Sales

How to win more deals this quarter and accelerate them as quickly as possible

As quarter 4 comes to a close, the pressure is on to close as many deals as possible before the holidays. It can be quite a hectic time in the office. You might be experiencing a little pushback from prospects who want to revisit this in the new year. Well, you can take the pressure off by following these simple steps to take full advantage of these last couple of weeks.  Push Back – the most common excuse you will hear from prospects at this time of the year is to reschedule or revisit the deal in the new year….

secrets to successful pipeline health management

Secrets to Successful Pipeline Health Management

What is Sales Pipeline Management?  Sales Pipeline Management is about effectively tracking opportunities from start to finish, all the way through to when they are closed won or lost.  Why is Pipeline Management Important?  Pipeline Management allows you to be proactive rather than reactive as it allows you to stay on top of your pipeline in real-time, rather than waiting to lose a deal and question why this has happened. Gaining visibility of each prospect and what stage they are at in the sales journey allows you to anticipate changes in your pipeline so you can be better prepared for…

Limitations of Sales Forecasting and How to Solve Them

Sales forecasts are used to estimate future revenue generated by your sales teams and are heavily relied upon to make business decisions. Understanding the limitations of sales forecasting can help you to find the right forecasting strategy so your business is able to make data-driven decisions with confidence.  Why is Sales Forecasting Important?  Yes, sales forecasting is important but an accurate forecast can optimize operations across your entire business. Poor forecasting can have negative consequences on your business both in the short-term and long-term.  It is a common misconception that sales forecasts only benefit sales teams when in reality the…

Using compound effect to build sales pipeline

Compound Effect – How Does It Impact Sales and Prospecting?

The sales process has evolved – and searching for whales has been exposed to be an inefficient strategy. Once upon a time, it was commonplace for sales leaders to be those who could sway even the most hardnosed of prospects. Nowadays, however, the vast majority of prospects can see through this charade, and with the dawn of the internet, have a wealth of tools at their disposal to make an informed decision, not just an emotional one. This has forced sales tactics to evolve, and the modern salesperson needs to be able to diagnose their prospect’s problems and focus their…

Ebsta Revenue Intelligence platform in office environment

What is pipeline health – and how do you solve it when it’s at risk?

Understanding how your sales pipeline is performing is key to generating sales – without a healthy flow of leads coming into and moving along your pipeline, sales begin to stagnate and revenue begins to drop. Needless to say, sales leaders and managers need to be aware of this essential insight to ensure future success. So, how measured and actioned upon? In the article below, we will break down the KPIs that you should be tracking for a holistic overview of your pipeline health. Additionally, we will introduce you to how Ebsta’s Revenue Intelligence Platform which empowers you with the real-time…

Representation of Relationship intelligence mapping

How to Build an Account-Based Selling Strategy using Revenue Intelligence

One of the key goals of B2B sales is to establish and nurture connections with target customer accounts. These connections provide the anchor points for all of your interactions going forward with that account. Now, note that we didn’t say relationships, we said connections. Relationships are what grows from the initial contact (connections) you make with your customers; they have metrics that can be measured and show how effectively your sales team is strengthening the links your company has with key stakeholders.  So how can you use that insight to understand your prospective customers better? This is where Relationship Intelligence…

Sales Pipeline KPIs graph

10 Sales KPIs You Should Be Tracking for Pipeline Performance

Understanding how your sales pipeline is performing is key to everything for sales leaders. Without being able to see what is happening and why – you can’t accurately forecast, predict revenue for the period, or, fundamentally, know if your sales process works. However, getting a strong grip on what shows progress can be extremely difficult, and a lack of visibility into performance can mean that you are unsure what decisions are the correct ones. Thankfully, we have a solution for you – below are 10 of the top sales KPIs that you should be keeping a close eye on to…

6 Steps to an Effective Account-Based Selling Strategy

Shifting to an account-based focus isn’t a new concept but there has been a bigger swing towards the strategy over the last few years. This revitalization is being driven by a few different factors but primarily there has been a bigger emphasis on customer-centricity; for many companies, this approach is becoming almost like their new mantra. Additionally, sales processes are getting more complex and are requiring increased buy-in from more stakeholders, making a targeted approach the key to being more effective. Furthermore, by pursuing an Account-Based Selling strategy you can effectively invert the way in which you nurture leads –…

3 Metrics That Will Align Sales And Marketing Today

When sales and marketing are aligned and work together with cooperative goals and strategies it improves results for businesses. Revenues are increased, sales cycles are shortened, conversion rates are improved, and, most importantly, sales forecast accuracy is enhanced. But these aren’t the only metrics that should be tracked to understand and optimize your sales and marketing (Smarketing) efforts.  In this article, we will take a look at three key metrics that are generally overlooked by companies and give deeper insight into how effectively your marketing strategies are aiding your sales pipeline. We have segmented them over the two disciplines to…