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Sales Velocity Equation – 4 Levers to Success

Upland

So much so that we created this sales velocity equation to get sales teams moving in the right direction. Sales velocity vs deal velocity – what’s the difference? Deal velocity is how long it takes a deal to get through the sales cycle. Effectively, it’s the same thing as average sales cycle length.

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Five Key Strategies of High-Performing Sales Organizations

Revenue Storm

Sales organizations in the high-tech arena have been hit with several redefining trends over the last several years – the shift to virtual relationships, the drive to commoditization by the buyer, the unbelievable acceleration of digital technology, and the redefining of market boundaries. This is no longer the case!

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Understanding Sales Process, Methodology, and Competencies

Mike Kunkle

Sales process, sales methodology, and sales competencies are all important and related aspects of sales effectiveness. Sales Process A sales process is a series of stages that an opportunity moves through. But they are not the same thing. It’s been proven in multiple studies and is worth the effort.

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Look Outside Your Sales Organization | Sales Strategies

Engage Selling

Far too many sales organizations focus only on the internal KPIs (the things that drive your performance): sales velocity, sales process, your funnel, your pipeline, the number of calls you make, the number of conversions you make, your closing ratio, … Read More » The post Look Outside Your Sales Organization | Sales Strategies first appeared (..)

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3 Mistakes Organizations Make While Developing ABM Programs

While B2B research suggests organizations are thriving through successful ABM programs, getting just one campaign off the ground is more difficult than it seems. Download ZoomInfo’s latest eBook to learn about the three most common mistakes organizations make while executing an ABM program, including: Poor account selection process.

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How to Radically Improve Your B2B Sales Win Rates

Mike Kunkle

In this post, I’m going to share some simple concepts that I’ve seen deliver radically improved results across a sales force. The advice comes from Modern Sales Foundations , a course that was developed based on over 16+ years of top sales performer analysis, modernized for working with today’s buyers.

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Sales Forecasting Guide – Prioritize to Boost Accuracy

Upland

Sales forecasting is equal parts art and science, right? The ‘art’ aspect of sales forecasting doesn’t need to be an educated guest. What is a Sales Forecast? Is Sales Forecasting Outdated? Some claim that sales forecasting is outdated. However, sales forecasting is still relevant today.

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Forrester Research Report: How Sales and Marketing Intelligence Drive Improved Business Outcomes

Fact: Only 8% of sales and marketing professionals say their data is between 91% - 100% accurate. In 2019, DiscoverOrg commissioned Forrester Consulting to evaluate sales and marketing intelligence practices in the B2B space. However, organizations are fighting back - and winning. B2B organizations struggle with bad data.

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The Definitive Guide to the Top 4 Sales Enablement Metrics

If you want to increase productivity and revenue at your organization, you have to focus on metrics that matter. This guide will help you stay data-driven while avoiding data overload by focusing on four categories: Sales enablement. Sales effectiveness. Sales readiness. Sales readiness. Sales engagement.

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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.

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The Definitive Guide to Remote Sales Coaching

With in-person sessions no longer feasible, many organizations are looking for alternative methods to support their salespeople. The good news is, there are various methods and technologies that can be used to provide sales coaching and training to your sellers – wherever they might be. The types of remote sales coaching.

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Essential Guide to Sales Engagement – Overcome the Challenges of Remote Selling

Sales teams are trying to prospect, connect, and manage an effective sales cycle, yet many companies are falling short of hitting their sales numbers. In this guide, we will show you how to elevate your sellers’ results and provide you with insights and tips that will also benefit the rest of your customer-facing organization.

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How ZoomInfo Helps Overcome the Top Pain Points of Inside Sales

How can sales organizations meet the buyer along the journey at the perfect time? With more access to user reviews, analyst opinion, and industry research, decision-makers are more informed than ever while navigating what is now known as the “buyer’s journey.”. Download this eBook to find out!

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How to Overcome the Pain Points of Your CRM

The promise of a CRM ( customer relationship management ) led organizations to believe each could digitally transform its businesses through tracking touchpoints throughout the buyer’s journey. When used effectively, a CRM can be the lifeblood of your sales team – keeping everyone organized, efficient, and at peak productivity.

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5 Essential Pieces of a Prospecting Solution

Forward thinking sales leaders are starting to prioritize technology initiatives. As organizations chase new revenue targets, B2B sales leaders must examine cutting edge prospecting solutions that proactively help reps identify, connect with, and close qualified buyers faster.