Category: Sales Forecasting

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.

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.

Best Practices to Deliver More MQLs into Your Sales Funnel

May. 25

At the end of the day, marketing departments exist for one reason and one reason only: to deliver marketing qualified leads (MQLs), which in turn should become more converted sales. This is no revelation, and is Day One stuff in Marketing 101. Actually executing on this principle is a slightly more complex proposition.

You Need to Make Your Sales Development Function a Priority

Mar. 18

Below is an excerpt from the transcript of SLMA Radio on the SLMA Live Network hosted by Jim Obermeyer and featuring QuotaFactory’s CEO and Co-Founder, Peter Gracey. You can access the full radio program that aired on January 19th, 2016 here. The following excerpt is part two of three parts of the radio program titled: “How to get a 60% Increase in Conversions to Forecast!” Enjoy! And, as always, please share your thoughts or questions in the comments section below.

Quick Start Guide for Implementing a Mentor Program for Sales Development Reps [+ Printable Worksheets]

Feb. 22

Unfortunately, sales managers don’t have endless amounts of time to monitor every dial or email the sales development team is sending out. The point is, we need to find a way to make sure SDRs are internalizing training, then putting that education into action.

Why You Can’t Just Double Sales Output and Expect Better Results

Feb. 19

This is an excerpt from the transcript of SLMA Radio on the SLMA Live Network titled “How to get a 60% Increase in Conversions to Forecast!” This particular program was hosted by Jim Obermeyer and features QuotaFactory’s CEO and Co-Founder, Peter Gracey. You can access the full radio program that aired on January 19th, 2016 here. The following excerpt is part one of three parts of the radio program. Enjoy! And, as always, please share your thoughts or questions in the comments section below.

Turn Your Defective Sales Team into Rockstar Sellers

Feb. 17

Dysfunctional: the word comes up in conversation every day, usually in relation to crazy families, nutty reality show contestants, and all-around gossip. But what if this adjective also describes your sales team? Your group of dysfunctional sellers is preventing you from getting the results your company needs to move forward. How do you identify the root cause of the problem, eliminate it, and turn your team into high-impact sellers?

Identify and Track Key Performance Indicators for Sales Development [+Printable Worksheets]

Feb. 8

Initial sales development rep (SDR) training should always include a written summary of responsibilities and metrics that management will be tracking in order to evaluate success. But how often is your team reminded of these responsibilities and key performance indicators (KPIs) throughout their tenure? Are you holding your SDRs accountable for their output and encouraging them to surpass their goals?

The Leading Cause of an Ineffective Demand Generation Strategy

Sep. 23

Drumroll please…the reason only 3% of enterprise marketers in a recent ANNUITAS study claim to be “very effective” when it comes to demand generation…is…marketing is tough. OK, that’s not the real point of this post, but I must clarify up front: There is no single black and white reason as to why such a teeny tiny percentage of marketers chose “very effective” when asked how their demand generation was doing.

Refine Your Pipeline Forecasting Strategy with These 7 Steps

Sep. 16

It’s common for leaders to measure their sales pipelines by the probability of the deal closing. And, a common mistake. Probability of close is a subjective measurement that requires the sales rep to make a judgment about their chances of making a sale. It requires interpretation, bias and is ripe for abuse. Instead, you should be measuring the progress of a prospect through your sales pipeline, with each stage representing the percentage of the way through the pipeline the opportunity has reached. A complete sale is defined as one that’s either closed or lost.

How to Uncover Hidden Sales Pipeline Before Q4

Aug. 17

With the summer months coming to a close it’s time to be proactive and look forward. The question reps need to ask themselves at this stage in the year is “how am I setting myself up for success in Q4?” When I was a Sales Development Rep I loved Q4. Prospects are finally back from their summer vacations, 2016 planning is in full swing...it’s a great time to prospect! My first step toward Q4 success was always an in-depth pipeline review.

The Value of Key Performance Indicators for Tracking Sales Growth

Jul. 29

Too often when looking at a sales team’s success, managers only focus on the actual sales — aka the closing of the business. Of course this is important, but the sale is a lagging indicator. If you have no sales closing today, it indicates that your team hasn’t been performing well for months. By the time you’re at the stage of no business, you’re already well into trouble. In fact, you’ve reached the point of no return. So how, as sales leaders, do you create leading markers that track the behaviors required today for successful sales growth tomorrow? The answer is Key Performance Indicators (KPIs).