Getting the most value out of your sales analytics boils down to this: asking the right questions. We’ve compiled a list of the 12 Must-Ask Questions for you to ask in order to better measure performance.
The best Marketing VPs know exactly how well their campaigns are performing and, more importantly, how these campaigns are contributing to bookings and revenue. The answers to these questions will help you optimize practices and boost your team, your company, and your bottom line.
10 Must-Ask Questions for Staffing & Recruiting Managers InsightSquared
Staffing and recruiting firms are faced with more choices than ever to find, connect with, and place candidates. In order to be successful, it’s important that you know what to measure and how. Getting the most accurate information to boost business is all about asking the right question—so set yourself and your firm apart with these 10 must-ask questions to measure performance.
The best Marketing VPs know exactly how well their campaigns are performing and, more importantly, how these campaigns are contributing to bookings and revenue. The answers to these questions will help you optimize practices and boost your team, your company, and your bottom line.
10 Must-Ask Questions for Staffing & Recruiting Managers InsightSquared
Staffing and recruiting firms are faced with more choices than ever to find, connect with, and place candidates. In order to be successful, it’s important that you know what to measure and how. Getting the most accurate information to boost business is all about asking the right question—so set yourself and your firm apart with these 10 must-ask questions to measure performance.
The Data-Driven Salesperson: How To Prospect Efficiently & Increase Response ...DataFox
Prospecting can be wildly effective, but only if done right. You need to craft and deliver the right messages to the right people at the right time.
Learn data-driven tips, tools, and techniques for your outbound prospecting.
Using Sales Triggers for Account-Based Marketing & SalesDataFox
Modern marketers and salespeople are expected to generate revenue. With the rise of account-based strategies, they're teaming up more than ever before to accelerate growth.
Has hiring been put on hold? Are you being forced to finish the year with less than a budgeted for team? How will you make the number with so few people?
Selling to the Mid-Market: How to Tailor Your StrategyDataFox
Whether you’re moving up in size from SMBs or down from Enterprise-level companies, do you know the nuances of selling to the mid-market? Join DataFox's CEO and Yesware's Director of Sales as they reveal their data-driven tips, tools, and techniques for selling into the mid-market.
Sales Hacker Conference San Francisco - Brendon Cassidy - The First Order of ...Sales Hacker
The First Order of Business for a New VP/Head of Sales by Brendon Cassidy
Sales Hacker Conference San Francisco - November 6, 2014
Visit SalesHacker.com for more sales hacks, tips, and tactics.
http://www.pipelinersales.com/ A robust sales process can become a key driver to help you achieve your sales and revenue targets and grow your business.
In this presentation you will:
- Explore the reasons why scalability in your sales process is so important;
- Reveal some proven tactics you can deploy to achieve this.
Is your sales process scalable? What practices do you use to ensure your sales process copes with the growth of your business? Please let us know in the comments below.
--
Source: http://blog.pipelinersales.com/sales-process-management/scalable-sales-process/
20 Motivational Sales Quotes from Sports Legends InsightSquared
Sports has produced some of the most memorable legends and figures who have uttered some of the most inspirational quotes that are still used today, even in avenues outside of sports. Check out these 20 motivational sales quotes from sports legends to inspire your sales reps.
The Data-Driven Salesperson: How To Prospect Efficiently & Increase Response ...DataFox
Prospecting can be wildly effective, but only if done right. You need to craft and deliver the right messages to the right people at the right time.
Learn data-driven tips, tools, and techniques for your outbound prospecting.
Using Sales Triggers for Account-Based Marketing & SalesDataFox
Modern marketers and salespeople are expected to generate revenue. With the rise of account-based strategies, they're teaming up more than ever before to accelerate growth.
Has hiring been put on hold? Are you being forced to finish the year with less than a budgeted for team? How will you make the number with so few people?
Selling to the Mid-Market: How to Tailor Your StrategyDataFox
Whether you’re moving up in size from SMBs or down from Enterprise-level companies, do you know the nuances of selling to the mid-market? Join DataFox's CEO and Yesware's Director of Sales as they reveal their data-driven tips, tools, and techniques for selling into the mid-market.
Sales Hacker Conference San Francisco - Brendon Cassidy - The First Order of ...Sales Hacker
The First Order of Business for a New VP/Head of Sales by Brendon Cassidy
Sales Hacker Conference San Francisco - November 6, 2014
Visit SalesHacker.com for more sales hacks, tips, and tactics.
http://www.pipelinersales.com/ A robust sales process can become a key driver to help you achieve your sales and revenue targets and grow your business.
In this presentation you will:
- Explore the reasons why scalability in your sales process is so important;
- Reveal some proven tactics you can deploy to achieve this.
Is your sales process scalable? What practices do you use to ensure your sales process copes with the growth of your business? Please let us know in the comments below.
--
Source: http://blog.pipelinersales.com/sales-process-management/scalable-sales-process/
20 Motivational Sales Quotes from Sports Legends InsightSquared
Sports has produced some of the most memorable legends and figures who have uttered some of the most inspirational quotes that are still used today, even in avenues outside of sports. Check out these 20 motivational sales quotes from sports legends to inspire your sales reps.
Pipeline Management will be your second important step after adopting CRM software. All activities as decision making connected with devising strategies for customers needs, enhancing sales productivity or defining metrics and more won't be working properly without profound understandings of Pipeline Management.
Best Lead Distribution Methods for Optimal Sales PerformanceVelocify
New research has uncovered that organizations that utilize at least one automated distribution method experience a conversion rate that is 87% higher than that of customers who choose to manually distribute leads.
What you will learn:
- How does speed-to-contact improve conversion rates
- Auto distribution methods that improve response speed
- What distribution method has the highest impact on response speed and contact rates
- The impact of using multiple auto distribution methods concurrently
- What impact does using multiple auto distribution methods have on conversion
13 Pervasive (And Totally Wrong) Myths About Sales RepsInsightSquared
Don't believe the stereotypes that tell you all sales reps are sleazy, greedy used car salesmen. Bust the myths and learn the truth about today's sales reps.
How to Create a Customer Segmentation ModelMark Haubert
Are your sales and marketing teams focused on the right customers? Learn how to define your Ideal Customer Criteria, create a Customer Segmentation Model, identify your Key Accounts and focus your teams on customers with the greatest potential for growth.
What is Sales 2.0? Much has changed since Sales 1.0, and it's important for sales organizations to keep up with the changing times. Check out this new Slideshare, inspired by InsideView, on what exactly is Sales 2.0.
A look at the sales funnel and what marketing channels are appropriate at what stage.
Check out Trada Reviews here: http://www.trada.com/trada-reviews/
What should you do in the First 90 Days as a Sales Manager or VP? Brett Wallace, VP of Sales for Zoominfo, gives 10 high-impact things to focus on to ramp up quickly. A must read for newly promoted Sales VPs and Managers...or aspiring ones!
57 Inspiring Sales and Business Quotes For LeadersInsightSquared
57 Inspiring quotes relating back to Sales, account management and business in general, great for sales kickoff meetings, weekly sales updates, and any other kind of meeting where you need to rally your team. 57 quotes is slides for a weekly update meeting, 4 quarterly kickoff meetings, and one extra for anything else that might come up. Please feel free to use these in your own presentations, courtesy of InsightSquared.
Leaders quoted inside inside include:
Jeffery Gitomer Quotes
Jimmy Dean Quotes
Audrey Hepburn Quotes
Thomas Edison Quotes
Rand Fishkin Quotes
Bob Burg Quotes
Jack Canfield Quotes
Eric Thomas Quotes
Jill Konrath Quotes
Jim Rohn Quotes
Zig Ziglar Quotes
David Ogilvy Quotes
Marvin Phillips Quotes
Jeffrey Gitomer Quotes
Brian Carroll Quotes
Charles Green Quotes
Tibor Shanto Quotes
Ken Krogue Quotes
Lee Salz Quotes
Gilbert K Chesterton Quotes
Earl Taylor Quotes
Roy Bartell Quotes
Richard Branson Quotes
Will Rogers Quotes
Henry Ford Quotes
Seth Godin Quotes
Gary Vaynerchuck Quotes
Wayne Gretzky Quotes
Orison Swett Marden Quotes
Michael Jordan Quotes
Marilyn vos Savant Quotes
Charles Wesley Quotes
John Wooden Quotes
Roy Smith Quotes
Winston Churchill Quotes
Omar Periu Quotes
Mike Gafka Quotes
Bob Marley Quotes
Vinod Khosla Quotes
Billie Jean King Quotes
Elon Musk Quotes
Tony Gwynn Quotes
Andy Warhol Quotes
Everett Dirkson Quotes
Herbert Swope Quotes
Frank Howard Clark Quotes
Anais Nin Quotes
Madonna Quotes
Marie Curie Quotes
Ayn Rand Quotes
Steffi Graf Quotes
Elizabeth Gilbert Quotes
Rosalynn Carter Quotes
Erica Jong Quotes
The Definitive Guide to Sales Pipeline ManagementInsightSquared
Pipeline management is the key to sales success. Your sales pipeline allows you to evaluate, manage and improve your sales process over time. This detailed guide will help you better understand and manage your sales pipeline and - ultimately - close more deals.
An immersive workshop at General Assembly, SF. I typically teach this workshop at General Assembly, San Francisco. To see a list of my upcoming classes, visit https://generalassemb.ly/instructors/seth-familian/4813
I also teach this workshop as a private lunch-and-learn or half-day immersive session for corporate clients. To learn more about pricing and availability, please contact me at http://familian1.com
Define Your Sales Process To Grow Your BusinessRapidAdvance
It’s a great asset to your company to have an effective sales team. The sales team is the face of your company, and it’s not the size of the sales team that translates into more sales. Have an established and well-defined sales process. By “sales process” we mean a systematic and tested approach that help your sales team close deals and reduce friction in introducing products or services to the customer.
Sales White Paper: Sales Leadership Whatever The WeatherAltify
This White Paper discusses Sales Leadership. It introduces perspectives, ideas, measurements and tools to help Sales Leaders succeed in both buoyant and challenging trading conditions. The chief take-away from this paper is that there are key things sales leaders should be focused on regardless of the economic environment.
Cracking the Sales Code is an article that talks about the B2B Sales Process in detail. This covers Customer Identification, Customer Categorisation, Sales Funnel, Sales Planning, etc. This article has been published in MBA Skool 2013
How to identify and build a scaleable sales processFrank Dale
Effective sales teams build and execute repeatable sales playbooks. For many companies, the challenge is identifying a sales process that is effective and scaleable. This presentation developed for a workshop sponsored by Elevate Ventures walks you through:
1. Identifying your buyer's decision-making process
2. Building a sales process that aligns your interests and your buyer's interests.
3. Measurement strategies that allow for ongoing sales process improvement.
#CNX14 - Accelerate Pipeline with Pardot: The Salesforce B2B Marketing Automa...Salesforce Marketing Cloud
Meet Pardot—your new marketing secret weapon. Learn how adding marketing automation to your CRM can help optimize your lead generation, move leads through the funnel, and get the right leads to the right people at the right time. By closing the loop on your ROI machine, you can show marketing’s contribution to the bottom line and improve your go-to-market process.
Marketing automation can help:
- Generate better leads
- Nurture and qualify leads for sales
- Increase close rates
- Provide marketing insight for your go-to-market team
Self Assessment for Driving Revenue GrowthThe Naro Group
I often get called into an organization when revenue growth stalls. I start at a high level to discover where there are missing links and broken pieces within the sales organization to determine what’s needed to get back on track. What I’ve outlined below will give you a starting point for assessing your own organization's sales effectiveness gaps and what you might want to focus on in terms of sales readiness and sales enablement activities.
www.fullcircleinsights.com
Forrester analyst Allison Snow and Full Circle Insights President & CEO Bonnie Crater present a view of a marketing measurement infrastructure that generates actionable insights. Allison Snow presents the world of B2B data and measurement today, while Bonnie Crater shows you how to stand up your marketing reporting stack to make it work for you.
Similar to [Slideshare] 12 Must Ask Questions for Sales Managers and VPs (20)
2. #1: How Are My Reps Preforming
Against Their Goals?
3. This identifies how your reps are
preforming in a given period of time vs.
their individual goals by activity. This
helps measure each rep’s progress,
informs whether goals are too easy or
too aggressive, and compares
activities among your reps with similar
goals to provide motivation.
Million Dollar Insights
6. This identifies your sales reps’ current
activities and their conversion ratios. This
enables you to track activities and ensure
they are converting well to deals, use
activity counts and effectiveness as an
indicator for future sales performance,
helps you understand which activities lead
to closing deals, and spotting who needs
improvement.
Million Dollar Insights
9. This identifies the current state of your
pipeline by close date and by the most
important deals that merit attention. This
enables you to prioritize your team’s
efforts based on the characteristics of
the opportunity, keep opportunities
moving forwards, maintain an accurate
forecast, and understand which
opportunities are risky.
Million Dollar Insights
12. This identifies your forecasted revenue by
month or quarter based on your reps’
reported pipeline projections. This allows
you to gain insight for sales planning and
report to your executive team, get better
accuracy and coach your reps on deal
inspection and accurate forecasting, and
setting expectations for the performance of
your sales team.
Million Dollar Insights
15. This identifies how well this month’s
sales are progressing by employee. It
will enable you to identify which reps
are performing well and which reps
are struggling to meet goals, it
distinguishes which reps close the
most deals and which reps book the
most business.
Million Dollar Insights
17. #6: How Well Are This Month’s
Bookings Progressing?
18. This identifies how well each month’s
sales are progressing based on
historical and current data and against
your team’s goals. This way you are
able to anticipate your bookings
trajectory and set expectations with
company leaders early on in the
current sales cycle.
Million Dollar Insights
20. #7: How Many Opportunities Do
Reps Have In Their Pipeline?
21. This identifies the number of opportunities
reps have in their pipeline and what
stages the opportunities are in. This gives
you a high level overview of how many
deals each rep has in their pipeline that
are set to close in the near term. You can
better understand who needs more
opportunities and who needs to close, and
you can see which reps are managing too
many opportunities.
Million Dollar Insights
24. This identifies the number and win rates at
each opportunity stage of you sales funnel.
It enables you to find where you can make
an incremental improvement in your sales
process to have a dramatic impact on your
business by finding the weakest points in
your sales process, and you can
understand the number of qualified leads
your team will need to meet goals based
on conversion rates.
Million Dollar Insights
26. #9: How Are Our Bookings Trending
Over Time Versus Our Goals?
27. This identifies whether your team is
winning enough business by deals,
bookings, and against their quotas to hit
both short term and long term goals. This
enables you to set goals for your sales
team and measure against them, you can
determine if your business is healthy and
growing and if the average value of your
deals is changing over time.
Million Dollar Insights
30. This tracks wins vs. losses and the
value of those opportunities. As a
result, you can see win/loss trends
over time and looks at each rep’s
performance, you can gauge how your
rates change as your pipeline grows,
and you can use past information to
set benchmarks for future
performance.
Million Dollar Insights
33. This identifies sales cycle trends for
deals that are won vs. deals that are lost
and helps identify the profile of Closed-
Won and Closed-Lost opportunities. This
way you are able to understand what a
buyer looks like, how quickly they move
through the sales cycle, and explore the
difference of a non-buyer and a Closed-
Lost opportunity.
Million Dollar Insights
36. This identifies a sales cycle by stage
for each sales rep. It enables you to
understand which reps are most
efficient, how long it takes your reps to
close business, which stages they are
struggling with, and compare reps
side-by-side to understand their short
term and long term success.
Million Dollar Insights