Sales

How to Analyze Your Sales Pipeline – Optimize Your Pipeline for Growth

Ultimately, the key aspect of analyzing your pipeline is to understand enough about it to be able to make smart decisions and actualize growth. By building up data-based insights into your pipeline you gain actionable intelligence which can be used to identify the quickest routes to grow revenue.  Of course, not all companies will have the same concepts and schemes in place so therefore their routes to increasing revenue will be different. That said, the principles we have laid out below will apply to most situations, and give you an insight into how you can optimize your sales pipeline for…

How to Analyze your Sales Pipeline – Impact of Effective Pipeline Reviews

One of the most important things for effective sales pipeline analysis is having a regular pipeline review process. By having the process on a regular basis you are able to assess your pipeline is performing across your entire team and gauge the consistency of what your teams are generating making it easier to predict your revenue. A pipeline review also lets your whole team assess your pipeline against established key metrics that have been previously outlined enabling you to understand the health of each of your opportunities. This understanding provides the insight needed for you to update quarterly sales forecasts…

How to Analyze your Sales Pipeline – Measuring Your Pipeline Health

The key to understanding how your pipeline is performing is knowing what state it is in. The gauge of that is pipeline health. In the first of our series, we looked at creating the foundations of your pipeline and the metrics that are needed to know what is happening within it.  In this article, we will be looking at how each of the metrics works to give you a complete view of your pipeline. By analyzing each of the metrics as well as the overall sales environment you can build a clear path to optimizing your pipeline and sales process….

How to Analyze your Sales Pipeline – Setting the Foundations

For sales leaders and managers, the sales pipeline is your key to understanding what is happening across your sales process. It gives you the visibility to track your customer’s journey from a qualified prospect through to a paying customer and beyond (depending on your business model). So when it comes to analyzing your sales pipeline the key fact that you need to understand is precisely why a prospect is progressing or not. To build that picture you need to identify what contributing factors and considerations, positive or negative, are impacting that prospects journey and how they can be overcome. One…

What Ebsta can do to measure sales pipeline health?

It’s that time again, new sales goals. If you’re feeling a little overwhelmed with your sales goals, you’re not alone. But let’s face it, it’s never too late to get your head around a plan. In the previous installment, we looked at how to improve sales pipeline accuracy. But we only scratched the surface. In this blog, we’ll be sharing what Ebsta can do to measure your sales pipeline health – in order to develop a true understanding of the quality of your 2021 pipeline. So, how does Ebsta measure your pipeline health?  We’ve recently launched a Revenue Intelligence Platform…

3 Ways to Improve Sales Pipeline Accuracy

Managing the sales pipeline is a critical aspect of managing team performance. If you were promoted from the field, you probably already know that the sales pipeline holds information about pending sales opportunities and consists of various stages relating to the advancement of those opportunities. But before we proceed, let’s look into what is sales pipeline and why is it so instrumental in selling success. What is a Sales Pipeline? A sales pipeline is a set of stages that a prospect moves through, as they progress from a new lead to a customer. Once each pipeline stage is completed, the prospect…

How to Sell in Today’s Customer-Led Economy

Consumers have power in this customer-led economy. In the last decade, after the 2008 financial crisis and with the rise of digital communications, we’ve seen a massive shift in how businesses try to position themselves to potential customers. Is your business prepared to embrace that shift? Rising Expectations in the Face of Increasing Options In a world led and dominated by technology, it’s not easy to reconcile company-driven objectives with customer expectations. Marketing, always a core business function, is only rising in importance in this customer-led economy. Take the marketing technology industry as an example. Over the past few years, thousands…

Representation of salesforce usage data

3 Reasons Why Salespeople Don’t Use Salesforce

Let’s face it, sales reps hate using CRM. On a day to day basis, you’re too busy calling prospects, mining leads and booking meetings to even remember to log into Salesforce. As a sales rep, there’s absolutely nothing more frustrating than having to spend time manually logging emails and calls. Why? Because it’s a tedious task that doesn’t impact your sales targets. Believe it or not but if you want your sales team to succeed, it’s vital that CRM is properly utilised through accurate data. Data accuracy is really important, and here’s why: Inaccurate or incomplete data can lead to…

Six revenue indicators that give businesses a complete advantage

When you oversee a multi-department operation, you open the door to a lot of possible metrics and indicators. Too much information can be just as paralyzing as too little. So, how do those in revenue operations identify the most revealing metrics aligned to how the revenue is really behaving? It’s worth noting that when the measures become the target, they cease to be good measures. That means you should avoid drawing your conclusions from looking at the figures in isolation and always seek to understand the wider context and reasons behind them. Start asking how your revenue indicators collectively communicate…

What is Revenue Operations?

They say all roads lead to Rome. If you imagine Rome as revenue, then the role of revenue operations is to make sure that those roads are built in the most efficient way and that they are effectively signposted. Revenue operations, or “rev ops” in it’s shortened form, is the strategic alignment of sales, marketing, finance, and service departments to optimize revenue across the customer’s lifecycle. It’s where the science of sales analytics and the art of customer engagement are wrapped into a process to systematically improve how businesses generate revenue. At the heart of rev ops is the customer,…