sales analytics
How should B2B sales people spend their time in order to reach quota?
Get your spreadsheets out! Or, use this template. We created it to help our clients answer a very important question:
Scania Mining: a systems approach to the complex sale
More and more products and services are becoming commoditized. In a world of web shops and Amazon, the online automation of transactional sales continues to reduce the need for sales people.
6 ways to improve your B2B win rates
If you're facing increased competition, multiple stakeholders in each buying decision, longer sales cycles and rising sales costs, you are not alone. Many sales organizations need to revise both their strategy and tactics; doing more of the same will not help them reach their targets. This blog post is intended to provide a simple framework for how to best plan our execution, when engaged in complex b2b sales.
Make your 2016 sales plan easy to execute
A new calendar year is coming up. Your business planning is underway. With existing customers to keep happy, tough competition and high expectations for growth, your sales execution will be key. Once you’ve done your market research and decided on a strategy, it’s time to get hands-on about how to actually get it done when daily operations kick in.
Who are your true top sales performers?
Chances are you don’t even need to look this up. You know. Sales people are measured, KPI’s are in place. Accumulated sales and quota attainment usually tells the story. If we want to get fancier, we can look at win rate, average deal size and sales cycle. If we want to get granular, we can look at different efficiency and effectiveness indicators.
5 sales KPI Pitfalls! (avoid at all costs for better sales leadership)
Sales KPIs can make, or break, your sales results. Here are five common mistakes when developing sales KPIs.
