G2 Grid® for CRM is: (Image Source) With over 700 companies competing in this highly saturated market, getting lost is easy. Hence, […]
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What rules your sales team – order or chaos? Do your reps follow a consistent and repeatable process that makes it easy to predict quarterly sales? Or are they flying by the seat of their pants, following their own playbooks, and sending your metrics all over the place? There’s no shame if your team aligns […]
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Sales forecasting is a crucial activity for high-performing sales teams. It helps them create concrete action plans to close more deals in any given quarter. The problem is there doesn’t seem to be a whole lot of consensus on how to actually do a sales forecast. Teams of all sizes use a bunch of different methods, making […]
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Bad sales emails. We’ve all sent them — even if we don’t want to admit it. Most get deleted without being read. Occasionally, you’ll get a snarky reply telling you how bad your email is. Sometimes, though, you’re completely in the zone, churning out emails that tick all the right boxes. The kind of emails […]
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If you’ve worked more than one month in sales, you know that the new quarter starts the minute after the last one ends. And most sales teams consistently measure throughout the quarter how their performance is tracking to their goals. We call this process sales forecasting. Sales forecasting is critical for setting revenue and sales […]
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How do you know who’s meeting their quotas and who’s falling short? Do you have enough opportunities in your pipeline to meet your targets this quarter? What’s your win rate? And how is it trending over time? Answering these questions is key to growing your revenue. But without the right data, you’ll be left in […]
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By ignoring sales enablement, 65% of the sales content you’ve painstakingly developed to close deals will sit on your servers or computers unused. That’s hundreds of working hours wasted for nothing. Investing in a sales enablement tool and using it effectively ensures that no case study or white paper sits around unused. Not only that, but you can […]
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New customers are wonderful, but recurring customers are what keep a business afloat, especially for SaaS and other service companies. That’s why it’s critical to keep retention levels steady. As such, we have to understand both why clients return (or stay subscribed) and why some don’t. That’s why it’s important to analyze customer churn. By […]
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You’re staring at your notes, trying to remember every detail from the prospect conversation you just had. In an instant, it all comes back – pain points, objections, weather in Chicago. There was something else they said that really stuck with you as being insightful. Was it something about the competition? You cringe at the […]
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