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The Sales Leadership Framework Behind Multiple $100MM ARR Orgs

Sales Hacker

Pipeline metrics might include MQL-to-SQL conversion rates, number of activities per rep, or open rates on emails. P rocess: Is there a documented process for reps to follow? That’s where the 4 Ds come in: Define : Clearly define what good looks like (WIGL) for each behavior, skill, and process. Are they actually using it?

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Data-Driven Forecasting and Budget Justification – A CMO’s Guide to Speaking the CFO’s Language (Part 2)

Heinz Marketing

Funnel Conversion Modeling Track your end-to-end funnel metrics and calculate: Metric Example Rate MQL → SQL ~30% SQL → Opportunity 60% Opportunity → Closed-Won 20–30% Start with your top-line goal (e.g., $X X revenue), convert with known rates, and reverse-engineer needed funnel volume. Proving alignment = growth.

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The Best Programming Languages for Digital Marketers

ConversionXL

For a newcomer, there are four programming languages worth learning: SQL*. Technically, SQL is a “declarative language,” not a programming language, but it has the “ functionality of a mature programming language.”. Python, SQL, JavaScript, and Bash were created by different computer scientists in different circumstances.

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B2B Sales Outsourcing Is Dicey. Here’s How to Do It Right

Sales Hacker

Sales outsourcing gives parts of your own sales process to others (individuals or agencies). Reasons to outsource include: Lack of expertise and experience in some sales functions (e.g. Assigning sales functions to other departments (we’ve seen R&D doing sourcing). State-of-the-art processes. Some functions (e.g.

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How to Build Effective Sales Compensation Plans for Any Customer Facing Role

Sales Hacker

The Process for Creating a Sales Compensation Plan. Here’s a simple example to begin with that covers the SDR, AE and Customer Success Manager (CSM) functions: Table 1. 40,000/150 = $267/SQL. Or rather $250/SQL. As the SDR generates 12 SQLs/mo = $3,000 in commission. We then pay less per SQL – say $150.

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Google BigQuery: A Tutorial for Marketers

ConversionXL

Alternatives include Amazon Redshift , Snowflake , Microsoft Azure SQL Data Warehouse , Apache Hive , etc. The solution is to give every lead and every purchase a userID (like an encrypted email), to pull CRM and Google Analytics data into your BigQuery data warehouse, and then—with a simple SQL query—join the two tables.

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Behavior-Based Attribution Using Google BigQuery ML

ConversionXL

Because with out-of-the-box tools, you’re limited by their functionality, data transformations, models, and heuristics. In a nutshell, the process looks like this: Collect data from ad platforms (e.g., Once raw data is collected, it should be processed into attributes, where every session has a set of features (e.g.,

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