The Sales Metrics You Must Measure to Achieve Your Sales Goals For Sales Leaders and CEOs the right sales data means everything when it comes to defining your Sales Plan and measuring progress towards your revenue targets. Sales dashboards can …
How To Create the Basic B2B Sales Dashboard
Posted February 13th by Matt Smith
Posted in Pipelines and Forecasts, Sales Leaders Blog
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Lead Lifecycle Management – Improving from Average to Best In Class
Posted February 10th by Dan HudsonPart 2: Lead Lifecycle Management, How Does Your Firm Measure Up? Congratulations if you read “Lead Lifecycle Management, How Does Your Firm Measure Up?” and have implemented the suggestions at the end of the post. You have taken a first …
Posted in Lead Lifecycle Management, Sales Leaders Blog
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Lead Lifecycle Management, How Does Your Firm Measure Up?
Posted February 8th by Dan Hudson3 Steps to Improving Lead Generation Results Improving the quantity and quality of B2B leads isn’t a simple task, ask any sales or marketing leader and they will tell you that! However, a 2011 Aberdeen Group study entitled “Optimizing The …
Posted in Lead Lifecycle Management, Sales Leaders Blog
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How To Increase Your Sales Win Rate by 9%
Posted February 6th by Matt SmithWhat A 9% Win Rate Increase Means In Real Sales Results In their 2011 Sales Performance Optimization study CSO Insights reported that B2B sales organizations with a formal prospect definition experienced a 9% greater win rate than those with no …
Posted in Sales Leaders Blog, Sales Process
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Know Thy Prospect (Before Touching That Phone!)
Posted February 3rd by Dan HudsonNow that your firm has invested in a B2B lead generation program that includes a strong marketing automation platform, what happens next? Most companies who are newbies in this space wait for leads to score to an initial qualification level …
Posted in Lead Lifecycle Management, Sales Leaders Blog
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B2B Sales Performance Review – Month One
Posted February 1st by Matt SmithSales Leaders – Fast Start or Sluggish, How You Adjust to January Is Important to Meeting Your 2012 Sales Plan With January in the books it’s time for Sales Leaders to review their sales performance metrics for month one of …
Posted in Managing Sales Teams, Sales Leaders Blog
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Turning Your Website Into a Sales 2.0 Partner
Posted January 30th by Dan HudsonIf your firm is like most of the companies we engage with your marketplace is crowded with competitors. Every competitor has a website, some are good and some not so good. Given tight sales and marketing budgets how can you …
Posted in Sales 2.0, Sales Leaders Blog
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How to Deliver Bad Sales News to the CEO
Posted January 27th by Matt SmithWhen Is a Good Time for Bad Sales News? While dealing with bad news is never a fun part of the job for CEOs and Chief Sales Officers, it’s why you “make the big bucks”, right? When it comes to …
Posted in Pipelines and Forecasts, Sales Leaders Blog
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When It Comes to Sales Prospecting, Warm is the New Cold
Posted January 25th by Dan HudsonCold Calling or Warm Calling, Your Sales Team Needs Both Skills We routinely see companies with B2B sales organizations that don’t (or won’t) make cold sales calls. When a web or phone lead comes in they are quick to respond …
Posted in Lead Lifecycle Management, Sales Leaders Blog
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Sales Metrics You Can’t Manage Without
Posted January 23rd by Matt SmithWhat B2B Sales Metrics Are Most Important to Your Company? The right sales metrics tell the chief sales officer and CEO everything they need to know about how they are tracking towards their company’s revenue objectives. For some companies it’s …
Posted in Sales Leaders Blog, Sales Process
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