Naturally, salespeople are obsessed with sales, for closing deals is ultimately how they’re measured and rewarded. However, close behind in the attention of revenue team professionals, particularly managers and leaders, is the sales pipeline, a forward-looking instrument for the closing of future sales.What is a Sales Pipeline?Your sales pipeline represents where your leads … [Read more...] about 5 Metrics to Manage Your Sales Pipeline
There’s More to Speed to Lead Than Speed
For many years, B2B revenue teams have been obsessed with speed to lead or their average lead response time. For good reason too — all things equal, your speed to lead might be the differentiating factor in winning a deal.Consider the following speed to lead statistics:78% of customers buy from the company that responds to their inquiry first (Lead Connect)391% increase in lead … [Read more...] about There’s More to Speed to Lead Than Speed
Developing CRM Data Strategies to Drive Account-Based Success
The roles of sales and marketing departments often serve as growth catalysts, and while it sounds straightforward, all revenue team members know the road to success can be fraught with challenges and obstacles.One key to revenue team success is alignment, because it’s easier to reach a common objective if everyone is on the same page and pushing in the right direction.As … [Read more...] about Developing CRM Data Strategies to Drive Account-Based Success
Using AppExchange Apps to Improve Conversion with Service Level Agreements
In go-to-market (GTM) workflows, key performance metrics center on conversion. However, the very definition of conversion is often difficult to agree upon, as it differs depending on the perspective of the stakeholders involved.Sales leaders tend to view conversion metrics at the latter stages of the buyer’s journey. For example, sales leaders might calculate conversion as the … [Read more...] about Using AppExchange Apps to Improve Conversion with Service Level Agreements
Increasing Speed to Lead with Round Robin Lead Assignments
Photo by John Crozier on UnsplashFor inbound go-to-market motions, speed to lead, which we defined in our previous blog post, is probably the single most important factor in winning your customer.Organizations with high volumes of inbound leads need a fair, effective, and fast method to route prospects across their sales development representatives (SDRs), minimizing the time … [Read more...] about Increasing Speed to Lead with Round Robin Lead Assignments