Hubspot

DECEMBER 14, 2021

It's a beautiful story — Aaron Ross transformed the Salesforce.com sales team without any traditional cold calling and scaled the business into a $100 million sales machine. But the truth is that most sales reps still don't have time to sit and read the best practices he developed in his award-winning book, Predictable Revenue.

Cold Call 78

Cold Call Represent Sales Quota 78

Hubspot

JULY 6, 2021

As a growth-focused company, you want to ensure that all elements of your business are ready and able to support your scaling, especially those that impact revenue generation. This is where Revenue Operations, also known as RevOps, enters the picture. Leading a RevOps team is a Chief Revenue Officer (CRO). General CRO Duties.

Strategize 87

Strategize Commission Territory Campaign 87

Iannarino

FEBRUARY 28, 2024

9 Questions B2B Sales Leaders Must Answer Why isn’t improving B2B sales effectiveness your most important initiative? Over the last two decades, many sales leaders have chased every shiny object that was put in front of them. It is impossible to identify anything more important than increasing sales win rates.

B2B 201

B2B Objectives and Key Results Pipeline Sales 201

Veloxy

FEBRUARY 15, 2024

Looking for the best sales podcasts to boost your numbers and master the art of the deal? Whether you’re a rookie learning the ropes or a vet hunting innovative tactics, our curated guide to essential sales podcasts is your ticket to leveling up your sales game.

Gaming 233

Gaming Sell GTM Technique 233

G2

MAY 28, 2021

Revenue management has long been associated with the hospitality and travel industries.

Hospitality 128

Hospitality Sales 128

Anthony Cole Training

SEPTEMBER 8, 2023

Graduating from college, I went right into a high-pressure sales job selling newspaper advertising for The Dallas Times Herald in the burgeoning Dallas, Texas marketplace. It was a hustle out there as we competed with The Dallas Morning News who had a greater share of the subscriber and ad revenue markets.

Territory 237

Territory Sales Up-sell Sell 237

Iannarino

JULY 31, 2021

The Gist: Sales is made up of two parts: Opportunity Creation and Opportunity Capture. Grove had an admirable penchant to treat his sales force as the best source for figuring what was going on with Intel’s clients. Here’s how an OKR breakdown might look for a professional sales force. The First OKR: Opportunity Creation.

Objectives and Key Results 343

Objectives and Key Results Contract Sales Clients 343

Veloxy

MARCH 23, 2023

We’re living in an era where sales has the richest technology stack and set of professional capabilities than ever before. Yet, the sales organization is failing to crush their quota, let alone hit it. This blog post is your comprehensive guide on how to hit and crush sales quotas in 2023 and beyond. What is sales quota?

Quota 246

Quota Profit margin Non-Profits Teamwork 246

Iannarino

MAY 1, 2022

It isn't easy to be a sales leader or a sales manager. There is an unrelenting need to create new opportunities, win new deals and the net new revenue that fuels a company's growth. There are a lot of variables to sales success, including the individuals in sales roles and the nature of their work.

Sales 337

Sales Growth 337

Understanding the Sales Force

FEBRUARY 25, 2024

Because sales managers are not coaching – still – at least not consistently or effectively. As a reminder, consistent daily coaching increases revenue by 28% and when it is paired with effective coaching, revenue increases by 43%. Sales Managers don’t want to coach because it takes away from personal sales.

Sales 133

Sales Represent Pipeline Strategize 133

Veloxy

NOVEMBER 29, 2021

While it checks a lot of boxes for Sales Managers, there’s still a lot of work that needs to be done to unlock Salesforce’s potential to accelerate sales at your company. Start here: Speed up your selling activities in a few clicks If you’re using another sales acceleration software, most of the principles will still apply.

Sales 290

Sales Quota Up-sell B2B 290

Veloxy

DECEMBER 28, 2023

The world of sales is vast, and if you’re a sales professional, you’ve likely been exposed to both inside and outside sales roles. However, if you’re considering a transition to outside sales or simply want to elevate your field selling game, you’re in the right place.

Outside Sales 242

Outside Sales Cold Call Represent Objectives and Key Results 242

Iannarino

FEBRUARY 12, 2022

One reason that sales organizations struggle to generate revenue or growth is because they have a low-resolution view of sales. The first factor is using the outdated, legacy approach to sales, a choice that fails to recognize what's changed in the sales environment—especially for decision-makers and buyers.

Sales 264

Sales Growth 264

Veloxy

JUNE 17, 2021

Sure, you might have quotas and deadlines that show accomplishment, but what exactly is the rate of your efforts? Since time is literally money when it comes to business, sales leaders have devised a way to instill dollar value on a day’s work. This intriguing value is what we refer to as sales velocity. Conversion Rate.

Pipeline 306

Pipeline Non-Profits Sales Quota 306

Highspot

MARCH 12, 2024

ValueSelling Associates’ Julie Thomas and Highspot’s Kelly Lewis break down how to maximize the impact of revenue enablement Love it, hate it – or do everything in your power to work around it – when it comes to the revenue enablement function, everyone’s a critic. So, why do such polarized opinions persist?

Strategize 115

Strategize GTM Cross-sell Finance 115

Salesforce

JANUARY 30, 2024

You might think you know when your sales are up or down (and how that affects the bottom line), but are you using the right formula? If you’re unsure, look no further: The percentage of sales method is one of the most easiest ways to calculate forecasts, according to Harvard Business Review.

CRM 114

CRM B2C Commission Sales 114

SalesLoft

APRIL 8, 2024

The best reason for adopting a new sales technology is to find a solution to your organization’s pain points. That’s exactly what Ron Greer , VP of Worldwide Inside Sales at OpenText , wanted for his team. It was a challenge for them to figure out what was really working and what wasn’t.

Inside sales 86

Inside sales Sales Campaign Technology 86

Martech

FEBRUARY 6, 2024

While an aggressive sales strategy is critical in the early stages, long-term profitability requires balancing customer acquisition and lifetime value. We explore strategies to evolve from a sales-driven startup to a mature, profitable company. Profitability is what makes your company truly attractive. How has it been for you?

B2B 115

B2B Profit margin Sales Growth 115

Martech

APRIL 12, 2024

Brands report sales and return-on-ad-spend have plummeted, while cost-per-click and cost per 1,000 impressions are up by a factor of three in recent months – with no explanation from Meta as to why. billion in ad revenue. What Meta is saying. Why we care. Experts are forecasting Meta to report $36.1

Gaming 110

Gaming Sales Campaign Technology 110

Search Engine Land

APRIL 10, 2024

Brands report that sales and return-on-ad-spend have both plummeted, while cost-per-click and cost per 1,000 impressions are up by a factor of three in recent months – with no explanation from Meta as to why. billion in ad revenue. ” What Meta is saying. Why we care. Experts are forecasting Meta to report $36.1

Campaign 129

Campaign Sales Technology Technology 129

Salesforce

FEBRUARY 16, 2024

About 69% of sales professionals say selling is more difficult now than in previous years, according to Salesforce’s State of Sales report. To keep your sales team motivated when things are tough, you need to reward them for their victories. That’s where sales commission comes into play. The pressure is on.

Commission 104

Commission Territory Quota Drivers/motivators 104

RAIN Group

SEPTEMBER 20, 2023

Assume you’re a sales manager for a mid-sized enterprise. You’ve just received a call from your chief revenue officer who wants to know how much revenue you expect your team to produce between now and the end of the year. Market conditions are volatile, sales cycles are getting longer , and your team is experiencing turnover.

Pipeline 123

Pipeline Sales Start-ups 123

Salesforce

JANUARY 10, 2024

Quick: What’s the difference between gross sales vs. net sales? Just 45% of sales leaders have high confidence in the accuracy of their forecasting (including their projection of gross and net sales), according to Gartner. What you’ll learn: What are gross sales vs. net sales?

Sales 64

Sales Price Finance Quota 64

Sales Pop!

OCTOBER 19, 2023

Transforming Sales and Marketing Alignment: The Rise of the CRO In the ever-evolving landscape of business, the harmony between sales and marketing departments has been a long-sought-after goal. With a primary focus on revenue, irrespective of its source, the CRO is redefining the way we perceive sales and marketing.

Sales 111

Sales Technology Technology Contact 111

Salesforce

SEPTEMBER 28, 2023

Sales great Zig Ziglar once wrote, “If you aim at nothing, you will hit it every time.” ” That’s the struggle of every team without clear sales targets: no clarity, no progress, no growth. See how it works What are sales targets? Why are sales targets important? But will they?

Quota 116

Quota Territory Pipeline Sales 116

Adaptive Business Services

JANUARY 24, 2024

Dating back to 1977, my entire career was as a B2B sales rep or I was managing a B2B sales team. Ask a sales rep what they will close this month and, without some intensive research, they may be hard pressed to give you an answer. What are some of the general company benefits from a well managed CRM … Increased revenues.

CRM 71

CRM Commission Territory Repeat business 71

PandaDoc

MAY 9, 2024

Sales velocity is a robust metric used by sales managers for good reason. It presents a snapshot of how your entire sales process is performing. This guide will explain the sales velocity formula and what it means for your business. Sales enablement tools like CRM platforms help increase sales velocity.

Pipeline 52

Pipeline Legal Objectives and Key Results Lead generation 52

Salesforce

NOVEMBER 29, 2023

Channel sales — or selling through partners — represents 75% of the world’s commerce, according to Forrester. This approach helps companies accelerate sales and grow revenue without adding to their headcount, a move that’s increasingly important during economic uncertainty. What you’ll learn: What is channel sales?

Manufacturing 111

Manufacturing Retail Territory Sales 111

SaaStr

JANUARY 5, 2024

In the latest episode of CRO Confidential, host Sam Blond, partner at Founders Fund and former CRO at Brex, sits down with Ashley Kelly, VP of Global Sales Development at Rippling. For context – Ashley had previously helped Sam scale Brex’s outbound sales from $2M to over $300M in ARR as Senior Director of SDR.

Quota 102

Quota Commission Networking Drivers/motivators 102

Sales Hacker

NOVEMBER 17, 2023

Three overarching learnings from incredible sales leaders who have lived through the ups and downs of growing sales teams at some of the fastest growing SaaS companies is exactly what we’ll dive into today – so you can get the learnings and insight without being in the driver’s seat. Let’s get into it.

GTM 107

GTM Pipeline Strategize Strategic planning 107

Gong.io

JANUARY 2, 2023

This is why sales qualification is so important — it helps you identify and prioritize prospects more likely to become buyers. How do you know whether to move prospects through your sales funnel or disqualify them? We’ll explain what sales qualification is and why it’s important. What is sales qualification?

Sales 149

Sales Prospecting Pipeline Pitch 149

Heinz Marketing

MARCH 15, 2024

So if you want real, predictable revenue growth, it’s time to forget the one-off quick-win tactics. The key to unlocking value lies in alignment between your sales, marketing, and customer success teams—an alignment that comes from a singular, unifying force: customer understanding. Marketing: Marketers are the customer whisperers.

Growth 109

Growth Customers Objectives and Key Results Teamwork 109

Heinz Marketing

DECEMBER 14, 2023

By Sheena McKinney , Business Operations & Marketing Assistant at Heinz Marketing Most marketers are familiar with the best-selling, industry changing The Challenger Sale and The Challenger Customer. Known as having the “biggest crystal ball in B2B sales,”.

B2B 123

B2B Sales Presentation Clients 123

The 5% Institute

AUGUST 22, 2021

Putting together sales KPIs are one of the most important activities you can do as a Sales Professional or Business Owner. But what exactly are sales KPIs – how do you do it correctly, and what are its benefits? Sales KPIs – Why They’re So Important. What Are Sales KPIs? What could it be?

Objectives and Key Results 145

Objectives and Key Results Sales Closing Presentation 145

Search Engine Land

JULY 17, 2023

How does SEO content help increase sales? They never align it with their sales efforts, leaving a huge gap in their business growth strategy. However, if executed well, SEO can help you significantly boost your sales. And that’s exactly what I want to help you see in this post. SUBSCRIBE See terms.

Drivers/motivators 97

Drivers/motivators Sales Growth Engineering 97

Highspot

JANUARY 5, 2024

Right now, companies can’t afford a misaligned or underperforming sales team. So, sales productivity is now paramount – success requires maximizing sales outcomes with the least amount of wasted resources, including time and effort. The task at hand is simple: double down on what is driving revenue, and discard what isn’t.

Product 52

Product Strategic partnership Sales Customer Relationship Management 52

Sales Hacker

JANUARY 17, 2024

Leena Joshi is Co-Founder & CEO of CloseFactor , a GTM strategy and execution platform that helps enterprise tech hone in on the exact right prospective customers and accelerates their conversion by helping your sales and marketing teams be contextually relevant to them. The theme for the year is go-to-market convergence.

GTM 90

GTM CRM Pipeline Go To Market 90