OnStrategyHQ

APRIL 24, 2023

If you haven’t thought much about your KPIs yet, that’s okay. We’ve compiled an complete guide that includes an overview on what is a KPI, the benefits of good indicators, and list of KPI examples [organized by department and industry] for your reference as you begin developing your organization’s key performance indicators.

Profitability 105

Profitability Publishing CRM Insurance 105

PandaDoc

FEBRUARY 23, 2024

Leads, opportunities, sales: That’s the natural sequence of the sales process, right? All you need to do is zoom out, see the bigger picture and start looking for long-term growth and expansion possibilities rather than focusing only on short-term conversion objectives. But opportunities can be much more than that.

Management 52

Management CRM Sales Decision-making 52

Apptivo

DECEMBER 30, 2022

The pros and cons of sales automation and marketing automation. What’s the Difference: Sales Automation Vs Marketing Automation. As a business owner, one must use growth hacks to enhance sales and marketing procedures. So what exactly are sales automation and marketing automation? How should you employ them?

Marketing 52

Marketing Sales Media Decision-making 52

Hubspot Sales

SEPTEMBER 12, 2018

The more control and visibility you have into your sales pipeline, the more revenue you’ll bring in. In fact, HubSpot Research found a positive relationship between the number of opportunities in your pipeline per month and revenue achievement. But what is a sales pipeline and why is it so instrumental to selling success?

Sales 144

Sales Negotiation Decision-making CRM 144

Nutshell

FEBRUARY 28, 2024

It’s especially important to do so when they choose not to convert into customers. Think about how many potential customers you’re missing out on when you don’t attempt to approach those who already showed interest in your business. Plus, we’ll show you 10 visitor recognition tools that will boost your inbound marketing strategy.

B2B 71

B2B CRM Software Software 71

PandaDoc

DECEMBER 19, 2022

Sales prospecting acts as the first stage in the sales process. B2B sales organizations may often find that this process is highly time-consuming and requires significant investments in manual labor. B2B sales prospecting in a nutshell. The more detailed and accurate your ICP is, the more resultative your sales will be.

B2B 98

B2B Sales Decision-making Publishing 98

Zendesk

JULY 26, 2022

And you walk away wondering what that meant. Business development (BD) didn’t really become mainstream in the sales industry until the 2000s, and even now, unless you work in BD, most people don’t know what it is. What does a business development representative do? BDR vs SDR: What’s the difference?

Media 96

Media CRM Software Software 96

Zendesk

JULY 28, 2022

But they have distinct meanings and uses that are important for anyone in sales to understand. What is a sales lead? A sales lead is a person or contact who is at the top of your sales funnel and hasn’t been qualified yet. Lead generation is an important starting point in your sales process.

Sales 52

Sales Stakeholders Decision-making Logistics 52

Nutshell

MAY 3, 2023

If your company has a unique sales process or sells a variety of products and services, it can be tempting to build a CRM from scratch. By the end, you’ll know whether or not a custom CRM is the right choice for your business and which software options might be a better fit for your needs. How do I create my own CRM?

CRM 127

CRM Software Software B2C 127

PandaDoc

JUNE 21, 2021

Like it or not, your business needs a lead generation strategy and a sales prospecting process. You’ll also know why you need a strong sales prospecting process and exactly how that will benefit your business. 5 ways to tell when you should use lead generation or sales prospecting. What is sales prospecting?

Sales 98

Sales Decision-making Small Business Meetings 98

Hubspot Sales

MARCH 30, 2021

Not only do buyers now prefer remote sales interactions, but they're also more than happy to make large purchases online — a trend that has sellers embracing and investing heavily in digital sales and prospecting to keep up. In this post, you’ll learn the differences between first-party intent data and third-party intent data.

Prioritization 105

Prioritization Decision-making Digitalization Marketing 105

Zendesk

FEBRUARY 24, 2022

If you’re reading this, you probably have a solid idea of what’s required for a strong sales team: Lead generation. Consistent sales messaging. Personalized sales styles. Intelligently utilized sales software. The secret to a successful modern sales team isn’t the closers—it’s the people behind the scenes.

Sales 98

Sales Sales Analytics Procurement Software 98

Zendesk

APRIL 18, 2022

If you wrote a research paper in college, you may still be haunted by the strict, seemingly arbitrary rules of citations in the MLA, APA, or CMS formats. But there was a good reason to cite your research: you, and anyone reading your paper, needed to know where you got your sources. What is a lead source?

Media 98

Media CRM B2C Energy and Utilities 98

Zendesk

DECEMBER 14, 2021

We’ve all heard the phrase “time is money,” and in the sales world, this axiom resonates loud and true. In every company, sales teams work tirelessly to refine the process of persuading customers to buy faster each year. Time is a valuable parameter to measure, and not only in regards to your sales teams and their productivity.

Sales 52

Sales CRM Decision-making Manufacturing 52

SuperOffice

DECEMBER 8, 2020

So what can you do to prevent customers from leaving while providing experiences that attract and keep them for the long term? You many need to reevaluate how you sell, and discover the potential a relationship funnel. Relationship funnel vs. sales funnel.

Marketing 98

Marketing Customer Experience Profitability Media 98

Nutshell

AUGUST 27, 2018

There are hundreds of different sales tactics that you can use to find prospects, qualify leads, and make a sale. But how do you decide which ones make the most sense for your business? It’s typically an outbound marketing method that salespeople or sales development reps (SDRs) are tasked with.

Sales 126

Sales Decision-making B2B Marketing 126

Hubspot Sales

MAY 7, 2020

Let your marketing team work the top of the funnel. You don’t have to call all the leads who are just looking for information or education — those leads need to be nurtured, and Marketing is the right team to do it. But what if you don’t have enough inbound leads? You warm call. You just have to do it correctly.

Cybersecurity 127

Cybersecurity Value Proposition Decision-making Stakeholders 127

Zendesk

SEPTEMBER 29, 2022

There’s a lot of talk these days that outbound sales has gone the way of disco, while inbound sales is all the rage—the K-pop of selling tactics. Though there’s a lot to love about inbound techniques (and K-pop), outbound sales isn’t down for the count yet. What is outbound sales? Benefits of outbound sales.

Sales 52

Sales CRM Media Decision-making 52

Upland

MAY 4, 2023

So much so that we created this sales velocity equation to get sales teams moving in the right direction. How fast you get there depends on four key levers. Sales velocity vs deal velocity – what’s the difference? Deal velocity is how long it takes a deal to get through the sales cycle.

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Sales Decision-making Negotiation Organization 356

SuperOffice

MARCH 22, 2021

Post summary: The terms ‘lead generation’ and ‘sales prospecting’ are often used in the same context. To help you separate these processes and use each of them to the full potential, we explain sales prospecting and lead generation in detail and highlight the key differences between them.

Sales 72

Sales CRM B2B Marketing 72

Zendesk

APRIL 28, 2022

High-impact sales companies rank at the top of the list for many reasons, but one of their most enviable traits is that over 75 percent of their reps achieve quota. If you’re one of the hundreds of businesses striving to boost your reps’ sales numbers, your first question has to be: How do these high-impact companies do it?

Sales 52

Sales CRM Sales Training Decision-making 52

Brooks Group

JUNE 26, 2023

The profession of sales is changing rapidly. More than ever, sales professionals need sales training programs that can help them keep pace with the demands of the modern sales process. Sales training pays off in many ways. The challenge is that there are no one-size-fits-all solutions for sales training.

Sales Training 52

Sales Training Sales Onboarding Profitability 52

Hubspot Sales

MAY 19, 2018

Nothing excites a sales manager more than seeing their staff complete or surpass their monthly quotas. That’s how you get promotions, bonuses, and the recognition you need to advance your career. But salespeople should think bigger than simply using sales reports to depict success. Cue the balloons and streamers.

Sales 83

Sales Meetings Decision-making Sales Management 83

Apptivo

DECEMBER 1, 2021

Customer conversion focuses on capturing new leads, moving them through the sales cycle, and finally, converting them to loyal customers. Customer conversion focuses on capturing new leads, moving them through the sales cycle, and finally, converting them to loyal customers. The experience is delivered by the employees ”.

CRM 98

CRM Software Software Organization 98

PandaDoc

APRIL 24, 2023

You’re probably here because you want to build a successful sales enablement strategy for your business. Read on to discover how to create effective sales strategies through the power of enablement and turn your team into an all-star performance machine. What is a sales enablement strategy? You’ve come to the right place!

Sales 52

Sales e-Learning Onboarding Software 52

Tenfold

JULY 15, 2017

Business guru and well-known provocateur Tom Peters once addressed a crowd of over 400 sales and marketing executives saying : “I hate sports analogies. To properly understand the difference between sales and marketing, however, another analogy seems more suitable: that of musical theater.

Marketing 63

Marketing Sales Advertising Communication 63

Hubspot Sales

SEPTEMBER 2, 2018

In modern sales automation , it’s easy to make your small team of five feel like an army of 50 reps. If you have email automation and dialing tasks queued up for your sales team -- but are wondering how to turn the corner with automated outreach, this post is for you. You can see when certain topics are coming up (i.e.,

Value Proposition 70

Value Proposition Sales Decision-making Media 70

PandaDoc

JULY 6, 2022

(Is this something you don’t have to picture, because you’ve lived it?). Many marketing and sales teams face this scenario far too often. For example, when you go to a car dealership, or even when browsing online for a new ride, you wouldn’t go ahead and buy the first car you see, correct? What is a sales funnel?

Sales 98

Sales Decision-making Customer Experience Value Proposition 98

Hubspot Sales

DECEMBER 9, 2020

Well-managed pipelines are a salesperson’s North Star, their bread and butter. Poorly-managed pipelines are an entirely different story, as they may affect deal closure and make it challenging to create accurate sales forecasts. Sales trainer Mark Hunter thinks he knows why — poor prospecting. “We

Decision-making 138

Decision-making Negotiation Prioritization Profitability 138

Insightly

AUGUST 28, 2023

We all know that the primary function of a customer relationship management (CRM) system is to collect, organize, and manage your customer-related data. You also need to understand what your CRM data is telling you. Simply put, CRM reports help you sell smarter, serve your customers better, and keep your business on track.

CRM 52

CRM Decision-making Investors Profitability 52

Apptivo

OCTOBER 21, 2021

Why does it matter, and how can we optimize these tools to improve sales and customer service? Fundamentally, CRM software is a program that helps company sales teams, customer service teams, and marketing teams achieve three functions. But maybe, you already have a CRM platform, and you’re looking to improve your operations.

CRM 98

CRM Healthcare Digital Transformation Software 98

PandaDoc

MAY 24, 2023

Before we zero in on the important qualities of a sales enablement manager, we need to wrap our heads around the very definition of this role. We all seem to know what sales managers, account managers, and business development managers do — but who in the world is a sales enablement manager? They sure do.

Management 52

Management Sales Software Software 52

LinkedFusion

AUGUST 29, 2023

One notable quality of Kennected’s tool is how simple it is to use; according to numerous reviews, you can set it up and begin using it in only a few minutes. Here are ways you can leverage LinkedIn Automation tool: Save time by leveraging the automation tool for repetitive jobs. What is LinkedIn Automation?

CRM 52

CRM Software Software Decision-making 52

Nutshell

APRIL 13, 2020

Nutshell’s BOUNDLESS 2020 virtual event was chock-full of amazing sales, marketing, and customer success advice from some of the top minds in their fields. One of those minds belonged to John Barrows , the CEO of JBarrows Sales Training as well as an in-demand speaker and author. Could you just do 1% better?

Decision-making 133

Decision-making Construction Sales Publishing 133

Nutshell

FEBRUARY 20, 2024

What if instead of going out and finding leads, you could get leads to come to you? In this guide, we cover everything you need to get started with inbound marketing. Inbound vs. outbound marketing Outbound marketing is a more traditional approach that involves pushing marketing messaging out to potential customers.

Marketing 77

Marketing e-Learning Media CRM 77

Insightly

JULY 15, 2023

Marketing automation software helps you gain efficiencies in your marketing by automating tasks and freeing up your team to execute strategically. It helps you drive more leads, turn leads into sales, and optimize your spend. What is a marketing automation report?

Marketing 52

Marketing Decision-making Media CRM 52

Zendesk

APRIL 15, 2022

Sales teams love numbers. Given the many ways to measure success—KPIs, ROI, quotas, sales pipeline velocity, and churn—it’s easy to get overwhelmed by raw information. With the avalanche of internal and external sales statistics out there, it can be difficult to know which ones are most relevant to your sales strategy.

Sales 52

Sales Sales Technology CRM Remote Working 52