Channel sales — or selling through partners — represents 75% of the world’s commerce, according to Forrester. This approach helps companies accelerate sales and grow revenue without adding to their headcount, a move that’s increasingly important during economic uncertainty. Whether you’re launching a channel to scale more efficiently, tap into new markets, or meet customer … [Read more...] about The Complete Guide to Channel Sales
The Secret to Better Forecasting? Data, People, and Processes
Picture this. Another week begins, and so does another revenue forecast call with more questions than answers. Leaders from your different regions show up with estimates they all calculated in different ways, some of them in spreadsheets. There is $1 million in revenue that disappeared since last week, but it’s hard to track down exactly where all those small opportunities … [Read more...] about The Secret to Better Forecasting? Data, People, and Processes
What Is Sales Enablement? A Complete Guide
Sales enablement is all about training your reps to sell — and sell better. You coach them, educate them with content and certifications, and bring them together at events like sales kickoffs. It’s anything you can do to help them close more deals, faster. Then the tough question comes: “Did it work?” The pressure is on for sales leaders to create enablement that makes a real … [Read more...] about What Is Sales Enablement? A Complete Guide
The Complete Guide to Building a Sales Forecast
Building a sales forecast is both an art and a science. Accurate sales forecasts keep your leaders happy and your business healthy. In this guide, we’ll explain everything you need to know about sales forecasting — so you can get a clear picture of your company’s projected sales and keep everyone’s expectations on track. We’ve organized this reference guide by the top questions … [Read more...] about The Complete Guide to Building a Sales Forecast
The Lead Nurturing Secrets That Helped Me Double My Sales
The deeper the relationship, the more we can ask for. It’s why we often ask to split dessert on the first date and move in together on the hundredth. This relationship-building is the force behind lead nurturing. We match the interest level of the prospect and earn the right to ask for more, one small step at a time. I learned the importance of lead nurturing back in 2008. It … [Read more...] about The Lead Nurturing Secrets That Helped Me Double My Sales