Mypast several blogshave focused on how to remove theroller coaster-effect from your sales forecast. Yes, it can be done – but you must focus oncleaningdata,segmentingdata, and creating well-definedsales stages. As we know, it is important to work out the...
How many of you know who your ideal clients are? You might be thinking, “Of course I do! I completely understand my ideal clients.” But can you describe in clear detail exactly who these ideal clients (sometimes called buyer...
Inefficiency costs companies anywhere from 20% to 30% of their revenue every year, according to research firm IDC. I recently met with a client who was not quite sure if investing inHubSpot, a cloud-based marketing automation platform, was going...
I’ve been thinking a lot about THE debate. You know the one – which marketing strategies are the best?Usmarketers and business development professionals are bombarded withblogs about why theinboundstrategy is the way to go, or whyoutboundis dead or dying....
How to create a B2B sales forecast A predictable sales forecast – is that even possible? We don’t often use “predictable” and “sales” in the same sentence. Our forecast often feels more like a roller coaster ride – not...
So far in this series we’ve talked about ways to manage and drive revenueby developing buyer personas(like Engineer Ernie and Buyer Barney) and creating relevant content,tracking prospect engagement, andacquiringandonboarding new customers. Of course, what works for one prospect might...
Sales enablementis the strategic, ongoing process of equipping sales teams with thecontent,guidance, andtrainingthey need to effectively engage buyers. Sales enablementanalyticsprovide marketing and sales teams withdata-driven insightsto optimize their business and drive revenue.(HubSpot) “65% of sales leaders who outperformed revenue...
Does your business utilize enterprise resource planning (ERP) software? If you do, you know it gives you powerful insight into several aspects of your operations, including: But even if you don’t use a software package like this, you’re probably...
All leads are not of equal importance to your Sales team. Some are ready to speak with a salesperson and purchase. Others aren’t ready and still need to be nurtured.Creating a B2B lead scoring strategy is essential to converting...
B2B Customer-Facing Role Must Support Business Development A client-facing team (CFT) includes anyone in your organization who has some level of interaction with your clients and prospects. In most organizations the team spans departments: marketing, inside sales, outsides sales,...