Peter Winick

OCTOBER 10, 2022

Andy Paul is the author of “Sell Without Selling Out,” Host of the “Sales Enablement Podcast with Andy Paul,” and is a Top 50 Global Sales Expert, consulting with the biggest businesses in the world. In addition, we can help you implement marketing, research, and sales. Contact us for more information.

Marketing 189

Marketing Sales Sales B2B 189

Peter Winick

OCTOBER 3, 2022

When attempting to measure and reach scale, thought leaders often look to social media metrics such as followers, engagement, and likes. In addition, we can help you implement marketing, research, and sales. It’s really easy to get confused by social media metrics and even get wrapped up in them. Good progress.

Scaling 130

Scaling Metrics Marketing B2B 130

Andrew Chen

DECEMBER 20, 2016

[Andrew: Paid marketing remains an integral part of many products’ acquisition channels, and one of the key metrics is Cost of Customer Acquisition, which is a nuanced calculation with lots of gotchas. Since HubSpot is a B2B SaaS product, CAC would equal the cost to acquire a new customer on one of their Basic, Pro, or Enterprise plans.

SaaS 111

SaaS Sales Sales B2C 111

Walk Me

JULY 19, 2022

Companies depend on the success of salespeople, which is why the public often views sales departments as one of the highest-stress environments within a company. When change leaders throw the uncertainty and discomfort of a drastic transformation strategy into this mix, it can seem like a sadistic act upon sales employees’ heads.

Change Management 52

Change Management Sales Sales Manager 52

LSA Global

APRIL 10, 2020

We define B2B social selling as the ongoing process of leveraging digital channels to find, engage, and connect with ideal target clients. High performing B2B social sellers build relationships on digital platforms and turn online connections into offline sales conversations and long-term customer relationships.

Sales 36

Sales Sales B2B Metrics 36

LSA Global

MARCH 17, 2025

Top 10 Sales Rep Performance Checklist: Essential Habits for Success We know from sales leadership simulation assessment data that top sales reps do not just wing it they follow a disciplined, strategic, and customer-first sales process. Using storytelling to make the sales pitch compelling, engaging, and relatable.

Sales 36

Sales Sales B2B Revenue 36

LSA Global

MAY 8, 2023

The cross-selling strategy was part of a strategic sales initiative to grow globally while achieving economies of scale across markets, regions, products, services, and suppliers.

Sales 36

Sales Sales Sales Management B2B 36

LSA Global

NOVEMBER 6, 2023

The Sales Manager Training Workshop results were: 98% job relevance 98.4% net promoter score This global and growing Integrated Technology Company wanted a customized sales management training program to meet the unique needs of their marketplace. The Sales Manager Training Workshop results were: 98% job relevance 98.4%

Sales Management 36

Sales Management Sales Sales Manager 36

LSA Global

APRIL 15, 2024

Developing an effective sales strategy requires a deep understanding of market dynamics and the ability to adapt to evolving trends. 5 Steps to Crafting an Effective Sales Strategy We know from our own organizational alignment research that strategic sales clarity accounts for 31% of the difference between high and low performing sales teams.

Sales 36

Sales Sales B2B Revenue 36

LSA Global

APRIL 15, 2024

Developing an effective sales strategy requires a deep understanding of market dynamics and the ability to adapt to evolving trends. 5 Steps to Crafting an Effective Sales Strategy We know from our own organizational alignment research that strategic sales clarity accounts for 31% of the difference between high and low performing sales teams.

Sales 36

Sales Sales B2B Revenue 36

Andrew Chen

JUNE 26, 2017

Cohort analysis was a sophisticated approach, and we also didn’t have a sense for MAU, DAU or other more granular metrics. In B2B, we’re seeing the same phenomenon. YesWare <> Hubspot Sales. Ten years ago, we used to look at total registered users. You can get this chart from Mixpanel (and may others!)

Advertising 111

Advertising Revenue Retention B2B 111

Harvard Business Review

NOVEMBER 8, 2016

Outbound B2B sales are becoming less and less effective. In fact, a recent survey found that connecting with a prospect now takes 18 or more phone calls, callback rates are below 1%, and only 24% of outbound sales emails are ever opened. B2B salespeople only need to invest 5% to 10% of their time to be successful with social.

B2B 22

B2B Sales Sales Media 22

15Five

FEBRUARY 22, 2017

It’s important to not only set goals, but to outline specific metrics that will help you measure the success of your efforts at the company, department, and individual levels. Karri Bishop is a marketing communications specialist at TechnologyAdvice , a B2B marketing firm that connects buyers and sellers of business technology.

Revenue 42

Revenue Employee Engagement Performance Management B2B 42

LSA Global

APRIL 1, 2020

Why Social Selling Training Programs Fail to Grow the Sales Pipeline. When done right, curated online relationships should turn into more meaningful and more qualified sales conversations. Recent IDC research found that: 75% of the B2B Buyers use social media to inform and support purchase decisions. Lack of Sales Coaching.

B2B 36

B2B Sales Sales Media 36

Peter Winick

JUNE 29, 2023

They discuss thought leadership strategy (and how to create one), as well as the baseline criteria and metrics you should use, the warning signals that your strategy isn’t working, and the importance of alignment across the organization. In addition, we can help you implement marketing, research, and sales. So let’s begin.

Sales 130

Sales Sales Education Scaling 130

Chief Executive

DECEMBER 1, 2022

Ten or 20 or 40 strategic accounts drive 80 percent of revenues for most organizations,” says Dave Irwin, president of Polaris I/O, a B2B customer-retention software platform. In the B2B world, suppliers often enjoy “champions” inside companies. The company was founded on the idea that no sale is more important than a single customer.

Retention 98

Retention Travel Digital Transformation Software 98

LSA Global

APRIL 16, 2021

A Sales Leader’s Dilemma – Top Ways to Grow Revenue There are only so many actions available to a sales leader to profitably grow revenue. The art is identifying, agreeing to, and committing to top ways to grow revenue for you and your sales team. Which sales growth lever should you pull?

Revenue 36

Revenue Sales Sales B2B 36

Peter Winick

MARCH 2, 2023

In addition, we can help you implement marketing, research, and sales. So I think the difference is that with Salesforce, this is obviously B2B, right? If you need a strategy to bring your thought leadership to market, Thought Leadership Leverage can assist you! Contact us for more information. So give me maybe compare and contrast or.

Advertising 130

Advertising Benefits Media Marketing 130

Harvard Business Review

DECEMBER 24, 2015

Many B2B CEOs still believe that social media isn’t right for them. But social media marketing can offer B2B marketers a range of benefits if they take advantage of it, from increasing engagement and influencing decision making before the sales call to customizing sales messages and enhancing their company’s reputation.

B2B 14

B2B Media B2C Marketing 14

Harvard Business Review

AUGUST 5, 2015

So any effective sales model must adapt to changing buying protocols, not ignore or resist them. This is a big transition for firms whose marketing, sales-training and enablement tools, and wider organizational processes reflect outdated assumptions about purchasing in their markets. The sales force is more important than ever.

B2B 15

B2B Sales Sales Sales Funnel 15

Harvard Business Review

AUGUST 3, 2017

To motivate, manage, and reward B2B salespeople, many companies use sales incentive plans that link large commissions or bonuses to individual results metrics, such as territory quota achievement. The right sales incentive plan creates a double win. This made it easy to measure individual sales results.

Sales 15

Sales Sales Compensation Metrics 15

Harvard Business Review

AUGUST 20, 2014

But this leaves a lot of uncertainty in what is often a company’s most profitable department, and it makes managing a high-functioning sales force notoriously difficult. At VoloMetrix, we recently studied the sales force of a large B2B software company using six quarters of quota attainment data for a several thousand employees.

B2B 22

B2B Sales Sales Metrics 22

Andrew Chen

JUNE 25, 2019

Tactic #4: Run direct sales. Stage : Early-stage for B2C, an evergreen lever for B2B. Stage : Early-stage for B2C, an evergreen lever for B2B. Retention metrics roundup of articles and links by Andrew Chen. Once you reach scale, fraud becomes a real issue. Watch for it as you grow, and invest in addressing it. Here’s Why.

Retention 111

Retention User Experience Travel Marketing 111

Harvard Business Review

MARCH 7, 2017

A similar sequence has happened with B2B buying. By 2012, our research shows, nearly 60% of a typical B2B purchasing decision — researching solutions, ranking options, benchmarking pricing, and so on — was happening before the buyer even had a conversation with a supplier. Related Video. The 8 Types of Salespeople.

B2B 13

B2B Travel Benchmarking Sales 13

Andrew Chen

NOVEMBER 1, 2021

Network effects emerge when products, like marketplaces, social apps, B2B collaboration tools, and so on, get more useful the more users that are on them.In Direct sales and product-led viral growth for most B2B collaboration apps. Outcomes : At least one scalable growth strategy.

Scaling 82

Scaling Marketing B2B Recruitment 82

Harvard Business Review

APRIL 25, 2014

Digital channels have upended the well-trod ruts of sales and marketing organizations — already, nearly a third of all B2B purchases are done digitally. All of this increased complexity means sales leaders must rethink how they source leads, manage pipelines, and sell more effectively. They measure sales ROI differently.

Sales 15

Sales Sales ROI Marketing 15

Harvard Business Review

JANUARY 9, 2014

Companies have long developed and managed their sales people differently from other employees, placing great emphasis on individual performance. Even in sales, network performance now accounts for about 44% of the impact. On the most effective sales teams, particularly B2B, the individual no longer reigns supreme.

Sales 14

Sales Sales Compensation Compliance 14

Harvard Business Review

AUGUST 2, 2012

Our article in the current issue of HBR, " The End of Solution Sales ," has created quite a stir among B2B sales professionals and pundits alike. It's the reality — the actual behaviors sales professionals and their organizations engage in every day.

B2B 18

B2B Sales Sales B2C 18

Harvard Business Review

DECEMBER 6, 2016

According to Gallup , only 29% of B2B customers are engaged with the companies they do business with. With our clients, we’ve found that a 30-minute call — clearly defined as a strategy discussion rather than a sales call — is a good place to begin gathering these answers. Let that sink in. This problem is not new.

B2B 14

B2B Sales Sales Metrics 14

Harvard Business Review

MARCH 10, 2017

Sales executives with even moderately large, distributed sales forces rely on data to help them understand which activities and behaviors lead to the best outcomes. Refining Sales Team Structure and Roles. At the highest level, Workplace Analytics can provide a factual foundation for decisions on sales structure and roles.

Sales 14

Sales Sales Software Accounts 14

Harvard Business Review

NOVEMBER 28, 2012

There's no better place to get a sense of the potential downside of social media for business than in B2B sales environments. Sales managers are under a lot of pressure to get their reps to exploit interactive online technologies to the max, but that's a lot easier said than done.

Media 11

Media Sales Sales Benefits 11

Harvard Business Review

APRIL 19, 2018

Companies have hired writers and Chief Content Officers to run departments, create blogs and other materials, and, in the process, some have assured sales people that content marketing can mean the end of cold calling. Our data also indicate that much of marketing and sales collateral is read by prospects outside of the normal work week.

Marketing 15

Marketing Sales Sales Sales Funnel 15

Harvard Business Review

APRIL 26, 2011

And while these companies were the first to acknowledge the business benefits of delivering a great customer experience, business-to-business (B2B) organizations are increasingly getting in on the game. Often, the best way for B2B companies to satisfy the multitude of business customers is to focus on the needs of their customers' customers.

B2B 15

B2B Travel B2C Engineering 15

Harvard Business Review

FEBRUARY 1, 2016

You see Pareto’s Principle applied to sales all the time — the top 20% of a sales force produces 80% of a company’s revenues and margins — and it’s applicable in a variety of sectors. But, at the same time companies must do more than rely on stars if they want to improve their overall sales performance.

SaaS 15

SaaS Sales Sales B2B 15

Harvard Business Review

OCTOBER 30, 2015

The Content Marketing Institute reports that although the majority of B2B and B2C marketers have some kind of content marketing program, less than 40% find those efforts effective. Don’t over-optimize metrics. Marketers optimize their campaigns for particular metrics, usually some combination of awareness, sales or advocacy.

Marketing 15

Marketing Metrics B2C Media 15

Harvard Business Review

FEBRUARY 10, 2016

We also saw this pattern in the sales departments of other B2B sales organizations we worked with. A large hardware company we work with took its analysis a step further than most firms in order to investigate the composition and quality of a sales rep’s network.

Sales 15

Sales Sales B2B Software 15

Andrew Chen

JUNE 25, 2019

Tactic #4: Run direct sales. Stage : Early-stage for B2C, an evergreen lever for B2B. Stage : Early-stage for B2C, an evergreen lever for B2B. Retention metrics roundup of articles and links by Andrew Chen. Once you reach scale, fraud becomes a real issue. Watch for it as you grow, and invest in addressing it. Here’s Why.

Retention 48

Retention User Experience Travel Marketing 48