Download this new report from The Bridge Group to understand the latest benchmarks and analyze your outbound prospecting effectiveness.
If your organization relies on outbound prospecting for a sizeable chunk of your business, then you’ll want to be sure it’s measuring up. But just because your numbers are staying strong or even improving from your own past results, are they meeting the standard performance across the industry? In this new report, Pete Gracey of QuotaFactory and Matt Bertuzzi of The Bridge Group Inc. dive into outbound prospecting effectiveness.
Generating customer referrals is easier than you ever imagined.
It’s true that your current best customers beget the next generation of your best customers. While you’re plenty happy with all the new users you gain from customer referrals, it sure would be nice if the offspring were produced at a rabbit-like pace. Well, the process doesn’t have to be as organic as you might think, as David Mitzenmacher explains in this post at Gainsight.
Learn the benefits to letting your customer success team lose.
Most companies recognize the value of their customer success team. But all too often the scope of their influence and presence is limited. The team at New Relic, though, takes a different approach. In this post at Totango, Ells Luk explains how their customer success team takes the road less traveled.
Offers might start coming in, but are they the right ones? Knowing when to sell a startup requires some homework.
Of course it’s easy to get excited whenever someone offers to buy your company. After all, that’s been the carrot on the stick the whole time. But…what if there’s a bigger carrot out there? Well, there very well could be. But before you pass on that original carrot, you need to know what you’re in for and understand exactly when to sell a startup. Luckily, Jason Lemkin is here to explain the stages where it makes the most sense to sell in this post at SaaStr.
It’s an enormously important part of your business, so why treat the path to purchase like it’s clouded in some mystery?
You already know that the path to purchase is an arduous one that can take an incredible amount of twists and turns. But what if there was someway to guide your customers along the right path instead of simply trying something new and hoping for the best? Fortunately for you, the right data can help you do just that, as this infographic at Inc. explains.
If you’re looking to foster teamwork amongst your sales team, sales rep compensation is a great place to start.
You know all too well from trying to grow your customer base that sales is a cutthroat business. But that doesn’t mean it should be cutthroat within your own organization. Closing deals is difficult enough as is and infighting is only going to hurt your bottom line. Brent Holloway explains ways you can encourage teamwork among field reps and inside sales reps in this interview at InsideSales.com.
Each organization is different as is your sales process, admits Holloway. But there are still common threads for compensating ISRs and field reps that will not only foster a more cooperative process but also increase reps’ satisfaction – all while pumping up your pipeline.
When it comes to entrepreneurs understanding sales, far too many fall short. That mistake can drag their business down.
As the leader of your organization, you’ve got to be on the frontlines when it comes to acquiring new customers, especially as your business is just getting off the ground. So why are so many entrepreneurs willing to hand off sales all too easily? As John Jantsch explains in this post at Inc., entrepreneurs understanding sales and how they can contribute is an essential part of their role.
It’s not all about picking up the phone and getting deals signed, says Jantsch. Entrepreneurs need to know how the messaging pushing whole organization is framed and understand why customers actually purchase your product.
You’re undoubtedly asking questions about all your prospects, but are they the right ones? Bolster sales pipeline revenue with these questions.
The sales pipeline is a tricky thing. Much of your revenue is driven from it, but somehow, at the end of the quarter or year, you end up disappointed with the outcome of what once felt like a robust pipeline. A lot of that has to do with inflated expectations that can be realistically tempered. In this post at Inflexion Point Bob Apollo lists the three questions that can increase sales pipeline revenue.
Many times the questions you’re asking about your prospects aren’t hard hitting enough or are open to interpretation, says Apollo. But if you boil your inquiries down to the nuts and bolts of what makes a sale, you’ll be better able to sniff out true opportunities.