" Making a bad hire in sales is almost always worse than not hiring enough people." In any B2B sales organization, Account Executives (AEs) play a pivotal role in maintaining and renewing your organization's most profitable accounts. Your AE will work on large accounts and the aforementioned role is a huge investment for the organization. Top AEs are constantly learning, making connections, creating impact...
Why do you need Sales Enablement? To find out who is more likely to buy, don’t wait to get the list of your target audience for cold calling, but create something around your product to attract them, to make them call you! In order to get that happen your sales and marketing team need to work in tandem, which generally takes a lot of discipline...
Does your organization has a dedicated sales development team? Have you divided your sales organization into specific roles, particularly that of SDR and AE? If not, then now is the right time to consider! While both work closely to nurture a smooth customer journey in your sales process, the skillsets and specializations of SDRs and AEs are very different from each other. SDR versus AE...
What should your SDR cadence/sequence look like? First off, sales cadences are those well-ordered and methodical sequence of sales actions (can also be called rules of touchpoints or sales activities) that help your SDRs to generate and move the leads in the sales pipeline. There could be different cadences for different sales cycles, for outbound and inbound leads. Unquestionably, as a sales manager, you have...
As a sales leader, you are always interested in tracking your sales performance and quickly gaining insight into your pipeline. Sometimes, sales leaders have requirements to track sales activities of their sales reps via Tasks in Salesforce so that, whenever needed, they can pull out the data and get insight on how close the sales reps are to closing a deal. If you find yourself...
Scoring a lead comes with a massive amount of questions that at times can feel endless. At what point does the marketing hand over the MQL (Marketing Qualified Leads) to your sales team? At what point does your MQL become SQL (Sales Qualified Lead)? How do you score such MQLs who have shown some level of interest in the services offered by your business? How...
Across the industry, what all Managers agree upon is that a 100% SQL Meeting attendance is a white whale. The reasons could be many, ranging from a dithering prospect to something as simple as forgetting when a meeting was scheduled for to something as annoying as a misread lead. Whatever the reasons, managers across have developed their own formulae for maximizing attendance. And while the...