Sales Pipeline Management – The Necessary Purge
Yesterday, we touched on some of the key sales pipeline management considerations for sales managers looking to grow their sales pipelines in Q4. Pipeline growth is typically what sales managers [...]
Sales Pipeline Management – Growing in Q4, and Beyond
As Sales VPs look to finish out the year strong and charge into 2014 with plenty of sales momentum, one of their most essential responsibilities is in sales pipeline management. Sales VPs must [...]
The 3 Marketing Metrics that MATTER (to your CEO)
Proving the value and importance of your marketing team and its efforts to your CEO is no easy task. To CEO’s and board members, a lead is a dirty four-letter word, one that ultimately doesn’t [...]
[SaaS Series] How to Analyze Revenue Churn in Salesforce
The unfortunate truth of running a Software-as-a-Service (SaaS) business is that, inevitably, some customers will churn. Some customers who are unsatisfied with your product or service might [...]
Why Every CEO Needs a Metrics-Driven Sales Forecast
Wherever they are, whoever they’re talking to, CEOs always get asked the same question: Where is your business headed in the coming months? At the office, in the boardroom, even among friends and [...]
Sales Performance Metrics to Benchmark your Outbound Lead Gen Team
You’ve read the signs, and they suggest you are ready to build out your sales prospecting or outbound lead generation team. This team of dogged sales reps will be crucial to your company’s [...]
[SaaS Series] The Difference Between a Bookings Forecast and a Revenue Forecast
We’ve told you all about why you need product line items in Salesforce to help you answer some difficult questions. One of those difficult questions is when companies – especially [...]
Your Guide to Mastering the Quarterly Business Review
Another quarter is in the books, and if you’re like most Sales VPs, there were probably a handful of things (at least!) that you wish had gone differently. Maybe you didn’t hit your number. Maybe [...]
5 Tips to Empower Reps with Sales Analytics
Congratulations! You’ve succeeded in getting a self-service business intelligence solution into your company. You’ve played around in the program and are confident in your ability to dive right [...]
7 Dire Mistakes Sales Reps Make with Calls
In sales, a few phone calls could be the difference between making your quota…or not. Maximizing the effectiveness of each call is critical. There are a limited amount of leads and it is [...]
