Sales and Marketing together are the two important engines that need to work jointly for your business to perform well. Hence, the sales and marketing leaders’ top priority is to understand the importance and power of each other’s existence in the organization. If there is no coexistence and alignment, no sharing of notes and insights between the two departments, then businesses might fall flat on...
As a great sales leader your priority is to make and show the numbers. But being sales leader in B2B marketing realm brings myriads of challenges. One challenge that is often thrown at you is to come up with strategies to make your Account Based Marketing (ABM) a success. Before we divulge into these strategies let us first define what Account Based Marketing is. Here...
Revenue is an important yardstick to judge your sales team’s goals so that you could align them along the various routes of the sales cycle. Oftentimes sales leaders get so caught up in strategy and competition that they start thinking of revenue as the team’s major goal. However, the be-all and end-all focus on driving revenue without defining how to get there can be tough...
B2B sales is about longer sales cycles, bigger financial deals, fierce competition and reaching out to more than one decision maker in an organization, which unfolds different set of challenges. According to Docurated’s report called the State of Sales Productivity, organizations are investing more and more in sales productivity in search for revenue growth. Therefore, we decided to share with you how you can improve...
“The single most important sales metric for sales managers is the velocity of conversion through the funnel stages.” - Jaime Muirhead, VP of Sales, RingLead Speed is essential in the B2B world. This makes sales velocity an important metric to measure. However, most businesses ignore it. In this article, we’ll cover what sales velocity is, why you should care, and why it’s often overlooked. What...
In our article Why Sales Development Representatives Are Important to Sales, we covered what SDRs do and how they influence your potential clients in their buying decision. Now that you have a team of SDRs in place, you would be interested and curious in knowing how well they are doing the job they are hired for. In this part we will throw some light on metrics...
Through this post we will decode why SDRs have become an integral part of sales organization. What are SDRs? Sales Development Representatives or SDRs are the new-age Business Development Representatives in the sales and marketing ecosystem. They act as the liaison between newly identified prospects and sales executives. Marketing’s job is to allure prospects through aggressive marketing campaigns and pass them on to the sales...
Hype about the ‘game changing’ benefits of business intelligence tools from marquee IT brands began more than 20 years ago. Businesses across verticals have been struggling to realize those benefits since then. If Gartner is to be believed, less than 30% of an organization’s potential users actually use BI solutions. Traditional BI – Complicated, Expensive and Rigid Low adoption of traditional BI systems is attributed...