Top Sales KPIs for Your B2B Sales Reps

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Unclear sales goals are costly. These are metrics that prioritize and improve sales performance and yield valuable specifics like percent of team meeting quota, average on-target earnings, and sales cycle length. KPIs should match the specific needs of your sales team.

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How to Create an Effective Sales Plan: Components and Tips

Webbiquity

A sales plan is a document that helps you better organize your sales process and reach specific goals step by step. Sales plans vary in form depending on the number of sales objections, budget, deadlines, and the number of resources needed. Sales Plan Structure.

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Market & Sales Intelligence — Why Both are Essential for Sales Teams

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Sales reps can easily lose a successful sale if they don’t have the right tools or framework to work with. Both market and sales intelligence fall under the umbrella of lead intelligence, which collectively gives comprehensive insights about prospects. What is Sales Intelligence?

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How to Use Sales Multi-Threading to Your Advantage

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Hitting an early impasse with a prospect is an age-old sales dilemma. “I They said, ‘You need to reach out to our CEO directly,’” recalls Megan Hanisko, manager of sales development at ZoomInfo. “So Reaching a dead end when bringing in a new sales account is nothing new.

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The Definitive B2B Sales Playbook: Proven Path to $ Multi-Million Revenues

Sales is at the forefront of revenue growth, and so organizations with highly streamlined sales operations consistently outperform competition. How do you create a path to success and fast-track your way to multi million dollar revenues? Read the eBook.

The Sales Prospecting Strategy Guide

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Learn what sales prospecting is, and how business development professionals can go to market using outreach strategies that deliver business results. What is Sales Prospecting? The ultimate goal is to guide your prospects through the sales funnel until they eventually make a purchase.

Data-Driven Sales Forecasting Using Facts, Not Feelings [Part 1]

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Q: What do sales leaders, meteorologists, and economists all have in common? It’s a tough ask, and in many ways, sales leaders have the most difficult time of them all when predicting the shape of tomorrow. Some 57% of sales reps do not accurately forecast their pipeline.

Sales Reporting: A Guide to Creating Useful Sales Reports

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Exceptional sales performances aren’t achieved through sheer willpower — they’re accomplished by understanding goals that are easily tracked and planned out. Sales reporting helps managers track and monitor progress to keep a pulse on sales cycle profitability. B2B Sales.

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Map Your Sales Funnel for a Smoother Sales Journey

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Overflowing the sales funnel with leads doesn’t necessarily guarantee more paying customers in the end. Abundant lead conversion can happen when sales reps practice meaningful engagement with them throughout the sales funnel. Sales Funnel vs. Sales Pipeline.

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28 Effective Tips for Shortening Your Sales Cycle

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On the other hand, a faster sales cycle keeps your buyer’s attention on your offering. Understanding the sales cycle in separate stages helps predict buyer behavior and selling outcomes. Today we’re sharing tips and tricks to shorten the sales cycle, broken down by stage.

Buyer Intent Data Guide: How to Find Prospects Already Looking to Buy

Collecting and understanding buyer intent is a must for any marketer or salesperson looking for a higher success rate in reaching active buyers. Throughout this eBook, we’ll explore how to monetize intent data, where it's sourced from (and which sources you should be wary of), as well as how to best utilize it within your outbound campaigns in order to drive more pipeline each month.

Old School Sales vs New: The Rise of the Modern Sales Model

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We all know Tom: the sales guy trying to sell you something you don’t really need on a Tuesday afternoon. The Old World vs. New World of Sales. In the new world of sales, being well connected is no longer as important as being well informed. The Rise of Inside Sales.

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How to Improve Communication Between Marketing and Sales

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In theory, your sales and marketing departments should be the best of friends. What if I told you that misalignment between sales and marketing technologies costs B2B companies 10% of revenue or more per year? Why is Sales and Marketing Communication Important?

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Prospecting Insights: Boost Your Sales Strategy with High-Octane Data

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How important are prospecting insights to your sales strategy? Of course, your sales strategy’s success, including reaching your revenue goals, depends on the sales team hitting their numbers. It could be that their sales reps know how to prospect effectively.

7 Sales Prospecting Tips to Ignite Even the Coldest Pipes

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If your sales pipeline is colder than a Siberian spigot in January, it’s time to rethink your sales prospecting techniques. Sales prospecting techniques are the tactics a salesperson uses to find new customers. Prospecting is an early and critical stage in the sales process.

Why Start With Marketing & Sales Alignment

Speaker: Molly Rigatti, Marketing Strategist at SmartBug Media

Before you plan your next sales kickoff or bottom of the funnel marketing campaign or any effort where sales and marketing are both on the hook for performance, you need to check in on your teams. Sales and marketing both oversee a very important part of the pipeline and revenue process for your organization. But that doesn’t mean they should function in silos. When building up your sales enablement program, think about the three “P”s—practicality, productivity, and profit—when defining responsibilities and facilitating communication between your teams.

Survey: How sales reps adapted to the pandemic

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The pandemic changed the day-to-day processes of the B2B sales organization practically overnight when the world went 100% digital. Here’s a closer look at how sales rep processes changed in the past year and whether these new methods will outlast the pandemic.

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Sales Productivity: Where Are You Wasting The Most Time?

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If your goal is to increase sales productivity, start by asking yourself: “how much time do I waste on non-selling activities?”. In fact, there are a host of obstacles that keep sales reps from being their most productive selves. Where Do Sales Reps Waste The Most Time?

Sales Account Management: Your Go-To Guide for Greater Growth

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Sales account management, like sales, is selling. For the sales account manager, getting processes down can mean the difference between achieving massive growth and losing customers to the competition. What Is the Difference Between Sales and Account Management?

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8 Simple Steps to Prep Your Webinar Funnel for Sales

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Are you thinking about increasing sales with a webinar? A webinar funnel works a lot like a sales funnel or marketing funnel. Now, as people get comfortable with the idea of running a sales webinar, we’ll likely see a continued uptick in these sales presentations.

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The Ultimate Buyer’s Guide for Sales Enablement Platforms

According to Gartner, 15% of all technology spending in 2021 is predicted to go toward sales enablement technology. When identifying a platform that bridges the gap between sales, marketing and customers while staying within budget, the selection process quickly becomes overwhelming. So, what features do you need to consider? What questions should you ask? Our buyer’s guide will help you evaluate your options and find the sales enablement solution best suited to your needs.

An SDR’s Field Guide to Sales Territory Mapping

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Sales territory maps serve as the game boards for outside sales, which makes field sales reps the game board pieces. Though it can be tedious, sales territory mapping provides a framework for strategic planning — ensuring that sales reps don’t go into meetings blind.

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Triple Touch: A Stealth Sales Tactic for Rapid Prospect Responses

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It’s time to activate the triple touch sales tactic. What is the Triple Touch in Sales? The ‘touches’ include contacting the prospect three different ways, each time building trust, getting on their radar, and moving them further into the sales funnel. .

Embracing New Sales Traditions in 2020

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From sales processes to how we celebrate holidays, there has been no area left untouched by this pandemic. So, as sales leaders, how have we kept ‘remote’ control? Communication in Sales: Clear is Kind. Sales is an individual sport but sharing insight helps us all win.

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Artificial Intelligence for Sales: Discover How Sales is Changing

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Today John Holland, Chief Content Officer of CustomerCentric Selling, helps us cover the other side of the coin—artificial intelligence within the sales process. The Problem with B2B Artificial Intelligence and Sales. Only a mere 13% of the modern sales force consists of ‘A Players’ – or reps who consistently exceed quota. In fact, for the last few decades, only about 50% of sales reps have achieved quota ( source ). Key Takeaways Regarding AI for Sales.

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4 AI Hacks to Make Sales Teams More Efficient

Over the last two years, there’s been a 76 percent increase in AI adoption across sales organizations. For sales teams, AI opens up a world of new possibilities, including automating outreach, identifying best-fit buyers, and keeping CRMs flush with fresh data. Read on to learn the four AI hacks sales teams need to improve their performance. Download the eBook today!

How Swim Lanes Get Marketing, Sales Development, and Sales More Wins

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Is your team going in the same direction as sales development and sales? B2B marketing and sales can use swim lanes to map and track their responsibilities — from qualifying marketing leads to closing deals. Sales Development Swim Lane = One-to-Few. Hey, Marketing.

Will Outside Sales Recover When the Pandemic Ends?

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The idea of Outside Sales, which depended on business travel and in-person meetings, feels like a distant memory. Until COVID-19, more than half of sales — 52.8 percent — were made by Outside Sales teams. What is Outside Sales? The drop in Outside Sales opportunities.

What is Sales Enablement, Anyway?

Biznology

The other day I was invited to speak on retention marketing as part of a 3-webinar series on sales enablement. It got me thinking: What is sales enablement, anyway? But it seemed to be mainly about collateral and sales presentations in those days.

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B2B Senior Leadership: It’s Time to Face the Truth About Sales and Marketing

Biznology

The yawning gulf between sales and marketing is a fact of life in B2B companies. The truth is, if the senior sales leader and the senior marketing leader in your company don’t truly like and respect each other, all is lost. Sales owns the P&L.

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The Showpad Sales Transformation Maturity Model

The Showpad Sales Transformation Maturity Model helps organizations understand where they are today in terms of meeting buyer expectations — and how key teams can drive transformation that impacts the bottom-line. Download the free eBook for a pragmatic approach to growing sales maturity.

B2B Sales Intelligence: Bad Data and Sales

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Whether you realize it or not, the efficiency, productivity, and drive of your B2B sales team is directly dependent on the quality of your data. This week, we’re flipping the script and taking a look at how bad data impacts B2B sales. How does bad data kill your B2B sales success? Bad data impacts every department within an organization—but none more so than the sales department. of sales reps’ time. That’s 546 hours a year per full-time sales rep ( source )!

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Top 10 Sales Intelligence Tools to Use for Your 2021 Campaigns

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Manual sales prospecting and lead generation doesn’t get your sales and marketing teams where they need to be for their quotas — and it wastes time. It’s no wonder that 43% of salespeople in 2020 used sales intelligence tools, compared to 28% in 2018. LinkedIn Sales Navigator.

Who Run The World?: Women in B2B Sales

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When I think of sales floors of the past, I think of Mad Men – esque scenes of phones ringing, men yelling, and glasses of whiskey being passed around every time a deal closes, or doesn’t. Yet modern day sales floors look quite different. What’s It Like Being A Woman In B2B Sales?

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The Top 35 Sales Podcasts for Sales Professionals

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Today, we’re sharing the ultimate list of sales podcasts. If you work in sales, it’s our hope that this list of sales podcasts provides you with some fresh listening material, newfound inspiration, and the tips and tricks you need to excel in the world of sales. So if you’re already familiar with the sales podcasts on this list, we recommend you check out that post as well. The Ultimate List of Sales Podcasts. 2. Sales Pipeline Radio.

How to Drive Revenue Through Retention Marketing & Sales Enablement

Speaker: Ruth Stevens, President of eMarketing Strategy

In a pandemic, it’s more important than ever to focus on retaining and expanding current customers. So, how can sales and marketing support the retention effort? Join Ruth Stevens as she dives into this fast-paced session and reviews the 7 key strategies for current customer marketing, to enable sales and expand customer value.

6 Ways Breaking Sales Call Rules Leads to More Sales Success

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In sales, as with any other field or practice, sometimes you need to think outside the box to come out on top. Knowing the rules for a sales call is vital; so is knowing when to break those rules. Our research has shown how much sales calls have changed in the last year.

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