Category: Sales Acceleration

Gotta Catch ‘Em All! Book Sales Appointments that Actually Happen

Jul. 19

That’s it, you’ve done it! You’ve been honing your account-based selling approach and dedicating your time to a customized messaging strategy that has allowed you to qualify the target account that you’ve been working so hard on. You have all of the information you need in order to pass along this great opportunity to your closing sales rep. Now, all you have to do is set that first appointment for the next step.

It’s Time to Transform Your Account-Based Sales Prospecting Process and It Starts with Data

Jul. 14

The whole point of account-based sales is to focus your efforts on a relatively small number of high-value accounts that have the greatest potential impact on your bottom line. That's why the most important piece of the account-based sales model is to select the right target accounts.

Results Are In! 2016 Sales and Marketing Benchmark Study

Jul. 11

During the month of April, QuotaFactory and The Marketing Advisory Network set out to survey the sales and marketing landscape to benchmark how far collaboration has come between the two departments and ultimately how aligned the two departments are in 2016.

Persistence With Purpose: What is Your Sales Prospecting Cadence?

Jul. 6

While it may be true that “good things come to those who wait,” it is more true that in sales better things happen to those who make things happen. Making things happen involves effort in a number of ways, one being persistence, the ability and – willingness – to take the game to the buyer.

Launching Your Account-Based Sales Development Strategy [eBook Part II]

Jun. 30

Since launching our Account-Based Sales Development Playbook for Revenue-Driven Teams Part I with PersistIQ, we’ve received an overwhelming amount of feedback regarding the various stages that other sales and marketing professionals are at in terms of building their own account-based sales development (ABSD) strategy.

Sales Development is a Game of Professional Football

Jun. 27

McKenzie Ingram, one of Act-On’s marketing journalists, sat down with Luke Smith, Act-On Regional Sales Director & Area Leader in the Portland office, to discuss his experience leading a sales team at one of the fastest growing companies in America. Luke has climbed the ranks within Act-On and is recognized as a leader in the SaaS sales space.

Use Innovative Applications to Build Your Data Driven Strategy [Webinar Recap]

Jun. 24

QuotaFactory’s Co-Founder and CEO, Peter Gracey, participated in a webinar hosted by InsideView called “Building Innovative Applications” joined by Aldo Zanoni of Riva. Below we put together some highlights and key takeaways from the webinar in order to share relevant industry findings and spark more conversation in the sales and marketing technology community.

The Right Sales Messaging Templates Will Boost Your Sales Team’s Connect Rate

Jun. 20

It has been a time of information overload for many, and much of that overload includes a large number of poorly written emails. I can't even count how many emails I receive on a daily basis, let alone the ones that are sales-based and far from customized.

Using Sales Enablement to Scale Sales Output and Drive Revenue Growth

Jun. 17

By now, we’ve all heard the stat that buyers are roughly 60% along in their journey before ever speaking with a sales rep. Due to many factors -- like the democratization of information, influence of social media, and increased access to technology -- buyers are at a major advantage.

5 Digital Must-Dos to Align B2B Sales & Marketing for Better Business in 2016 [Infographic]

Jun. 15

Digital marketing is both an art and a science. Marketing is an art, but the science behind its strategies determines conversions and closes. This is especially true in the B2B sector, where the target is high-level professionals who have their company’s bottom line on the line. While the rise of digital has opened many opportunities to connect with the B2B market, the number of digital options can make it hard to determine which tactics are the most promising.

Marketing and Sales Technology Can’t Make Data-Backed Decisions Without You

Jun. 13

In today's sales and marketing world I cannot tell you how many times a day I read data-driven, big data, best-in-class analytics, data backed decisions, and more data and analytical terms positioned in every which way.

Is Sales Training the Answer to Sales Enablement?

Jun. 10

When I look back over the past year or two the one thing that jumps out at me as something I could have and should have done sooner is formal training. I think we can all agree, champions become champions through practice, execution, training, and focus. The thing is, without a formal training program, there is nothing to practice, focus on, or execute against.

Avoid Failure with This Formula for Setting Successful Sales Goals

Jun. 8

Everybody has sales goals. Some are set by our companies and some we set ourselves. For many sales reps, it wouldn't be January without either a new sales quota or a new personal objective for the year ahead. If I had to guess, I'd be willing to bet that we all want to achieve more this year, right?

Cross-Training Your Outsourced Sales Team to Drive Revenue and Customer Success

Jun. 6

There are many different and often unforeseen situations that could cause yourself or a member of your team to be absent from work for a day or more. In the business world this can cause some added stress, but in the services industry it becomes critical to make the necessary adjustments to maintain contractual obligations and backfill absences.

7 Bad Sales Habits That Will Cost Your Whole Team

Jun. 3

Are bad sales habits hindering your team’s success? CMO Council reports that every year $1 trillion dollars are lost due to lost productivity and poorly managed leads. That’s a lot of money down the drain. Though your team may need some more advanced training, these 7 mistakes can help your team take a step in the right direction to improvement. Make sure your SDRs stay away from these seven deadly sales habits.

The Power of Case Studies in Your Sales Development Strategy

Jun. 1

In Geoffrey Moore's seminal book Crossing the Chasm, there’s a smaller, lesser talked about chasm between Innovators and Early Adopters. For many startups, crossing this chasm in the technology adoption spectrum is actually the most crucial. Without any Early Adopter traction, a company has no shot at success.

You Need These 5 Technologies Represented in Your Sales Development Tech Stack

May. 23

At this stage in the game, ever-changing trends, challenges, and strategies have made it absolutely critical for sales development teams to adopt a clearly defined technology stack. When your sales development process is aligned with the right technology, it frees up your reps’ time to focus on selling. Not only will the velocity of your sales process increase to grow sales, but the right technology can benefit your organization in more ways than just the obvious.