As nearly every industry vertical becomes more crowded, the cost of marketing increases, and competition heightens. To succeed in this environment it is absolutely crucial that your sales and marketing teams are aligned. Sales and marketing alignment leads to increased revenue, better win rates, and improved customer retention. In fact, a recent study found that […]
Sales enablement helps sales leaders achieve higher quota attainment, more revenue, higher sales velocity, and increased lead conversion rates. Since your organization can no longer afford to avoid sales enablement, we’ve included five ways tips to help you quickly get your sales enablement program up and running. 1. Sales Enablement Isn’t Training nor Coaching Training […]
For years, pundits were predicting “the death of the phone call.” In fact, nothing could be further from the truth.. According to BIA/Kelsey, $64.6 billion is spent each year across media just to generate calls to businesses.  More data from BIA/Kelsey reveals that 66.4% of companies surveyed report calls as a high-quality lead source—higher than any other […]
One of the biggest mistakes that marketers make is not going deep enough into the sales cycle their content efforts. Marketers spend valuable time and resources creating amazing blog posts, videos, eBooks and other resources. But far too often, they assume that this amazing educational content should only be used to generate leads or raise brand […]
It finally happened! After years of speculation, Google recently announced that there are more searches on smartphones than on desktop computers in ten countries (including the US and Japan). So in case there was any doubt, the era of mobile has officially arrived. So what does this mean for your business? Thanks to Google’s click-to-call feature on mobile […]
There are those who still believe in a traditional sales model where sales reps do everything from write proposals to answer inbound calls. However, more and more companies are separating their sales organizations into outbound reps (reps that prospect for new business) and inbound reps (reps that respond to inbound phone calls and web inquiries). The […]
B2B sales organizations are evolving in interesting ways. They’re becoming more customer-centric in their approach to sales and are embracing new technological solutions to increase productivity. But one of my favorite changes that I’m noticing is that Sales and Marketing teams are increasingly collaborating to transform leads into valued customers. Salesforce just put out a […]
A marketer’s job should not end where a salesperson’s job begins. One of the biggest mistakes that B2B marketers make is assuming that their job should end with lead generation. But All B2B marketers should be full-cycle marketers, which is to say they should stay engaged with sales and help move leads through each stage of […]
With RingDNA, sales reps have the power to improve lead quality by simply rating calls. While of course the holy grail for gauging lead quality will always be ROI, RingDNA’s call rating feature enables sales reps to quickly signal marketers when campaigns are or aren’t driving great calls. This real-time visibility can inspire marketers to work […]
When our customers reach out to us it’s an important moment. Virtually no one calls companies to chat idly. Think about the last time you called a business. Chances are you either were seriously interested in making a purchase or you needed immediate customer service. When your prospects are ready to have a serious sales conversation there are few […]
Just 57% of companies actually hit their revenue targets, according to CSO Insights. One of the top reasons? Marketing and Sales just aren’t properly aligned. Imagine a marketer arrogantly boasting that “Marketing is driving sales around here,” or a sales rep complaining about stale leads or worthless marketing collateral. Sound familiar? At many companies, salespeople […]
Chances are that your sales reps aren’t spending enough time on the phone with customers. Simply put, it’s hard to hit a home run when you’re stuck in the dugout. The more time that inside sales reps spend on calls, the more opportunities they’ll have to close deals. But sales processes often include blockers that […]