Sales

SalesLoft Grew Its Revenue by 1,750 Percent Using Outbound Sales. You Can, Too.

Without the right people in your company’s essential sales roles, you can’t expect great results. Good salespeople are self-motivated and love a challenge. They aim high and are committed to going above and beyond expectations. In an interview with the Growth Everywhere podcast, Kyle Porter, founder and CEO of #SalesLoft, addressed his company’s success. “We’ve […]

Sales

Coaching time – Where is it best invested? The views from top sales leaders, coaches, and experts

Coaching is frequently accepted as THE most important function of a front line sales manager, with data showing that effective and frequent coaching can comfortably see a 20% increase in performance. Yet despite the perceived importance of this function, the average sales leader invests only 5% of their time in helping to develop their reps. […]

Sales

13 Demand Generation Statistics That Will Blow Your Mind

Success for many demand marketers is no longer defined by the quantity of leads generated. For many B2B teams, success measures are now defined by lead-to-customer conversion rates or other full-funnel metrics. Increasingly, marketers are responsible for supporting the customer’s entire journey through tighter alignment with their organization’s sales and customer success teams. Read more: […]

Sales

8 Essential B2B Demand Generation Best Practices for 2018

  Mid-funnel processes have become efficient in the past decade due to widespread adoption of marketing automation platforms (MAP). Giselle Abramovich recently reported that fifty-five percent of B2B brands are using automation technologies to nurture leads, perform progressive profiling on leads and present personalized content. Abramovich also noted that 91% of the most successful B2B […]

Sales

Why Sales Training Fails (And What You Can Do About It)

Research has consistently demonstrated that without systematic, ongoing learning and reinforcement, participants quickly forget what they learned and revert back to their original behaviors. A common problem with many sales training initiatives is that they are event based (i.e., intensive, multi-day training events) where participants typically forget much of what they learned shortly after the […]