Separating real leads from tire-kickers shouldn't be manual labor - it should be automated. According to Gartner, companies that have a well defined lead management process see a 10% increase in revenue. Get this bump in revenue by maximizing marketing's productivity with marketing automation that identifies the right leads, fast.
Although Gartner estimates that a well defined territory process can increase revenue by 5%, the information needed to accurately value territories is kept in an infinite number of systems and spreadsheets, and is often impossible to access. Tapping into this data is the best way to make strategic decisions about territory assignments, sales capacity and coverage, and quota distribution. Improve sales planning by knowing the true value of territories, and allocating the right quotas.
A longer sales cycle isn't always the prospect's fault. Many sales meetings don't add value to the cycle because reps are underprepared. They're challenged by overwhelming product portfolios, a tangle of value propositions, and savvy, self-educated buyers. Respond with the right message for the right meeting and transform reps with targeted coaching to increase quota attainment by 17%.
Rushed, manually generated proposals stop your prospects from signing on the dotted line and they hurt your margin. Improve the process by guiding reps to the right product at the right price, encouraging upselling and cross-selling, all on a mobile device. Aberdeen Research shows that companies that use CPQ have a 104% larger average deal size.
Convoluted or misaligned incentive plans distract your reps from selling. Instead they spend more time shadow accounting and filing disputes. Develop smarter, clearer incentive programs to drive behaviors and revenue. Automate the incentive compensation process with a complete system that grows with you. Our customers see a 1-3% revenue increase per rep.
Lead to Money Blog
If you answered no to the above question you were either not in attendance at the Forrester Forum on Sales Enablement, or you were not paying close enough attention to the keynotes. It doesn’t matter what your title or position ...Read More