Cerebral Selling

JANUARY 14, 2023

As a leader, your job is to motivate your teams, hold them accountable, ensure they’re performing at their absolute peak, and ultimately drive revenue. During our discussion, we bounced around ideas and tactics for all three scenarios. Celebrate every win along the way, regardless of how big or small or who drove it.

Quota 188

Quota Pipeline Drivers/motivators Negotiate 188

Search Engine Land

APRIL 4, 2024

The contributing factors behind SEO performance are numerous, interconnected and often complex. Filter down to the keywords that include your brand name in the string and compare recent performance to historical performance. Where is non-brand performance down? Did something change with our site content?

Referrals 118

Referrals CTR Territory Sports 118

Understanding the Sales Force

APRIL 4, 2024

Correlation: Salespeople Strong in This Competency are 2125% More Likely to be Performers The Data: What Percentage of Salespeople are Really Coachable? The Caliper vs OMG Comparison: Which Sales Candidate Assessment is More Predictive? Does Being a Strong Qualifier Correlate to Having a Strong Pipeline?

Objectives and Key Results 59

Objectives and Key Results Pipeline Sales Cold Call 59

Partners in Excellence

MAY 29, 2022

All of these are foundational in engaging our customers to think differently. They are critical as we look at our own strategies and performance. Instead of trying to understand how/why things are happening, we react to performance issues with the automatic response to do more. But too often, we fail to do this.

Pipeline 82

Pipeline Territory Start-ups Price 82

Partners in Excellence

NOVEMBER 9, 2023

Right now, for instance we are mid way through Q4, and we are struggling to meet our Q4 and Annual goals. They know ‘Tis the season of deep discounting, fa la la, fa la la, … ” And too often, it’s our laziness, we just don’t want to do the work, but we still want the results. we only win 20% of those.)

Pipeline 129

Pipeline Drivers/motivators Technology Technology 129

Partners in Excellence

SEPTEMBER 16, 2022

” We have to track our prospecting opportunities, but we need to keep them separate from the pipeline metrics. The pipeline enables us, in a data-based manner, to answer the question, “Are we pursuing enough opportunities to achieve our goals?” It’s not simply pursuing enough opportunities to hit our number.

Pipeline 114

Pipeline Prospecting Closing Up-sell 114

ConversionXL

JULY 8, 2021

But a good conversion rate doesn’t always mean more sales. The magic of a conversion rate formula lies in gleaning marketing insights. It’s a window into what’s working and what isn’t so you can test, optimize, and improve. How to calculate conversion rate. conversion rate, that’s 1,200 new customers.

Conversion 156

Conversion Growth Gambling A/B testing 156

Salesforce

JANUARY 31, 2023

Discover how your company can be more proactive by checking out our latest field service guide today. First, let’s define our terms. That’s a win-win. The goal is to stay a step ahead of the next break-fix. See what's trending Why is proactive field service so important for your future?

Service 98

Service Manufacturing Contract Electricity 98

Partners in Excellence

MARCH 6, 2022

We see this in our own individual and team performance data and in how we respond to research and market data. For example, we look at pipeline data like win rate, average deal value, sales cycle. Let’s imagine we have a win rate of 17%, average deal value of $50K, for the moment, let’s set sales cycle aside.

Pipeline 68

Pipeline Quota Up-sell Sell 68

Partners in Excellence

OCTOBER 13, 2021

Sometimes we use the data to help us identify problem areas, developing plans to improve. For example, no self respecting sales person/manager would find a 20% win rate acceptable. We would challenge ourselves and our people about what we could do better or differently to increase the win rate.

Assembly Line 88

Assembly Line Quota Prospecting Start-ups 88

Partners in Excellence

NOVEMBER 2, 2020

But I’m uncomfortable with this, I wish diagnosing sales performance issues could be that easy. Let me unpack the issues–at least my experience: The funnel or pipeline is where we first start seeing systemic sales performance issues. If we are chasing the wrong opportunities, our win rates will be very low.

Pipeline 85

Pipeline Territory Sales Prospecting 85

Partners in Excellence

SEPTEMBER 29, 2022

If we want to make our numbers, if we want to grow, all we have to do is more. And our customers tell us they could do with less…… The underlying strategy to Do More, is an efficiency focus. They question, “Why should we accept 17% win rates? Can we increase win rates, deal values, reduce sales cycles.

Cross-sell 69

Cross-sell Growth Pipeline Up-sell 69

Gong.io

OCTOBER 3, 2022

But unlike the other two examples, sales managers aren’t usually backed by multi-million dollar teams supplying them with insights to drive improvements. Below, we’ll reveal what that formula is, why it’s important, how you can improve sales efficiency, and more. . How to improve sales efficiency. What is sales efficiency?

Sales 118

Sales Prospecting Up-sell Quota 118

SaaStr

JANUARY 5, 2022

How did they turn their growth rates around? When Box was looking to reaccelerate and reinvigorate our growth, the first place we looked was our messaging. We restructured all of our messaging around our Content Cloud to create a simplified go-to-market message that says what it does, and does what it says.

Growth 104

Growth Contract Up-sell Product 104

Miller Heiman Group

OCTOBER 6, 2020

But the last few months have made something glaringly apparent: the basics of performance may be executed differently, but those things that drive excellence in performance have not changed. We need to respect our customers’ time and ask insightful questions that ensure our solutions align to their needs.

Strategize 109

Strategize Quota Manufacturing Clients 109

Partners in Excellence

JUNE 9, 2022

Though more seldom equates to better, and, in my experience, is never the right starting point for improvement. It requires us to figure out how to change or improve it. Or we ask our people for more dials, calls, emails. What’s your win rate? What does it take for you to double your win rate?”

Pipeline 77

Pipeline Commission Territory Follow-up 77

Search Engine Land

MARCH 14, 2023

Brands must lean heavily into the performance channels with the highest intent. So, the Adthena team sat down with our partners at Conductor , the team behind the leading organic marketing platform, to assemble the five best ways to ensure your paid and organic strategies are aligned to drive maximum ROI.

Real Estate 93

Real Estate UX Campaign Engineering 93

Partners in Excellence

JULY 18, 2022

They may even have a few deals they attempt to manage themselves–but since they are new to the company, they are likely to struggle, their win rates are likely to be very low, the performance/contribution is expected to be very low. And we know their sales cycles, win rates, and average deal sizes are both long and low.

Pipeline 63

Pipeline Start-ups Quota Process 63

Partners in Excellence

FEBRUARY 25, 2019

.” We accept them, we accept the mathematical relationship, and all our behaviors are driven by those relationships. I don’t want to diminish the importance of many of these metrics, they are important in tracking performance and helping us identify problem/opportunity areas. What if we reduce our sales cycle?

Click Through Rate 80

Click Through Rate Quota Pipeline Represent 80

Partners in Excellence

MAY 1, 2020

It’s important for us to pause, to resist our tendency toward blind activity. Probing to understand the underlying issues that impact performance is critical to identifying the performance levers and the most appropriate path forward. But that seems the dominant approach in much of what we do. For example. What's Next?"

Pipeline 86

Pipeline Territory Prospecting Customers 86

Salesforce

NOVEMBER 17, 2023

How to improve your Net Promoter Score What is a good Net Promoter Score? To find NPS, businesses ask customers this question: “On a scale from 0 to 10, how likely would you be to recommend our company to a friend or colleague?” Find out how in our latest State of Service report. Table of contents What is a Net Promoter Score?

Promote 59

Promote Referrals Service Follow-up 59

ConversionXL

NOVEMBER 29, 2017

If you’re invested in improving your A/B testing game, you’ve probably read dozens of articles and discussions on how to plan and run A/B tests. You might also have heard it’s best to come up with many variants to test against the control to improve your chance of finding the best option. Let’s see why. Knowing your break-even point.

A/B testing 112

A/B testing Conversion CTR UX 112

Partners in Excellence

OCTOBER 18, 2022

” Restarting it, I want to talk about our Ideal Customers–or our ICP (Ideal Customer Profile.) If someone has visited our website, if they are on a procured mailing list, if they fog a mirror, we try to engage them. If our pipelines are lean, we cast a wider net. How do we figure out our ICP?

Customers 48

Customers Pipeline Territory Up-sell 48

Partners in Excellence

AUGUST 21, 2019

“Dave, if only we get the right commission plan, we will fix all our performance problems! ” Of course I can help, but I always ask, “What makes you think it’s the compensation plan that’s standing in the way of sales performance?” Can you help?” ” Me: “Huuhhhhh?”

Commission 81

Commission Price CRM Up-sell 81

Partners in Excellence

AUGUST 13, 2019

We have to do everything–prospect, work the deals in our pipelines, do increasing amounts of reporting, and on and on. When we struggle to achieve our goals, the answers, perhaps disguised as coaching, are to “Do More!” For one, it may be increasing win rates. We know we have to do the whole job.

Pipeline 83

Pipeline Prospecting Closing Sell 83

Salesforce

DECEMBER 18, 2023

Without a proper process in place, you risk operational inefficiencies, increased costs, and a decline in overall performance. Supercharge field service with AI Learn what high-performing service teams are doing with AI and automation to boost field service efficiency. Here’s what you need to know — no matter your industry.

Service 59

Service Contract Manufacturing Objectives and Key Results 59

Search Engine Land

MAY 11, 2023

I used to spend countless hours trying to optimize my content, making educated guesses on how to win those elusive featured snippets. While this process doesn’t work 100% of the time, I’ve had a much higher success rate compared to when I was doing this manually. The process was time-consuming and very hit-or-miss.

Start-ups 125

Start-ups Technique Education Promote 125

Search Engine Land

JUNE 27, 2023

Past content that used to perform so well slowly erodes over time. As the world evolves, so should our content. This is actually a pretty easy problem to fix. Step 1: Identify which existing URLs are ripe for republishing You know what they say: If it ain’t broke, don’t fix it. It no longer lines up with search intent.

B2C 87

B2C Drivers/motivators Finance Start-ups 87

SaaStr

APRIL 4, 2022

But this narrow approach limits our ability to understand how to create a solid pipeline and inhibits us from understanding the end-to-end prospect journey. Rather than operating on our own in silos, marketers must extend our focus beyond top-of-funnel metrics and partner with sales to create a pipeline velocity. .

Teamwork 95

Teamwork Pipeline Strategize Campaign 95

The 5% Institute

DECEMBER 8, 2022

These techniques are commonly used by the top five percent of sales performers all around the world. We’ll explore how this isn’t the case, and what you can do to improve your sales process , as well as your closing rate. As per our article in Entrepreneur ; many sales professionals make the mistake of presenting too early.

Technique 134

Technique Sell Presentation Clients 134

Sales Hacker

AUGUST 18, 2021

By then it’s too late to win them back. With effective triggers and a proven retention workflow, I’ve seen companies increase their retention rates from 85 to 90%, saving tens of millions of dollars in revenue. The 2×2 driving our customer success. At the heart of our customer success process is a simple two-by-two grid.

Education 110

Education Contract Pipeline Gaming 110

Salesforce

APRIL 7, 2022

This is, though: nearly two-thirds of high-performing reps actually exhibit a healthy dose of pessimism in sales. Let’s take a closer look at why a more pessimistic outlook can be a sales performance booster. Most people’s close rates are somewhere between the teens to 30%.” And by losing less, [you] will win more.

Pipeline 97

Pipeline GTM Quota Pitch 97

The 5% Institute

FEBRUARY 9, 2022

These tips are commonly used by the top five percent of sales performers all around the world. We’ll explore how this isn’t the case, and what you can do to improve your sales process , as well as your closing rate. As per our article in Entrepreneur ; many sales professionals make the mistake of presenting too early.

Construction 145

Construction Closing Presentation Sales 145

ConversionXL

MAY 12, 2020

The most common testing methods—known as fixed-horizon tests—assume that a specific sample size has been committed to in advance; the statistics rely on this assumption for validity. In other words, I designed a test by the book with a fixed sample size, then calculated p-values after simulating the traffic in 10% chunks.

A/B testing 113

A/B testing Represent Gaming Conversion 113

Partners in Excellence

JANUARY 30, 2019

Anytime your focus becomes unbalanced, for example you spend a disproportionate amount of time on the top of the pipeline, it will ripple through and impact performance across everything.” But then, one must ask the question, “Why are our pipelines so anemic?” What if we focused on win rates?

Process 79

Process Pipeline Prospecting Sales 79

Sales Hacker

DECEMBER 14, 2022

Now we all use Zoom for our meetings. According to G2 , sales enablement is correlated with: 31% improvement in supporting changes in sales messaging. 15% improvement in the performance of low-performing sellers. 49% win rate on forecasted deals. If you were lucky, there were donuts.) Not so fast.

Meeting 90

Meeting Cross-sell Technique Education 90

The 5% Institute

MARCH 1, 2022

These tips are commonly used by the top five percent of sales performers all around the world. We’ll explore how this isn’t the case, and what you can do to improve your sales process , as well as your closing rate. As per our article in Entrepreneur ; many sales professionals make the mistake of presenting too early.

Sales 144

Sales Presentation Follow-up Clients 144