Chief Outsiders

JUNE 15, 2023

Part 2: Finding the Right Talent for the Game Here today, gone tomorrow: Did you know that the average tenure of a sales professional is just about a year and a half? It’s a mind-blowing statistic that is, on the surface, an indicator of the rigors of a sales role, in any market segment.

Sales 243

Sales Sales Marketing Sales Funnel 243

Chief Outsiders

JANUARY 17, 2023

When it comes to corporate synergy, there’s perhaps no greater return on your investment than to align your sales and marketing efforts. One study found that sales and marketing teams, when well-aligned, can wring out 200 percent more revenue as a result of their collaboration.

Sales 246

Sales Sales Marketing Revenue 246

Peter Winick

DECEMBER 12, 2022

Learning to understand how marketing, sales, and thought leadership can work together to create greater success. Are your marketing and sales teams aligned to the overall business goals of your company, or is each team focused on their own success? In addition, we can help you implement marketing, research, and sales.

Sales 244

Sales Sales Marketing Revenue 244

Chief Outsiders

JULY 3, 2023

Part 4: Is Your Sales Process Supporting Revenue Growth? At the dinner table, you tend to get immediate feedback when the recipe of the dish being served is not quite perfected. In the business world, where the steaks….er….stakes

Sales 240

Sales Sales Revenue Sales Funnel 240

Chief Outsiders

JANUARY 31, 2023

Art Saxby, Chief Outsiders CEO, has expertly covered the difference between Sales and Marketing in his blog. I marvel at the fact that CEOs continue to be disappointed by their marketing outcomes. In fact, 70 percent cite that marketing isn’t delivering for them as expected.

Sales 244

Sales Sales Revenue Marketing 244

Peter Winick

AUGUST 1, 2022

An interview with Steve Watt about enabling sales and thought leaders for the long game. Not every sales person can or should be a thought leader, but they can always be a spokesman for the org’s thought leadership content. In addition, we can help you implement marketing, research, and sales.

Sales 240

Sales Sales Scaling Marketing 240

Chief Outsiders

APRIL 11, 2024

Learn how to accelerate revenue growth by shortening your sales cycle. Discover the seven steps to success and a real-life example of significant growth achieved through effective marketing strategies.

Sales 182

Sales Sales Revenue Marketing 182

Help Scout Leadership

AUGUST 22, 2023

‘Sales as a service’ doesn’t stop with being consultative — it means acting as a trusted advisor throughout the buyer’s journey. Read the full article

Sales 189

Sales Sales 189

Chief Outsiders

APRIL 22, 2024

It used to be that companies could achieve growth by simply focusing on sales or having sales and advertising be complementary marketing tactics. But today, macro and micro pressures along with evolving landscapes across industries have resulted in a more competitive landscape.

Sales 173

Sales Sales Marketing Benefits 173

Help Scout Leadership

AUGUST 22, 2023

When sales and customer service work together, they succeed by giving the customer a better experience. Read the full article

Sales 186

Sales Sales 186

Chief Outsiders

APRIL 6, 2023

The past three years have been heady times indeed for sellers. From a global pandemic to a robust rebound, and a return to spending skittishness, it’s been difficult to pinpoint exactly how the market is going to react to the transaction of commerce. CEOs need a safe harbor because the marketplace represents a rolling sea of choppy tides.

Sales 278

Sales Sales Marketing Sales Funnel 278

Chief Outsiders

JUNE 11, 2024

It’s one of the most challenging questions you’ll ever have to ask as a business leader – “why isn’t my sales team delivering the results we need?” Putting a microscope on your team sometimes yields some unpleasant truths, but this exercise is critical when revenue numbers are lacking and the sales pipeline is drying up.

Sales 162

Sales Sales Revenue 162

Chief Outsiders

OCTOBER 2, 2024

The same is happening in the SaaS industry ; smart tools can help your sales and marketing team make better and faster decisions, plan, and craft a better customer service approach. And all SaaS vendors are adding AI functionality to their product offerings to stay competitive, as FOMO (Fear of Missing Out) syndrome takes hold.

SaaS 162

SaaS Sales Sales Marketing 162

Help Scout Leadership

AUGUST 22, 2023

We compiled the 25 best books for entrepreneurs on marketing, sales, and customer service. Each book is a must-read for aspiring entrepreneurs. Read the full article

Sales 187

Sales Sales Marketing 187

Chief Outsiders

MARCH 27, 2024

In today's competitive business environment, a highly skilled and empowered sales force is essential for driving revenue growth. However, the effectiveness of sales training alone is limited without consistent support and reinforcement. This is where the collaboration between the sales and marketing departments becomes crucial.

Sales 162

Sales Sales Marketing Revenue 162

Chief Outsiders

MARCH 18, 2024

In today's highly competitive market, businesses must have a cross-sell and upsell strategy to boost sales and revenue.

Sales 173

Sales Sales Revenue Marketing 173

Chief Outsiders

DECEMBER 20, 2023

Final article of the 7-part series: Accelerating Growth In 2024 with Strategic Business Planning By: Scott Wright and Jack Bowen In the relentless pursuit of growth, businesses often find themselves at a crossroads - a bustling marketing funnel generating a stream of leads, yet somehow, the path to conversion seems elusive.

Sales Funnel 290

Sales Funnel Marketing Sales Sales 290

Chief Outsiders

FEBRUARY 1, 2024

In this article, I will delve into the dynamic world of fractional sales leaders, exploring their pivotal role in driving revenue growth, providing specialized expertise, and offering flexibility to scale sales leadership based on organizational needs.

Sales 162

Sales Sales Revenue Scaling 162

Help Scout Leadership

AUGUST 22, 2023

Learn about 10 pricing strategies based on the science of consumer behavior for inspiration and insight on how to effectively set your prices. Read the full article

Sales 240

Sales Sales 240

Chief Outsiders

FEBRUARY 20, 2025

A Sales Kickoff (SKO) meeting is a cornerstone for energizing your sales team and aligning them with your company's goals. It's that time of year again! It sets the tone for the year, fosters collaboration, and provides valuable insights to empower your team to succeed.

Sales 130

Sales Sales Revenue 130

Chief Outsiders

JANUARY 10, 2023

Today’s CEO has to work harder than ever. With a tightening economy, fears of a recession, and a post-COVID marketplace that remains hard to read, the CEO truly is in the hot seat. With an average tenure of fewer than seven years, according to some estimates, the CEO has little runway with which to work in creating market and revenue success.

Marketing 246

Marketing Sales Sales Revenue 246

Mark Sandborn

MARCH 15, 2023

She had a great product and an impressive website, but she struggled to get any sales in the first few weeks of launching. Within a few months, she was making consistent sales and her customer base was growing rapidly. Following up after a meeting or a sales call often seems like a lost art. So many neglect to do it.

Sales 254

Sales Sales Media Benefits 254

Help Scout Leadership

MARCH 6, 2024

Elevate your communication with sales email templates and best practices that engage and convert. Read the full article

Sales 124

Sales Sales 124

Peter Winick

APRIL 11, 2024

Practical Advice for Thriving in Today’s Leadership Landscape A conversation with Dr. Pradeepkumar Sacitharan about resilience, setting historic goals, and how everything is a sales game. In addition, we can help you implement marketing, research, and sales. Dropped out of high school at 16, and I just done sales.

Sales 283

Sales Sales Biotech Education 283

Chief Outsiders

SEPTEMBER 24, 2024

Salesforce’s “State of Sales” report surveyed 5,500 sales professionals earlier this year. First, sales reps spend only 30% of their time selling during an average week. Second, 81% of sales teams said they are investing in AI. Two findings caught my attention.

Sales 189

Sales Sales Implementation Sales Funnel 189

Chief Outsiders

APRIL 21, 2022

If you are a CEO that is lamenting slowing sales and lagging growth at your company, it’s tempting to place the blame directly at the feet of the sales team – those well-intentioned front-line soldiers who are responsible to turn your solutions into the bucks that feed the company growth.

Sales 245

Sales Sales Marketing Strategic Planning 245

Vantage Circle

DECEMBER 8, 2024

When it comes to sales, the most dynamic and vital department of any organization, engagement takes on an even greater significance. A motivated and productive sales team does not hit targets; they drive company growth. – Richard Branson Engagement is one powerful force that can be truly transformational for the sales team.

Employee Engagement 93

Employee Engagement Sales Sales Metrics 93

Help Scout Leadership

MARCH 18, 2022

Want to declutter your sales and support inboxes and drive more revenue? Explore these nine email collaboration software platforms for 2022. Read the full article

Software 279

Software Revenue Sales Sales 279

Help Scout Leadership

JUNE 15, 2021

A positive customer experience might not necessarily result in a sale in a particular moment, but by creating and delivering a great experience, the company positions the customer to be more likely to purchase in the future. What is customer success? Optimize means many different paths in customer success.

SaaS 290

SaaS Sales Sales Onboarding 290

Chief Outsiders

OCTOBER 17, 2023

Yet I have seen my share of “Executive-Level Dysfunction” (ELD) in my years as a sales and marketing executive, and the results are predictable: Quagmires. Though achieving consensus-by-gummy-bear may work on television, we should be smart enough to know that the last place for petulant, child-like behavior is the C-suite. Uneven results.

Sales 290

Sales Sales Marketing 290

Chief Outsiders

MAY 16, 2024

Getting into QBR practice its benefits, like getting your broader team buy-in on your sales and marketing team issues, creating a sense of urgency on important cross-team action items, building a learning culture within your team, sharing new product initiatives in advance, collect and measure customer feedback (or NPS) regularly.

Sales 182

Sales Sales Marketing Benefits 182

Help Scout Leadership

JULY 20, 2021

Many companies take a sales-oriented approach. Having a deeper, more dynamic customer relationship can result in a 20% increase in sales and in your bottom line. Sales scorecards : a rubric that sales teams can use to rate how effective or ineffective specific sales calls were. Which features are they using?

Sales 363

Sales Sales Metrics SaaS 363

Chief Outsiders

APRIL 5, 2022

Once hailed as the best way to affix a value to a prospective sale in the digital age, we are here to toll the bell to its early demise. Thank you for joining me today for the eulogy of the marketing qualified lead, or MQL. What led to the hastened death of the MQL?

Revenue 227

Revenue Sales Sales Marketing 227

Chief Outsiders

OCTOBER 14, 2024

In the first two blogs of this three-part series, we introduced the concept of AI-enabled selling, the need for an integrated strategy, and a framework for mapping the myriad technologies available to the needs of the sales organization.

Sales 162

Sales Sales Sales Funnel 162

LSA Global

NOVEMBER 18, 2024

How to Win Over Value Buyers + Key Mistakes to Avoid Studies highlighted by our microlearning experts show that more than half of all sales prospects are value buyers who focus on achieving measurable business outcomes. To win their business and win over value buyers, sales reps must behave differently.

Sales 68

Sales Sales B2B Metrics 68

Chief Outsiders

MAY 1, 2023

At your company, data likely streams in by the petabyte – sales figures, consumer habits, competitive information, big picture, small picture, and so forth. Not one of you reading this blog would disagree: We live in a world of information overload.

Marketing 246

Marketing Sales Sales KPI 246

Help Scout Leadership

APRIL 29, 2021

Look for ways to hear their voices regularly , perhaps on sales calls or in the support queue. Build customer-centric focus into marketing, sales, and product functions: Every team has some impact on your customer experience, but apart from customer service itself, these three teams have the greatest influence.

Metrics 348

Metrics Sales Sales Implementation 348